Vice President of Sales, West
Fort Worth, TX - Tulsa, Haslet, Conroe and Garland Plants
Compensation
Base salary plus annual variable compensation tied to regional revenue, gross margin and packaging growth
COMPANY
Conner Industries, Inc. is a leading provider of custom wood packaging and integrated packaging solutions, serving customers across a wide range of industrial markets. Supported by our vertically integrated industrial lumber capabilities, we operate 18 manufacturing locations nationwide. With more than 40 years in the industry, Conner continues to deliver reliable, tailored packaging solutions that meet the demands of our customers.
KEY JOB RESPONSIBILITIES
The Vice President of Sales, West leads Conner's outside sales team across the Tulsa, Haslet, Conroe and Garland plants and owns regional revenue, gross margin and seller performance. This is a selling leadership role. The successful candidate runs the team day to day and personally leads the region's largest pursuits and executive customer relationships.
Over the past year, Conner has built a commercial operating system. Each plant has one accountable sales leader, the team works from a single CRM with defined pipeline stages, margin is governed at the quote, and sales and operations meet in regular Accountability Forums at each priority plant. This role runs that system in the West and turns it into growth.
The region has four priorities. Shift the sales mix toward higher-value packaging and multi-material programs. Rebuild new business pipeline and return seller time to the field. Protect and grow the existing customer base. Build a bench of sellers who can carry the region forward.
The position is based in Fort Worth with regular travel to each plant and to customers across Texas and Oklahoma.
Requirements
Lead and Build the Team
Recruit, hire, coach and manage outside sellers across four plants, and fill open seats promptly
Set individual revenue, gross margin, packaging mix and new business targets for each seller
Hold weekly pipeline reviews and monthly one-on-ones, and complete written performance reviews under the Conner sales career framework
Address underperformance directly, document it, and follow through
Identify and develop a successor for every seat in the region, including your own
Partner with Key Accounts and Training & Development to onboard and develop new sellers, including those advancing from Inside Sales
Run the Commercial Operating System
Deliver regional revenue, gross margin and packaging mix commitments by plant and by seller
Lead the region's Accountability Forums with plant operations and run the weekly KPI cadence
Keep HubSpot the single source of truth, with current pipeline and activity for every seller, inspected weekly
Carry out the company's market activation plans at the plant and account level
Sell on Value and Protect Margin
Quote within the Conner pricing authority matrix, approve exceptions within delegated authority and escalate the rest
Sell on total cost, damage reduction and supply reliability rather than unit price
Develop and negotiate customized pricing contracts while understanding risk/reward
Work with Pricing Analytics and operations on price recovery, cost pass-through and competitive estimating
Grow Business
Lead pursuit of the region's largest packaging and multi-material opportunities, bringing packaging engineering in early
Move opportunities from qualified to late stage, and keep the front of the pipeline replenished
Rebalance seller portfolios so outside sellers spend their time on new business and top accounts
Pursue win-backs of lapsed customers
Own executive relationships at the region's top accounts, with a named backup seller on every forecast account
Work Across the Company
Partner with plant leadership on capacity, lead times, quality and cost competitiveness
Communicate internally with Conner Purchasing, Production, Transportation and Accounting
Coordinate account coverage and order handoff with Inside Sales and Customer Service
Build the region's annual sales plan and contribute to budget development
QUALIFICATIONS, EDUCATION & EXPERIENCE
Bachelor's degree preferred, or equivalent experience
Minimum of 10 years of B2B sales experience in manufacturing, industrial products or packaging
Minimum of 5 years leading outside sales teams of six or more sellers
Proven record of growing revenue and gross margin in a price-competitive market
Experience selling engineered or multi-material packaging on value rather than price
Experience leading a sales team through changes in compensation, process or structure
Experience leading sellers based at multiple locations
Wood packaging, pallet, crate or industrial lumber experience a plus
Strong command of CRM-based pipeline management and forecasting, HubSpot preferred
Strong computer skills with experience in the Microsoft Office suite
Must live in or relocate to the Fort Worth area
Willing to travel regularly across Texas and Oklahoma and must have a dependable vehicle and a valid driver's license
CORE PERFORMANCE METRICS
Regional revenue and gross margin against plan
Packaging and multi-material share of regional sales
New business won and pipeline progression to late stage
Customer retention and win-backs
Weekly forecast accuracy
Open seats filled and a ready successor identified for every seat
OTHER DUTIES
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change.
Benefits
Health Care Plan (Medical, Dental & Vision)
Retirement Plan (401k)
Life Insurance
Paid Time Off - Accrued Immediately, Available at 30 days
8 Company Paid Holidays
Short Term & Long Term Disability
Tuition Reimbursement Program - Including Trade Schools
Training & Development
PHYSICAL REQUIREMENTS
While this is primarily a sedentary office position which requires the ability to work in confined quarters of an office, there are times the employee may be required to stand, walk or work in a manufacturing warehouse environment. Also requires the ability to bend, stoop, reach, lift, and move and/or carry items up to 50 pounds. The employee is required to have finger dexterity in operating a computer keyboard. Office work requires sitting at a computer monitor for extended periods of time. While in the manufacturing warehouse, employees will be required to use hearing protection and other PPE, to include but not limited to hard toed shoes.
EEO Statement
Conner Industries provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Conner Industries comply with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, and transfer, leaves of absence, compensation, and training.
