VP Sales, Installed Base
Poka is an innovative app designed for manufacturing companies that empower frontline workers to learn continuously, solve problems and collaborate in support of continuous improvement. Imagine a combination of Facebook and YouTube designed for factory workers. Say goodbye to paper, make way for tablets! 📱
Poka has become a catalyst for digital transformation and manufacturing leaders such as Nestlé, Bosch, Kraft and Danone trust us with their transition to Industry 4.0. 🏭
We are seeking a visionary and strategic Vice President of Installed Base to lead our company's efforts in maximizing the value and growth potential of our existing customer portfolio. The Vice President Sales - Installed Base (VPS IB) will be responsible for developing and executing strategies to drive customer expansion and satisfaction. The ideal candidate will possess a strong track record of developing and implementing successful customer-centric strategies while fostering cross-functional collaboration.
What you’ll be responsible for:
- Strategy Development: Develop and implement a comprehensive strategy to maximize the value of our installed customer base. Identify opportunities for upselling, cross-selling, and renewals while ensuring customer satisfaction and long-term loyalty.
- Relationship Building: Foster and deepen relationships with key stakeholders within our client organizations, understanding their unique needs and aligning our offerings to support their business objectives.
- Account Management: Lead and mentor a team of Strategic Account Managers to drive upsell opportunities within the installed customer base. Set revenue growth targets and develop strategies to achieve and exceed them.
- Revenue Growth: Achieve and exceed revenue targets by implementing scalable processes and techniques that leverage the existing installed base.
- Contract Negotiation: Lead contract negotiations with strategic clients, ensuring favorable terms that align with organizational goals.
- Collaboration: Foster strong cross-functional collaboration with sales, marketing, customer success, product and customer support teams to align efforts towards achieving installed base growth objectives.
- Metrics and Reporting: Establish key performance indicators (KPIs) to measure the success of customer expansion efforts. Regularly report on performance to executive leadership.
- Risk Management: Proactively identify and address customer-related risks that could impact growth. Implement strategies to mitigate these risks and ensure customer satisfaction.
- Market Analysis: Monitor industry trends and competitors to ensure our offerings remain competitive, and make recommendations for product or service enhancements.
What you bring to the table:
- Bachelor's degree in Business, Marketing, or a related field. MBA or relevant advanced degree is a plus.
- Minimum of 10 years of experience in strategic account management selling manufacturing software
- Minimum of 10 years of experience in sales leadership
- Proven track record of scaling revenue within an existing client base in a complex business environment.
- Strong leadership skills with a demonstrated ability to build and lead high-performing teams.
- Excellent strategic thinking and problem-solving abilities, with a customer-centric mindset.
- Exceptional communication and interpersonal skills, with the ability to influence and build relationships at all levels.
- Strong analytical skills and the ability to translate data into actionable insights.
- Experience working cross-functionally to achieve common goals and objectives.
- In-depth knowledge of industry best practices for customer success, account management, and customer relationship management (CRM).
- Demonstrated ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
- Willingness to travel as required to meet with customers, partners and team members.
What we offer:
- Dynamic and collaborative work environment.
- Generous vacation policy upon arrival.
- 100% remote or hybrid mode (access to our offices in Quebec City and Montreal), depending on your preference.
- Truly flexible schedule and the possibility of taking every Friday afternoon off.
- Group insurance from day one (dental, medication, invalidity, travel, etc.).*
- Telemedicine service with Dialogue*
- Retirement plan with Wealthsimple after a year.*
- MacBook Pro and $750 allowance for your home office.
- Tasty snacks (Fresh fruits, snacks, coffees, teas, etc.).
- Generous referral bonus.
- Whatever you need to keep learning and evolve professionally.
- Rapid evolution in your role. Your responsibilities will not be limited!
*For employees based in Canada only.
Want to learn more about our culture? Click HERE.