Vice President, Sales & Services Operations
Veeco Instruments

Management

Location: NorthEast - Plainview, NY (Headquarters) or Lowell, MA : NY/MA Region: North America Job Category: Management

Position Type: Full-time

 

SUMMARY OF RESPONSIBILITIES:

The Vice President, Sales & Services Operations provides the critical link between the company strategy and execution of such strategy through the global sales & services organization.  This position will be charged with developing and executing a multi-faceted operations plan to deliver sustained growth and increased performance. 

 

The incumbent interacts closely with the SVP, Global Sales & Services, Global Field Operations Controller and other senior management with responsibility for sales productivity, processes and methodology. This position is regarded as the “right hand” to the SVP, Global Sales & Services and presents significant career grooming for future leadership roles. 

 

ESSENTIAL FUNCTIONS:

• Sales & services process ownership for compliance and adoption globally, including: SalesLogix and next generation CRM, sales compensation philosophy and planning, forecasting, budgeting, service product penetration and new service offerings
• Ownership of worldwide channel initiatives, programs and strategies
• Oversee and administer the company’s worldwide booking forecast. Drive continuous improvement and discipline for accurate, timely and credible forecast submissions
• Manage global quota setting process to ensure quotas are achievable and accurate based on market trends and historical performance
• Effectively implement global initiatives with ability to leverage internal synergies, best practices and ensure alignment with Veeco strategy
• In conjunction with finance, develop rigorous, metrics-driven approach to evaluate sales & service performance through modeling, reporting and analytics

(Sales dashboard, regional trends and analytics, market and customer segmentation, account penetration, territory performance, sales initiative ROIs, Services P&L)

• Assess global organizational structure and effectiveness, making recommendations to streamline and create efficiencies 
• Lead people-focused initiatives:  competency model development, global training curriculum (technical and competency related), and career development action planning
• Continuous assessment, development and re-skilling of sales and services team to ensure customer and market-facing resources are in place
• Acquisition readiness – member of integration team ensuring that playbook is followed through successful ramp in first 180 days post acquisition
• Conduit into and out of the sales regions and Veeco BUs regarding initiatives, trends, issues and success stories
• Effectively manage and negotiate big deal terms and develop best practice process
• Drive marketing and seminar strategy to maximize ROI, maximize lead closures and improve pipeline
• Contributing member of top level sales leadership team to create and execute the 3 year regional strategies

 

 

 

EXPERIENCE/EDUCATIONAL REQUIREMENTS:

The ideal candidate is an accomplished operations leader with a history of managing sales and services in a highly competitive environment.

 

• 10+ years direct management of global sales & service functions with at least 5 years of experience in operations role
• Proven “C” level selling skills required
• Experience in global high-tech capital equipment sales a must
• History of driving substantive improvements in both operational excellence and sales effectiveness
• Role model who demonstrates key values of personal ownership, accountability, teamwork and ethics
• Excellent presentation, negotiation and influencing skills; effective in creating a cultural sense of urgency and accountability across organizational boundaries
• Ability to attract, develop, motivate and lead exceptional sales and service talent
• BS degree in Engineering or Computing; MBA highly desired
• Experience in an assignment working and living outside North America is a major plus
• Strong project management and financial modeling skills
• Multi-language capability a plus

• Attraction to change and demonstrated ability to thrive in continuously changing environment
• Motivated & resourceful
• Strong knowledge of the sales process and sales force automation tools and SAP
• Ability to travel 30%, including international