ATL Technology designs, engineers, and builds leading-edge technologies for our OEM customers that “connect” life-saving and health improving medical devices together.
 
ePraxis, a premier executive headhunting and talent selection company, is conducting a retained executive search for ATL Technology to identify, source, and select a ‘difference making’ Global VP Sales and Marketing. We are seeking candidates with outstanding medical device and consumer electronic interconnect product sales and marketing experience.
 

Immediate availability: VP Sales and Marketing ATL Technology 1335 W 1650 N Springville, UT 84663 www.atltechnology.com Posted: 9/26/16 Version:  1.1	For all inquiries please contact: Executive Search Director Severin Sorensen CEO, ePraxis LLC 222 S. Main Street, Suite 500-E Salt Lake City, UT 84101 435-655-5111 Direct sev@epraxis.com
NOTE: All applications are to submitted online at:

Vice President Sales & Marketing

ATL Technology is a valued engineering and OEM partner, delivering engineering based, vertically integrated, manufacturing operations for the medical device and industrial markets. Our specific market focus is providing unique custom solutions in interconnect and turnkey single use devices (e.g., custom cable assemblies, connector systems, and value-added sub-assemblies). ATL Technology is a global company with headquarters and manufacturing operations located in Springville, Utah, and company-owned manufacturing facilities located in China, Costa Rica, and Taiwan. ATL Technology’s global sales and customer engineering operations are geographically distributed throughout North America, Europe, and Asia. The VP of Sales and Marketing will work closely with the CFO on global strategy, will serve as a member of the Executive Management Team, and will be responsible for planning and executing ATL’s global sales and marketing initiatives.
 
ATL Technology is looking for a ‘difference making’ VP of Sales and Marketing (VPSM) to lead and manage a team of 8-10 direct reports, and 10-15 indirect reports, to enhance global sales and marketing efforts throughout the company.  As the leader of global sales, the VPSM will will represent the company as a key executive team member, travelling approximately 40% to 50% of the time. Given the expected travel requirements, it is vital that the VPSM has developed and demonstrated the ability to remotely manage globally distributed sales and marketing team members using best-of-breed sales processes, time management skills, and transparent dashboarding of KPIs. The company is looking to advance sales and manufacturing growth to the next level, and this will include the review, creation, and implementation of intentional sales processes and standard operating procedures. 
 
At ATL Technology, the VPSM plays a key role on our executive management team. The VPSM reports to the CEO, and works closely with the executive team on the Global strategy for the company’s goals, vision, and infrastructure.  The VPSM will hold the responsibility for building and managing relationships with valued OEM customers. ATL Technology’s goal is to be an indispensable, embedded, and valued  engineering and manufacturing resource for our customers. Targeting, establishing, and developing these long-term relationships is one of the most the critical roles of the VPSM.  The VPSM will attract, develop, coach, and retain high-performance sales team members world-wide; empowering them to elevate their level of responsibility, span of control, and winning performance.  Our sales cycle is typically 1-2 years for industrial sales, and 2-3 years for medical sales. Candidates with experience in long sales lead cycles are most likely to understand the requirements of this position.
 
The right candidate will be a demonstrated ‘sales champion and leader’, possess an abundance of strategic sales process and marketing experience, and have experience developing and delivering a long-term focused vision. Ideally, our VPSM will have the “behavioral traits” and “technical capabilities” identified in this job description and demonstrate in abundance the knowledge and mastery of the key skills, abilities, and experience outlined below.
 
Our VPSM selection committee comprised of members of the executive and senior management team have identified the following must haves, and like-to-haves of your ideal VPSM client;

