Job Brief

Vice President of Sales for Major & Enterprise Accounts

DESCRIPTION OF THE COMPANY

ConStrata and its affiliated organizations, provide technology-focused consulting, professional services, event development/management, education, and networking offerings to the global foodservice, hospitality, and retail industries.

DESCRIPTION OF THE POSITION

The ideal candidate has a strong background and demonstrates B2B experience as a sales leader in the areas of technology consulting and professional services to major and enterprise accounts within the foodservice, hospitality, and retail industries. The selected candidate will work with senior-level decision-makers to develop and implement agreed-upon sales and marketing strategies to expand ConStrata’s customer base for consulting & professional services. Primary objectives will be to identify potential clients from both the operator and supplier communities and to work with them to establish mutually beneficial partnerships. Strong preference is given to individuals with a successful background in sales within the foodservice and hospitality industries along with an existing Rolodex of key industry leaders and companies and with an impeccable reputation.

Our expectation is that our Vice President of Sales for Major & Enterprise Accounts will drive company sales year on year, increase the customer base/market share within the foodservice, hospitality, and retail industries, and contribute to the company's revenue growth and profitability.

REPORTING RELATIONSHIP

The Vice President of Sales for Major & Enterprise Accounts will report directly to the CEO of the ConStrata working directly for the Managing Directors of ConStrata Consulting and ConStrata Services.

PERSONAL QUALIFICATIONS

As an integral member of the company’s leadership team, the candidate must exemplify the highest standards of honesty, integrity, and discretion. The individual should be highly confident of their abilities and be considered a trusted sales leader who can tackle a broad hospitality market with targeted success. The candidate should be numerate and analytical. S/he will need to be a consummate team player and leader with excellent interpersonal and communication skills up and down the organization.

COMPENSATION

Base salary and incentives will be commensurate with experience and will include a base salary, short-term and long-term incentive, and appropriate perquisites such as PTO, Medical, Dental and Vision coverage.

RESPONSIBILITIES

• Be responsible for developing, fostering, and maintaining key relationships with major foodservice, hospitality, and retail operator and supplier organizations, and then sustaining long-term relationship partnerships.
• Have strong experience, background, and deep knowledge in the sales process with the ability to identify leads and manage them through the sales process from the beginning to closing. After contracting, coordinate and monitor the delivery of services ensuring client satisfaction. Maintain the relationship to monitor add-on and incremental work in the future.
• Exhibit excellent foodservice, hospitality, and retail industry knowledge, and possess the ability to articulate the language technology services for operators to enhance the value of ConStrata’s consulting and professional services offerings.
• Demonstrate technical B2B selling skills and sales strategies, demonstrating product knowledge, operational insight, and a professional presentation/representation of ConStrata in providing consulting and professional services as the industry leader in the foodservice, hospitality, and retail industries.
• Exhibit excellent foodservice, hospitality, and retail industry knowledge by keeping abreast of changes, trends, and by maintaining contact with key industry leaders and influencers.
• Communicate credibly industry business strategies, technology status/advances and operational challenges to the C-Suite of foodservice, hospitality, and retail organizations and those providing other products and services to them.

• Have a complete understanding and ability to prepare pricing, proposals, packaging models, and methods. Possess sharp and fair negotiating skills that result in a win-win for ConStrata and for the client.
• Sell consultatively and make recommendations to prospects and clients of the various solutions ConStrata offers to operators and suppliers in the areas of consulting and professional services.
• Develop and maintain qualified leads using our CRM (NetSuite) through referrals, previous contact with IT leaders and C-Suite leaders, networking, and other sources.
• Gain client cooperation and buy-in to accelerate the sales cycle, while working with key influencers throughout the sales process to minimize issues at closing and enhance commitment to solutions through delivery.
• Engage with the ConStrata leadership and delivery teams on a smooth and clear transition of service delivery and remains involved and aware of the execution of the services for the client and ConStrata.
• Create and execute against a Strategy/Market Plan along with budgeting and forecast skills to track progress against short and long-term goals.
• Develop ROI-based solution sales plans that maximize the Strategy/Market Plan.
• Develop a detailed SWOT analysis of the competitive market and utilize it in the Strategy/Market Plan.
• Maintain a pipeline of qualified opportunities and execute to winning those opportunities.

PROFESSIONAL EXPERIENCE AND QUALIFICATIONS

• B.A./B.S. in a related field such as Business or a combination of relevant coursework; must-have technology and services sales experience in foodservice and/or hospitality industries.
• Minimum of five years in Major Account and/or Enterprise sales, specifically for companies providing technologies used by the foodservice, hospitality, and retail industries (i.e., POS, PMS, Back-Office, payment solutions, kitchen display, etc.), or with direct experience in growing the B2B market of the restaurant and hospitality-related companies.
• Possess a broad range of deep customer connections and contacts in the foodservice, hospitality, retail industries with a positive history of developing and managing key relationships within organizations, specifically at the C-Suite leaders of both operator and supplier organizations.
• Demonstrable track record of improving sales year on year, relevant to the markets served and making an immediate impact on the top line while looking ahead to create ongoing sales streams and pipelines for future opportunities.
• Ability to travel, work remotely, and manage independently to drive the sales strategy.
• Excellent verbal communication skills with the ability to articulate effectively with customers and co-workers the bandwidth and value of ConStrata Consulting & Services.
• Excellent written communication with the ability to pay attention to detail, create clear and thorough proposals, and engage using specific and professional language.
• Project an authentic leadership/strategic presence while demonstrating a hands-on, ‘roll-up your sleeves’ management style that includes direct involvement in the day-to-day sales and client operations.
• Strong account management skills to include the ability to collaborate with ConStrata leadership team on the status of the sales cycle, the need for resources, timelines, etc., in addition to a strong ability to multi-task, prioritize, and organize with a sense of urgency.
• Experience in dynamically presenting to foodservice, hospitality, and retail clients, in-person and remotely, following up, and artfully negotiating with the best interest of the client and ConStrata that results in a high rate of closing.
• Lead and display critical skills such as active listening, strong team member and team player qualities, inclusive communication, and effective decision making.
• Possess the integrity, ethics, and positive attitude that support ConStrata values and culture.

LOCATION: This position is preferred to be based out of the ConStrata headquarters in Potomac, Maryland. Remote office consideration will also be given to strong candidates to work remotely and attend regularly scheduled leadership meetings at ConStrata’s offices.

ConStrata Consulting & Services is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. ConStrata does not discriminate based on disability, veteran status, or any other basis protected under federal, state, or local laws.