Company:

For 50 years, the Company has been providing top-quality calibration services for test and measurement equipment. With a reputation for excellence in customer service, we serve customers in a range of industries, e.g., aerospace, automotive, agriculture, food and beverage, life sciences, manufacturing, and packaging.

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Already a growing, profitable business, the Company recently partnered with a private investment firm with the goal of scaling the business to be the leading, national provider of calibration services in the US.  This will include new products and services, geographic expansion, and a mix of organic growth and acquisitions.

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As part of its growth plan, the Company is making significant investments in sales and marketing and looking for a seasoned executive to lead these functions.

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Overview of the role:

We are seeking a highly motivated and experienced Head of Sales who has a proven track record of successfully building and scaling sales organizations at high-growth industrial businesses. This role will drive profitable revenue growth with responsibility for sales strategy and execution; building a scalable, effective sales organization; developing a strong marketing capability, including digital; and leading a customer success team that helps the Company maintain a strong reputation for service.​

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Key Responsibilities :

• Sales Strategy: Formulate and execute a comprehensive sales strategy that supports the Company’s growth goals, including product, service, and geographic expansion; existing account growth; and new logo acquisition

• Scalable Sales Model: Put in place a highly effective, scalable sales model, including the structure, resources, processes, sales playbooks, tools / technology, compensation plans, etc.  This role will need to iterate on sales team structure and processes as additional locations and headcount are integrated through acquisitions.

• Sales Team Leadership: Recruit, lead, coach, and hold accountable a high-performing sales team that consistently meets or exceeds its sales quotas 

• New Growth Opportunities: Identify, evaluate, and prioritize growth opportunities in the relevant markets and develop strategies to capture those opportunities in partnership with leadership, operations, etc.

• Sales Performance Data & Analysis: Use data, metrics, and appropriate tools (e.g., CRM) to monitor and proactively manage the sales pipeline and sales team. Regularly provide data-driven updates to key stakeholders – CEO, leadership team, private investment firm – to inform strategy and decision-making

• Cross-Functional Collaboration: Collaborate with CEO and leadership team, operations, product development, and others to achieve growth and broader business goals

• Budget Management: Manage and allocate resources efficiently within the commercial team, ensuring ROI and budget adherence

• Marketing and Lead Generation: Oversee a digital marketing capability and management of any associated agencies to meet lead generation targets for new logo acquisition

• Customer Success: Lead and grow the customer success team, maintaining the same high levels of service that the Company is known for today

• External Presence: Support strategic new logo acquisition and existing customer efforts as needed by representing the Company externally alongside sales and customer service teams

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Required experience:

• Proven success in building and scaling sales organizations and strategies at high-growth industrial companies, with a minimum of 10 years of relevant experience.  Ideal candidate will have experience incorporating new products, services lines, and headcount through acquisition or other growth efforts

• Structured, process- and data-driven approach to building and managing a sales organization

• Strong leadership and team management skills, ideally including experience overseeing Marketing and Customer Service in addition to Sales

• Exceptional communication, negotiation, and relationship-building skills

• Proficiency with CRM software and sales analytics tools

• Results-oriented, adaptable, and comfortable in a fast-paced environment

• Strong executive presence

• Industry knowledge and established network connections are a bonus

• Bachelor's degree required; Master's degree a bonus

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