Senior Vice President of Sales, San Francisco, California (Hired in 84 days)
The Senior Vice President of Sales serves as a key member of the senior leadership team and is responsible for setting overall strategic direction for the SOA sales division to successfully meet or exceed annual business plan, with particular focus on achieving the operating profit goals set by the company.
This position will be required to review the existing structure and processes at SOA and make structural, process, account, product, margin and terms recommendations that will ensure SOA maximizes the return from its significant product investments and the buoyant video games market.
A very hands on approach to managing the retail accounts as well as the sales team will be required. There is also a need to work well with peers within the organization to ensure that day to day operations are managed effectively as well as participate in the future planning and strategy of the company.
Above all to be a strong professional with a desire to win within one of the most famous games companies in the business and within one of the most dynamic industries in the market.
Specific Duties and Requirements:
• Review the current field sales structure and the personnel within and make recommendations of how to improve the structure and motivate the team. Ensure that each team member has the appropriate skills and time bandwidth for the specific retail accounts.
• Review each account and ensure we maximize profitability at all times. In particular consider how we improve business with the top 5 accounts. In addition rationalize the accounts to make sure that we are profit effective. Finally to consider the most efficient and profitable routes to the secondary markets of Canada, Mexico and Latin America.
• Work with the corporate planning group and COO to create annual sales plans and budgets. Convert these into quarterly and then monthly operational sales plans with individual forecasts for each member of the team. Take responsibility for the performance of each element of the plan.
• Create effective channel marketing programs for each account using MDF and co-op creatively and intelligently. We must not simply use these funds as extra profit load for our customers.
• Have hands on account relationships with the top 5 accounts with a minimum quarterly face to face contact with each of the 5 accounts. To have a face to face meeting with the next 5 key accounts at least twice a year. Actively encourage key accounts to have a strong relationship with SEGA, including inviting them to the SOA HQ from time to time and meeting other senior SOA executives.
• Review and overhaul the field sales incentive program.
• Implement a provision usage and tracking system in conjunction with corporate planning and the finance team.
• From a product point of view the SVP will be required to be part of the SEGA West “green light process”. It is therefore critical that SOA improves its performance in relation to selling new titles within the market, according to the commitments given within the product approval process.
• Work closely with the marketing groups to ensure a full understanding of the brand propositions. Bring the marcomms group close to the sales process to make sure there is great synergy between the 2 groups and their objectives.
• Be a strong communicator and share relevant information among the sales teams, the executive group and the company at large.
• Become an evangelist for the company at all times.
Required Qualifications:
• 5+ years executive level sales/sales management experience.
• Adept strategist with keen market sense; strong business mind.
• High caliber negotiator with track record of innovation and seizing opportunities for revenue.
• Outstanding track record of hitting or exceeding quota objectives.
• Accomplished leader with proven record of building and managing a successful sales team(s).
Travel Requirements:
Expect to travel through the sales territories approximately 25-40% of the time. Some inter-continental travel may be required to Japan and Europe.
