The VP of Sales is a key member of the leadership team. This dynamic leader will be responsible for developing and implementing a comprehensive sales plan to drive gross profit growth for PG Exhibits. The VP of Sales will bring a proven track record of translating a clear strategy into incremental revenue. The role requires an individual with excellent relationship building skills externally with customers and vendors, and internally with peers and employees. The ideal candidate will possess strong leadership skills, a growth mindset, and a deep understanding and commitment to managing the PG Exhibit sales process.

Strategy:

• Define, segment, and prioritize who PG should target for customers
• Determine PG’s value proposition to the target customers what makes us the best exhibit house to meet their needs?
• Determine the services / capabilities PG needs to offer to best meet customers’ needs
• Collect and analyze the implications of industry-specific trends and landscapes
• Assess the competitive landscape to identify who we need to beat to win and how we can create sustainable advantages over them
• Establish the operational requirements to have processes that are consistently followed by all and systems that are accurate, timely, and allow users to make better business decisions

Financial:

• In partnership with the GM and CFO, develop the annual sales and gross profit plans for the budget
• Set the financial guardrails for project level gross profit
• Maintain an ongoing sales pipeline report, in part to shape quarterly reforecasts
• Produce recurring sales reports and ad hoc analyses to track progress, communicate insights, update relevant stakeholders, reconcile monthly sales / gross profit performance, and identify areas for improvement
• Determine, manage, and report operational KPIs for sales

New Business Development:

• Create, implement, optimize, and maintain our go-to-market strategy that generates the highest volume of quality leads in a scalable and efficient manner
• Assess inbound leads to determine potential by size, timing, complexity, fit with our capabilities, and competitiveness
• Refer portable and modular rental leads to sister company Displayit as appropriate
• Assign leads worth pursuing to the salesperson best positioned to win the work
• Ensure the scope of each lead is fully understood, documented, and communicated to key stakeholders such as Design, Estimating, and Account Management
• Serve as a conduit for Sales, Design, and Estimating to help balance breakthrough designs with the clients’ budget
• Set decision making timeline to proactively manage the sales process
  • Gather input from Production (PM / Ops) on build times
  • Communicate required lead time to customer and consequences of missing key milestones
• Author standardized talking points to ensure consistent messaging across opportunities / salespeople
• Engage personally and attack top-tier sales leads in partnership with primary Account Executive
• Develop best-in-class templates / tools for pitch decks, proposals / estimates, contracts / MSAs that are polished, professional, client friendly, and provide the requisite protections to PG
• Serve as the pricing governor on small and medium opportunities to ensure targeted gross profit and payment terms are realized; Partner with GM and CFO on pricing of large opportunities
• Support Marketing in the development of a marketing strategy and the associated content, collateral, channels, communications

Customer Retention:

• Set and maintain sales strategies to retain and grow existing accounts with a focus on the highest value / highest potential accounts
• Establish and maintain a systemic way to solicit customer feedback to understand where PG is delivering our value proposition / meeting customer expectations and where there are opportunities for improvement
• Implement strategies to enhance customer retention and promote loyalty. Proactively identify opportunities to upsell or cross-sell additional experiential marketing products or services that add value to the customer's business
• Support collections as needed
• Determine if/when we want to fire customers

Sales Team Leadership:

• Set the tone for the sales team
• Realize the maximum value from each the team member by training, coaching, and supporting them
• Near-term focus on driving consistent execution of the defined / to-be-defined roles, processes, and systems
• Hold Account Executives accountable
• Evaluate the current compensation model; Identify strengths and weaknesses; Propose changes

• Screen / interview candidates who want to become an AE at PG
• Onboard / set up for success new AEs
• Provide training and educational materials to team as necessary (in partnership with HR)

Executive Leadership:

• • Serve as a cross-functional leader, building relationships and trust through collaboration, communication, and shared accountability across the organization
  • Partner with Production to plan and manage capacity, identifying potential production bottlenecks and proactively identifying solutions
  • Lead by example. Build and maintain a dynamic, progressive, performance-based culture founded on the values of collaboration, having a growth mindset, being results oriented, taking accountability, initiative and having fun while we work.
  • Fill leadership gaps as needed step in and provide guidance, empathy, and encouragement across the organization when General Manager and other ELT members are unavailable
  • Build something special!

How you will be measured:

• Financial Goals for PG Exhibits
• Sales and gross profit
• Key Responsibilities

Who You Are

• Your superpowers are:
  • Listening listening to customers, listening to AEs, listening to peers, listening to staff members, listening to leaders, listening to the industry. You seek to understand.
  • Building Alignment connecting the dots between customers, sales, design, estimating, account management, project management, and operations
  • Developing & Implementing Best Practices putting in place scalable roles, responsibilities, processes, systems, and reporting that are consistently executed
• You embrace and model our core values: Collaborative, Growth Mindset, Results Oriented, Accountability, Fun, and Initiative
• You have significant experience in the trade show industry
• You enjoy working in an entrepreneurial environment and implementing professionally run practices
• Genuinely wants to help people maximize their talents
• Positive mindset; Practices gratitude
• Relentlessly curious; Can bring insights and ideas from outside our organization
• Always trying to get just a little bit better; Practices self-improvement
• Can disagree and commit
• Able to navigate through grey areas
• Has a sense of humor

Additional information:

• The position is based in Aurora, CO
• As a key leader in the organization, the VP of Sales will need to be in the office 4 5 days a week
• The VP of Sales will need to travel to support existing customers and to win new customers