Vice President of Sales Optimization

With more than 225 branch offices across North America, Associa is building the future of community for nearly five million residents worldwide. Our 11,000+ team members lead the industry with unrivaled education, expertise, and trailblazing innovation. For more than 43 years, Associa has brought positive impact and meaningful value to communities. To learn more, visit www.associaonline.com.

Job Description

Associa, the largest community association management firm in North America, is seeking a Vice President of Sales Optimization to provide a high degree of leadership on the Sales team.The VP will be responsible for the development and optimizing performance of sales activities and revenue generating programs in line with Associa’s mission, vision, and values.

The VP of Sales Optimization will have the drive and strategic vision to set and achieve specific goals (sales segment, territory, lead generation, process enhancement, product and service introduction and expansion, training, etc.), possess strong interpersonal skills, cross departmental collaboration, and team building capabilities. This position will work closely with the Senior Vice President of Sales and will have regular interaction with regional and senior executive teams. This individual must possess strong business acumen and analytical mindset with solid sales experience; a servant leader with a strategic orientation and a strong track record of growth and implementation success.

The VP of Sales Optimization will develop go-to-market strategies to expand integrated products and services to new and existing clients, provide support and direction to Platform Management Companies and management company acquisitions, maximize efficiencies within the Sales organization through process improvement, analytics, training and new technology. The VP of Sales Optimization will also provide oversight for sales training and other departments within the Sales division. This individual will also work in close collaboration with operational Senior Vice Presidents, Regional Vice Presidents, Branch Presidents, Marketing and other integrated services divisions to establish plans and strategies to expand the customer base and penetration of company supported products, services and initiatives.

The main goals of this position are to optimize revenue potential and efficiencies with new and existing accounts year over year and foster a scalable Sales organization by:

• Creating and managing company-wide strategic sales and marketing plans to grow integrated services, products, and offerings
• Design, build, and implement value-based approaches to increase market share and integrated services penetration within each region.
• Identify and target opportunities with a value-focused approach (analytics, training, technology, strategy)
• Identify efficiency opportunities and implement solutions to enhance Sales team performance (analytics, training, technology, process enhancement)
• Support and assist the integration and growth of Platform Management Companies and acquisitions.
• Create goals and Key Performance Metrics (KPMs) to measure progress and success of the forementioned initiatives
• Directing change in a variety of settings and leading others through positive influence and motivation
  
  

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Represent Associa in a positive and informative manner to the external market through community relations, marketing activities, and client relationships
• Owns development and execution of a sales optimization plan to meet company’s strategic business goals, establishing a multi-year vision for the Sales organization.
• Initiate and coordinate development of action plans to penetrate new markets; launch go-to-marketing strategies, recommend marketing promotions in conjunction with national campaigns
• Work in collaboration with SVP Sales, VP Sales and other key company leaders to develop training, incentive plans, growth targets, and proactive sales growth initiatives, ensuring alignment with overall company objectives.
• Cultivates an engaged, customer experience-driven sales and sales leadership team through observation, active coaching, growth assignments, open communication, and clear expectations and goals; including actively engaging on key high value and/or complex pursuits as necessary.
• Operate as a market-sensing leader who obtains competitive knowledge, monitors internal and external business trends, to recommend, implement, and/or assist in the development of customer needs-driven business strategies, programs, and products.
• Direct and oversee the company’s lead generation function to identify and develop prospects, partnering with marketing to seize on lead gen program opportunities that are uncovered, along with reviewing and enhancing current lead generation channels to maximize ROI and outreach.
• Continually analyze and provide feedback to improve the company’s marketing platforms and sales team’s ease of use and utilization of the CRM (SalesForce).
• Attend monthly executive management meetings and present the company’s sales performance, effectiveness of sales growth strategies, and insights gathered.
• Sales Tools & Reporting
• Provide monthly and adhoc reporting of account and revenue growth and retention performance
• Responsible for managing the creation and delivery of proposals for potential and existing clients; including deadline, brand adherence, quality and representation for potential and existing clients
• Analyze the success of the region’s lead generation and engagement efforts, establishing prudently aggressive region and branch account development goals
• Ensure other sales tools (sales reports, customer profitability tools, etc.) are used effectively by each region
• Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
• Other duties as assigned
  
  

Requirements

MINIMUM REQUIREMENTS:

• Bachelors degree from an accredited institution
• 10 years of progressive experience in a sales, sales operations, or sales management role in a business-to-business or business-to-consumer environment
• 5 years tested Sales experience and leadership in high growth organizations, with a successful track record in driving account growth, revenue, and lifetime value of customers.
• Demonstrated strategic thinker with advanced analytical and complex problem-solving skills; with ability to sense market changes and adjust strategies and realign tactics accordingly.
• Tech-savvy with a background in helping others see the benefits of integrating technology into sales processes.
• Ability to switch between being ‘strategic’ and being ‘tactical’.
• Demonstrated ability to work collaboratively and resolve conflict across different functional areas such as marketing and operations in a highly collaborative and open manner.
• Experience communicating with C-Level executives
• Exceptional overall leadership and people care skills with the ability to motivate and inspire others to achieve stretch results.
• Position will be based in Dallas, TX with up to 25% travel required
  
  

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES:

• Proficiency in Microsoft Office Suite; experience with CRM (SalesForce preferred) software highly desired
• Effective people and process management and leadership skills
• Exceptional communication skills – listening, written, and verbal
• Outstanding customer service and time management skills
• Ability to effectively analyze and solve complex problems to cut cost, increase revenue, and foster market growth
• Experience planning, scheduling, and reviewing work and performance of others in a manner conducive to proficient performance and high morale
• Ability to professionally communicate both internally and externally with individuals at all levels of an organization, especially senior leadership
• Learned knowledge of all company policies, procedures, and business ethics codes and ensure they are communicated and implemented within the sales organization
• Ability to work both independently and in a team setting; flexible, adaptable, and thrives in a fast-paced business environment
• Skilled in being a self-motivating, analytical, and proactive team player
  
  

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.