VP Sales, Enterprise & Advisory

Location US-IL-Northbrook
Job ID
2022-30824
# of Openings
1
Job Category
Executive Management

 

Leadership.Global.General – 3D City – Safer World

At UL, we know why we come to work.

Thousands of us around the world wake up every day with a common purpose: to make the world a safer, more secure and sustainable place. Science is in our DNA; we are endlessly curious and passionate about seeking and speaking the truth. We take delight in knowing that our work makes a meaningful contribution to society, and we are proud that our culture is centered on integrity, collaboration, inclusion and excellence. UL stands at the forefront of technological advancement, and we are continually challenged to find new ways to foster innovation and positive change. Satisfying? Yes. Exciting? Absolutely! 

 

Enterprise & Advisory provides complementary software and advisory solutions enabling customers to manage complex regulatory requirements, deliver supply chain transparency, and advance sustainability.

What you’ll learn & achieve:

The VP Sales leads our global UL software and advisory sales teams. They also develop innovative sales strategies, create compelling customer value propositions, develop our software and advisory sales team, coach and lead business development and consultative solution sales. Drive market expansion and new customer acquisition within the Regulatory, Sustainability and Product Lifecycle segments. Leverage our existing customer base and new accounts, developing enterprise-level opportunities for our UL solutions.

  • Lead the E&A sales organization including top account management (e.g., global, key, strategic) and any other accounts with large expansion opportunities.
  • Develop our software and advisory sales team, coach and lead business development and consultative solution sales
  • Drive market expansion and new customer acquisition within the Regulatory, Sustainability and Product Lifecycle segments. Leverage our existing customer base and new accounts, developing enterprise-level opportunities for our UL solutions.
  • Develop a strategic approach for aligning resources with different types of opportunities:
    • Inside sales and renewal specialists
    • Lead Development Reps (qualifying marketing generated leads)
    • Sales Development Reps (hunting new logos and upsell/cross-sell)
  • Create a consistent, best in class Software and Advisory sales methodology and processes and ID key performance metrics
  • Support sales enablement including identification of tools and training to enhance the knowledge, skills and capabilities of sales and sales support including pitch decks
  • Faciliate sales meetings to assess progress against goals (e.g., sales pipeline meetings, business reviews, etc.) to quick identify issues and opportunities and tactics to address
  • Based on business, industry and customer insights, collaborate with Business, Product and Market leaders on innovation opportunities. This may include creation, deployment, and bundling of product and platform solutions.  
  • Plan and coordinate the implementation of business plans and the penetration of new markets and customer segments in coordination with each business leader.
  • Focus on customer satisfaction, account growth, and expansion of services provided by E&A and sustaining customer loyalty for a group of new and key customers.
  • Execute go-to-market strategy in alignment with the commercial organization design principles.
  • Collaborate with each Business Leader on account & sales coverage options to achieve E&A growth objectives, as well as the marketing organization on portfolio strategy.
  • Quality of pipeline within target segments
  • Business Development Targets – # active PoCs and # net new subscribers
  • Manage financial forecasting and budget.
  • Achieve the E&A growth objectives agreed with each Business Leader.
  • Focus on Mid-long targets associated to Product Management and Innovation.
  • Drive increased revenue and profit to achieve the E&A ambitious growth.
  • Develop in-depth knowledge of E&A portfolio to identify profitable business opportunities.
  • Manage, maintain relationships, and partner with top clients identifying and driving new business opportunities.
  • Understand the development finance and overseas data regarding E&A market and monitor the market for information and creative trends.
  • Develop market assessments, value added propositions, and strategies with E&A leadership, operations, and sales to generate revenue growth and achieve goals.
  • Respond effectively to urgent and sensitive customer issues.
  • Manage and drive the team to monitor the market and competitor’s price changes in each industry for E&A. Gathers and interprets competitive intelligence with in-depth understanding of the market, industry, and competitors.  Listens to customers and region’s feedback to improve prices and pricing methodologies.
  • Set pricing strategies and monitor price realization, customer churn, and profitability with P&L leaders.
  • Partner with E&A Leadership to define and oversee process creation, implementation, and continuous improvement to increase adoption and ensure alignment for lead development, contact acquisition, event support, and demand generation.
  • Develop and implement long-term market development strategies geared toward developing greater market share and profitability.
  • Establish KPIs, including market share, account and segment penetration, and business objectives; provide regular updates to E&A Leadership and other stakeholders.
  • Develop and deliver thought leadership strategy providing the best tools, data, resources, material, and plan to support E&A Leadership to adequately position our brand and portfolio to client and stakeholders.
  • Perform client discovery sessions, driving new offering creation opportunities, and the optimization of the offering portfolio.
  • Support UL culture change to serve customers globally with innovation, speed, quality, and financial success at the same time preserve positive workforce qualities of dedicated service to UL's public safety mission.
  • Engage and motivate all employees globally with a common vision, sense of purpose, and shared objectives for UL.
  • Attend Executive Meetings (Core Team and Board, if required), present business plans, strategy, results, and reports; strongly interact with E&A Leadership, TIC, Customer Experience, I&T, and Legal.
  • Interact with market (key competitors) and ability to sell to top customers globally.