1. Honesty and integrity are absolutely essential.
2. A demonstrated achiever, champion, and driven sales management leader.
3. Developed deep customer relationships, institutionalized relationship selling processes, and are currently viewed as indispensable to your clients.
4. Demonstrated ability helping your past companies grow sales 3x from point A to point B; “what got us here, will not get us there;” ATL Technology is looking for experienced sales management talent with experience growing sales 3x; e.g., growing sales from $20-$50 million to over $100-$150 million.
5. GTD (Get’s Things Done); a finisher.
6. Accountable; set’s goals and achieves them.
7. Self starter; self-motivated, needing little to no prodding from supervisor to take action.
8. Calm urgency; ability to manage stressful situations with deliberate action, not frenzy.
9. Leadership skills and style that effectively delegate, manage, inspire, and hold others accountable;
10. Effective negotiator, realizing that the company provides ‘the best value’, and in sales negotiations that the company must make a profit AND maintain effective relationships with the customer.
11. You are ‘wicked smart,’ but not wicked
12. Strong cultural fit within ATL Technology management team.
13. Exceptional interpersonal skills and an understanding of global country cultural differences.
14. Upward trajectory of progressively increasing sales management responsibility and demonstrated career path growth
15. Ability and desire to travel strategically and efficiently, setting multiple client appointments per trip, and managing expenses with an ‘owners perspective’.
16. Prior personal entrepreneurial experience gaining personal appreciation for executive-level P&L, management, and owner-perspective a plus. 

VPSM Essential Duties and Responsibilities:

• Collaborate as a key member of the Executive team on the Global strategy for the company’s goals, vision, and infrastructure.
• Attract, develop and coach and retain high-performance team members world-wide, empowering them to elevate their level of responsibility, span of control, and performance.
• Review and analyze sales performances accountability against metrics, including quotes, sales calls, new customer’s additions, type of quotes brought into determine effectiveness of each sales manager. Identify and set sales vital actions and sustaining actions with metrics.
• Train and assist sales team with goal setting techniques and sales management processes. Implement specific sales training as directed by the company executive team.
• Develop and implement a CRM, strategic sales plan, forecasts in support of corporate objectives and services that ATL Technology offers.
• Develop, submit, and manage Sales Operations and Marketing budgets.
• Awareness and implementation of automated marketing solutions a plus.
• Develop and recommend customer product positioning, packaging, and pricing strategy to produce the highest possible long term market share.
• Achieve satisfactory profit margin along with increasing market share in relation to present industry standards and economic trends.
• Establish and maintain relationships with industry influencers, key strategic customers, and long-term ATL Technology partners.
• Establish and maintain a consistent corporate image at trade associations, trade shows, and other events.
• Direct market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
• Mastery of advanced relationship selling techniques (e.g., Miller Heiman, TAS, Spin Selling, etc.)
• Meet with Key Customers, assist buying influencers, sales managers, sales representatives to cultivate relationships and closing deals.
• Experience in Manufacturing B2B sales is preferred.
• Define Long Term and Short Term sales and marketing strategy.
• Travel 40-50% of time.
• Performs other duties and responsibilities as assigned. 

Desired Education & Experience

• Mandatory minimum of at least a Bachelor’s degree in IT, Engineering, Business, Economics, Communications, Marketing, or Finance;
• Masters of Business Administration (MBA) other graduate degree preferred.
• Proven experience in leading sales and a sales teams through direct and manufacturer representatives is a must.
• Experience meeting deadlines as established by internal / external customers.
• Sales management experience selling to industrial, medical and military customers preferred but not required;
• 10+ years of progressively responsible sales management position history required.
• Experience with B2B Sales, including complex sales for large accounts.
• The ideal background would be prior ‘Contract Manufacturing’ sales experience similar to our business.
• Experience leading and growing small business manufacturing and sales operations from $20-$50 million to $100-$150 million is desired.
• Demonstrated sales management experience creating budgets, managing sales pipeline forecasts, spreadsheets, forecasts, master plans, MS PowerPoint presentations, and written communications of many forms.
• Contracts and negotiations experience required; a legal background and understanding is plus, as we operate globally;
• Understanding of international business cultures and operating experience working to motivate, hold accountable, and report data as required to local authorities throughout the world.
• Literacy in English a must; Chinese and Spanish speaking capability a plus.
• International import and Export experience helpful;
• Prior project management experience a must;
• Familiarity in OEM manufacturing preferred;
• Advanced understanding and utilization of dashboards, KPIs, and sales process monitoring tools;
• Prior sales team management experience including sales pipeline management, team hiring, promotion, discipline, etc.
• Prior budgeting, cost scheduling and pricing decision experience mandatory;
• Prior business operations strategy planning experience mandatory;
• Experience in using accounting packages and tools that include Sage Pro (industrial version), Microsoft Office, CRM, and similar programs a plus;
• Ability to use your best judgment at all times, and be accountable for methods and results, is essential for this position. 

Compensation and Benefits

• Competitive and negotiable.