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