VP of US Sales

Be visionary
At FLIR, we have a simple but ambitious mission: to develop market-leading thermal and sensing technologies which enhance everyday life. From saving energy, to saving lives FLIR is making a real difference in our world.
Our products are used in a wide array of situations to rescue people in danger, detect criminals, conserve energy, navigate safely, provide security around the globe, and protect our environment.
We are looking for individuals who thrive on making an impact and want the excitement of being on a team that wins.
Job Description
This VP of U.S. Sales is responsible for leading the team that identifies, qualifies, fully develops and captures new business in the U.S. DOD and DHS markets. This executive will lead a team of approximately 50 people in business development and applications engineering with Directors of Business Development for Navy, Army, Air Force, Marines, DHS and Federal Agencies, and OEMs as direct reports.
This executive will drive predictable bookings growth by fostering long term relationships with existing customers, expanding those relationships to be aware of more opportunities and identifying and developing new relationships that result in new business opportunities. He/She will fully implement sales metrics and tools (Microsoft CRM), setting expectations, driving performance measurement, forecasting discipline, and standardizing a strategic selling approach and best practices to fully develop the market. FLIR continues to be a thought leader in the EO/IR systems discussions and the trusted responsive partner that the agencies turn to for guidance. This Vice President will work with his/her team to drive broader connections to the agencies, providing seminars, forums, white papers, and conference participation to strengthen FLIR's lead as a trusted expert and increase the opportunities for program participation.
This executive will foster a collaborative work environment, tightly linking the agency teams and corporate resources, cultivating a team culture that results in a broader awareness of business opportunities and potential solutions that drive growth. He/She will also drive customer advocacy and provide closed loop feedback from the customer to the operations group for next generation product design and development. The VP of US Sales will be expected to continue to raise the bar; hiring, retaining and fully developing key business development leadership that increases revenue and builds market share for FLIR.
This executive will report directly to the VP Global Sales. He/She will also have significant upward visibility within the executive team.
The qualified candidate will have the following:
Success growing revenue as a VP or Director of Sales or Business Development, selling complex systems to government agencies and prime contractors. Track record of leading teams that achieved revenue goals of $200M+ and increased market share. History of motivating high performance sales teams, building an esprit de corps, developing the skills of the team and leveraging sales tools to build an enduring go to market organization. Success in cross functional leadership, working well with engineering, operations and finance to marshal the resources required to win new business and build customer relationships. Equally adept at working with all customer levels (generals, colonels, pilot, soldier) and with internal teams.
Responsible for developing and meeting the sales forecast for the US Markets through support and direction of direct sales staff and consultants. Responsible for identifying, qualifying, and creating long term relationships with customer representatives in the US Market. Responsible for managing sales staff, including generating and managing travel schedules, training and motivational support, periodic evaluation improvement or replacement of poor performing individuals. Responsible for identifying critical capture efforts, leading responses to complex bid requirements, and maintaining compliance to customer bidding standards. Responsible for preparing the rolling forecast in CRM and reviewing it on a weekly basis with staff. This forecast forms the basis for the Master Production Schedule in each of FLIR's production facilities. Also responsible for providing data for the annual forecast which forms the basis for the annual bookings plan. Responsible for applicable US trade show selection, coordinating trade show plans with MarCom staff, and assigning show leads. Responsible for assuring that US BD team and outside representatives are equipped with current demonstration equipment, product training, competitive information and sales presentation materials. Responsible for the establishment of bookings goals and market development plans for each individual, consultant, region and/or market segment. Also responsible for individual evaluation against these goals. Provide input into long range strategic planning and market space product roadmaps. Responsible for annual preparation and submittal of expense requirements for the departments within this group. Responsible for monitoring, reporting and managing performance against budget throughout the year. Assure that all actions of the company within the area of responsibility are in accordance with federal regulations. Specifically, assure that all transactions are in compliance with FCPA guidelines and export department regulations. Assure that no side agreements or undocumented agreements exist with regard to terms, conditions or agent compensation. Required to travel approximately 50% of the time, providing regular visits to major customers and trade shows. Perform other duties a required by supervisor
BS degree with a strong technical background, MBA or equivalent preferred. Minimum 10 years business development experience, with demonstrated experience for developing markets and selling high technology equipment to military markets. Minimum 10 years of service with a branch of the US military. Experience managing direct sales force and consultants/lobbyists. Experience in forecasting and budget planning. Experience with PC ? Office applications
FLIR and all of our employees are committed to conducting business with the highest ethical standards. We require all employees to comply with all applicable laws, regulations, rules and regulatory orders. Our reputation for honesty, integrity and high ethics is as important to us as our reputation for making innovative sensing solutions.
FLIR is an equal opportunity employer.

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