What makes you a great fit:

  • University Degree (Equivalent to Bachelor’s degree) in Business Administration or a related discipline plus 15 years of experience in software and/or advisory sales with prior sales force management experience.
  • MBA is preferred.
  • Strong technical and business/economic foundation, including formal account planning, sales strategy development, sales tracking, portfolio selling, and measurement.
  • Ability to interact with customers throughout all levels of their organization which include highly visible activities such as negotiating, presenting, and selling.
  • Requires a focused individual that has a clear vision and can think strategically.
  • Ability to work and lead in a matrixed organizational structure.
  • Analytical and problem-solving skills.
  • Digital / tech-savvy.
  • Business and Financial acumen.
  • Typically, 15+ years of general global management experience in dynamic manufacturing, investors, banking or engineering sectors, and similar technology-based industries and services.
  • Experienced executive in Consulting, Digital, Technical, Financial, or TIC business are desired.
  • Established business leader with a proven record of success in building/running successful key account‑oriented businesses that integrate marketing, sales, business development, financial, strategic planning, and customer services functions.
  • Financial acuity. Has strong instinctive understanding of financial issues and is naturally driven to maintain profitable, cash flow positive operations, and a strong balance sheet.
  • A resourceful, decisive, and dynamic leader.
  • An individual with a strong sense of purpose, integrity, "hands‑on" management style, cultural sensitivity, but also has a compelling desire to succeed. Possesses a healthy level of impatience with the status quo, but can execute the required culture, organizational and operational change globally without serious impact to employee engagement.  
  • A keen intellect with superior strategic skills, proven general management, and leadership abilities. A strong commercial orientation, but sensitive to public safety mission.  Effectively copes with and manages change for the team and organization.  Has the ability to decide and act without having the total picture and comfortably handles risk and uncertainty.
  • Organizational savvy, ideally having successfully led in a matrixed organizational structure.
  • Outstanding motivational and coaching abilities, a team builder and leader, one who can inspire an organization to reach superior levels of performance.
  • Ability to interact with customers throughout all levels of their organization which include highly visible activities such as negotiating, presenting, and selling.
  • Requires a focused individual that has a clear vision and can think strategically.
  • Excellent communication, negotiation and interpersonal skills.
  • Applies judgment and acts according to the UL mission and standards of ethics and integrity.

What you’ll experience working at UL:

  • Mission: For UL, corporate and social responsibility isn’t new. Making the world a safer, more secure and sustainable place has been our business model for the last 128 years and is deeply engrained in everything we do.   
  • People: Ask any UL employee what they love most about working here, and you’ll almost always hear, “the people.” Going beyond what is possible is the standard at UL. We’re able to deliver the best because we employ the best.   
  • Interesting work: Every day is different for us here as we eagerly anticipate the next innovation that our customers create. We’re inspired to take on the challenge that will transform how people live, work and play. And as a global company, in many roles, you will get international experience working with colleagues around the world.   
  • Grow & Achieve: We learn, work and grow together with targeted development, reward and recognition programs as well as our very own UL University that offers extensive training programs for employees at all stages, including a technical training track for applicable roles.   
  • Total Rewards: Total Rewards: All employees at UL are eligible for bonus compensation. UL offers a generous 401k matching structure of up to 5% of eligible pay. Additionally, we invest an additional 4% into your retirement saving fund after your first year of continuous employment. We provide Healthcare Reimbursement Accounts and Health Savings Accounts that UL contributes to twice per year! Depending on your role, you can work with your manager on flexible working arrangements. We also provide employees with paid time off including vacation, holiday, sick and volunteer time off. 

Options

Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
Share on your newsfeed

Connect With Us!

Not ready to apply, or can't find a relevant opportunity?
Connect with us to keep informed about the latest UL career opportunities, tailored to your interests.

If you wish to request reasonable accommodation at any time, please email our Talent Acquisition team at Talent.Acquisition@ul.com.

UL is an Equal Opportunity Employer: Female/Minority/disability/Protected Veteran/Sexual Orientation/Gender Identity

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status. If you'd like more information about your EEO rights as an applicant under the law, please review the EEO is the Law and EEO is the Law Supplement.

Please review the following additional documents:

UL EEO Policy

Pay Transparency Statement

E-Verify Poster (English)

Right to Work Poster (English)