Vice President of Sales

Champaign, IL

Position Summary:

The Vice President of Sales drives and manages MDU sales, B2B sales, wholesale carrier sales, business process development, continual improvement efforts, and value-chain standardization by working with Pavlov Media’s Executive management and departmental teams to collect and implement best practices in multiple areas of the company. Areas of focus include the collection and normalization of products, services, and features, sales tools and systems, Legal liaison for the sales team and the timely production of customer contracts and value-chain team dynamics. The VP of Sales is also involved with the Pavlov Media Municipal Fiber team and assists with strategic market development and planning.

The Vice President of Sales works with the Sales and Marketing teams to bridge the gap between client expectations and company value propositions through efficient process development. Streamlining workflows at departmental touchpoints to ensure clear communication and world class value delivery to the client is the primary mission of the Vice President of Sales.

The Vice President of Sales works closely with the CEO, President MDU services, Engineering, sales and marketing.

Finally, the Vice President of Sales helps craft value-proposition deliverables for Pavlov Media’s clients such as Sales Proposals and Quotes. Working to develop clear and effective content and language as well as formatting is a continual process and responsibility for this position. This position is also heavily involved with defining Sales Proposal creation workflows and best practices as well as training for Sales personnel on how to best work with the Sales Proposal deliverables.


  • Pavlov Media is an Equal Opportunity Employer. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs.

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    Primary Responsibilities:

    Manage MDU sales teams

    • Responsible for day-to-day management of MDU sales operations
    • Responsible for budget management of the sales department

    Sales Proposal Process:

    • Write and refine standard Sales Process deliverables including but not limited to the official Sales Proposal document templates
    • Create version/revision control standards and ensure that all Sales/Marketing personnel are utilizing the correct and most up-to-date documents on a daily basis
    • Help define and implement the use of Pavlov Media’s Customer Relationship Management system to save, track, and control Sales Proposal documentation, client strategy, and Sales goal setting
    • Support the Pavlov Media Sales team by assisting in the Sales Proposal creation process on a “as needed” basis, depending on the opportunity
    • Train the Pavlov Media Sales team on proposal writing, client strategy, and goal setting through comprehensive and continual training sessions scheduled throughout the calendar year
    • Project management experience a plus

    Pavlov Media Products, Services, and Features Standardization:

    • Assist with categorizing and defining the current spectrum of Pavlov Media products, services, and features
    • Attend industry conferences to promote company’s products and strategy within the industry.
    • Work with engineering on development of Product Catalog
    • Work with the rest of the management team to develop standard practices for folding new products, services, and feature-set concepts into the standard value spectrum of Pavlov Media to ensure consistency and efficiency in the treatment and establishment of new value-propositions
    • Create a standard pricing matrix system for commodity-based products, services, and features which can be continually checked and refined through best practice based on market research and corporate sales histories

    Corporate Value Proposition and Strategy Development:

    • Assist Executive, Marketing, and Sales teams with generating language, formatting, and financial analysis/projections
    • Assist Executive, Engineering, and Project Management with developing and implementing new technology elements and concepts to support new and existing products, services, and features sold by Pavlov Media

    Continual Process Improvement:

    • Generate Business Plans and Cases for the development or improvement of business processes, standard operating procedures, and corporate policies; present these reports and recommendations to Executive leadership for discussion and approval
    • Manage and lead approved process/continual improvement initiatives as directed and authorized in areas of primary focus for the position
    • Collect feedback, provide recommendations, and manage collaborative concepts company-wide to better facilitate streamlined process development and implementation

    Direct Reports include:

    • Regional Vice Presidents of Sales
    • Legal staff

    Communication Requirements:

    • Communicate and collaborate with Executive management and other value-chain teams to assist with Sales Proposal development and creation and control
    • Provide reports and updates on continual improvement and process initiatives
    • Be ready and available to present process/best practice initiatives to a variety of audiences
    • Ability to develop, organize, and provide comprehensive training to both individuals or groups in various subjects of interest as required

    Education Requirements:

    • Bachelor’s Degree (Science) – Minimum of 4 years college education, MBA a positive
    • Desired Majors include: Business Management, Telecommunications Management, Engineering, Accounting or Finance

    Desired Skills:

    • High-level Communication Skills: Professional communication, demeanor, and appearance
    • Time-Management and multi-tasking abilities
    • Ability to travel up to 25%+
    • Strong professional writing and document creation skills
    • Strong analytical and problem-solving skills
    • Forward planning and organizational skills
    • Adaptable and participative in positive, continual changes in process or procedures
    • Strong understanding of financial metrics, ratios, statements, and other relative measures
    • Understanding of customer value and value-chain concepts
    • Strong capacity for leadership; strong desire for leadership opportunity

    Experience Requirements and Positives:

    • Formal Marketing, Sales, or Sales and/or Strategic Development experience is required
    • Process Development, Continual Improvement, and Project Management experience is a plus
    • Experience with: MS Project Professional, MS Word, MS Excel, MS CRM, MS Outlook