Vice President, Sales Americas

Vice President, Sales Americas


Job Purpose

Lead the Proagrica US sales organization into the next era of growth.  Accelerate the journey toward value-based selling for our market-leading Network, Workflow and Analytics solutions, set the business sales strategy and develop go-to-market approaches for new high value analytical services.

The Brand

Proagrica is a global provider of independent connectivity and data-driven support solutions for the agriculture and animal health industries. We deliver actionable intelligence to drive business growth across the value chain. Our solutions connect and empower industry participants to drive seamless supply chain management, compliance, and customer insight. We have more than 100 years’ experience in providing the agriculture and animal health sector and are the trusted industry partner.

With a global staff of more than 400, Proagrica has employees across 6 continents with our key locations in North America in Oklahoma, Georgia and Illinois. With more than 200 staff focused on IT and product development, Proagrica is very focused on providing our sectors with the best solutions encompassing everyone from the Input Manufacturer, through Ag-Retail, the Farmer, all the way to the Grocer.

Key Accountabilities:

  • Delivering on revenue targets for our fast-growing US business.

  • Lead and grow the US sales organization, motivating the team to deliver stretching targets and accelerate growth.

  • Lead the evolution of our US sales organization: embedding a value based selling model suitable for a high value complex data and software sale.

  • Implement the necessary structures, processes and methodologies to support this evolution.

  • Create a culture of ongoing development and coaching. Ensuring sales managers are coaching teams and adopting best practices and methodologies to lead their teams through this exciting phase of our development.   

  • Implement world-class sales metrics and reporting and ensure individual performance is measured,  analyzed and coached to using data.

  • Partners with marketing and product teams to maximize value from continuous improvements in our core services.

  • Develop Centre of Excellence on sales go-to-market strategy, sales approach, pricing etc and work with Regional directors in EMEA and APAC to share best practices

  • Builds long-term relationships with our largest customers, and coaches senior salespeople in complex, high value sales.

  • As part of the commercial leadership of our North American business, manage the Proagrica North America professional services team to ensure successful delivery of products to our key customers.

  • Exploit current CRM systems and processes in order to build high quality data, which provides strong customer insight and enables us to  maximize value from customers. 

  • Key member of the Proagrica Senior Leadership Team, and contributor to overall business management.

 

Competencies and Experience:

  • Successful track record in high value, data solution sales

  • Experience in deploying sales methodologies and practices to drive sales transformation.

  • Must be a passionate advocate for and knowledgeable of various sales methodologies (Challenger, Solution Selling, Value Selling, SPIN etc..) and have a track record of implementing processes designed for the specific needs of a high value, consultative solution sale. 

  • A believer and advocate for the power of data in understanding sales performance and the role of Sales KPI’s and ratios in driving individual sales performance.

  • Outstanding ability to motivate and lead the sales organization to deliver its targets

  • Outstanding commercial awareness and acumen

  • Strong experience in developing and leading sales teams

  • Passion for the customer is a must. Sales organization creating strong, long term relationships with key customers 

  • Outstanding ability to develop strong cross-functional collaborative relationships to implement effective product innovation efforts. Open-minded and creative about go-to-market approaches.

  • Outstanding ability to listen – Must be able to listen deeply to feedback from internal and external customers. 

  • Excellent ability to communicate. Must be highly effective in written and verbal communications with all customer types.

  • Strong ability to manage change — be open-minded and flexible in gathering options, debate and commit to a path, and then help manage the change as journey moves from uncertainty to certainty

  • Strong decision-making capabilities. Must be analytical – able to drive strong logic through all activities, especially when developing processes, and use data to help drive decision making

  • Ability to influence people at all levels across all disciplines to ensure successful outcomes

  • International experience, and culturally sensitive.

    Key Stakeholders

 

  • Product Team

  • Regional Commercial Leads

  • Marketing organization

 

The Parent

Proagrica is part of RBI. Reed Business Information provides information and online data services to business professionals worldwide. Customers have access to our high-value industry data, analytics, information and tools. Our strong global products and services hold market-leading positions across a wide range of industry sectors including banking, petrochemicals and aviation where we help customers make key strategic decisions every day.  RBI is part of RELX Group plc, a world-leading provider of information solutions for professional customers across industries.
http://www.reedbusiness.com/

RBI is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or accommodations@relx.com.

View page here

Skills

Posted on

October 3, 2019