West Divisional Vice President Commercial Group

Overview:

Prosegur, a $4.5 Billion global security and risk management innovator has entered the U.S. market in 2019. With operations in 26 countries, Prosegur provides total security options that will answer any need or demand by our clients. One of most unique offerings is our proprietary brand / concept named Integra. Integra encompasses the full range of security and risk options, including dynamic and manned guarding, remote video surveillance, artificial intelligence, access control, electronic article surveillance, electronic security systems, security system maintenance, drone surveillance, system design and integration and more. Prosegur Security USA seeks a West Divisional Vice President Commercial Group
Position Summary:


This Divisional Vice President will be responsible for ensuring that the assigned team meets and exceeds assigned goals within the assigned geographic market territory. The candidate will possess strong leadership skills based on experience and knowledge gained form other leadership positions. They will have a strong background in security applications and product offerings to support and train the assigned team. The DVP will lead by example and drive a team dedicated to strong hunting skills, excellent closing skills and produce a strong portfolio of clients and prospects. They will be conversant on the techniques to building a strong but balanced pipeline that encompasses long term and near-term sales cycle to maintain a steady close rate and production of high GM% revenue for the company. This leader will be the catalyst for generating the energy and excitement in the field for their team and those that support that team so as to drive the Prosegur brand to new levels.
Essential Duties Related to the Position:

• Engages customers to understand service requirements. Sets goals and objectives for management team to meet and exceed service requirements. Develops and monitors KPI’s, reinforces positive behaviors and takes corrective action as needed to ensure KPI’s are met and SLA penalties are not incurred. Maintains excellent customer relationships at multiple levels to leverage customer relationships to retain and expand business opportunities.
• Analyzes and forecasts financial performance at the customer and business unit levels. Quickly identifies variances to budget while diagnosing root cause and implements immediate corrective action plans as needed.
• Develops strategic plan for growth, identifying new customer targets in existing markets to drive density and by leveraging existing relationships to expand into new lines of service and new airports or other transportation related hubs, ports, etc.
• Develops relationships at multiple levels within targeted organizations, identifying both influencers and decision makers necessary to develop new business.
• Partners with and directs business development managers on exploratory meetings, responses to RFPs and executive levels sales presentations. Develops deep relationships with industry associations to identify potential sales opportunities.
• Develops direct reports and key management team members. Sets clear goals and objectives and holds people accountable. Identifies development needs and ensures there are clear plans in place to grow talent. Develops successors ‘two-deep’ in the organization. Engages and retains key talent.
• Maintains positive labor relations with existing labor unions. Establishes clear objectives for collective bargaining and partners with HR in representing management in negotiations. Leverages positive labor relations to remove barriers to obtaining new business and to gain introductions into RFP process.
• Partners with Human Resources to recruit, engage and retain front line service employees. Takes an active role in creating a positive employee experience. Sets the tone for culture within the organization.
• Serves in a leadership role with the Company’s executive committee, providing a senior level perspective to issues which impact the Aviation and Transportation Business Segment.
  

Responsibilities:
In accordance with our Code of Ethics and Conduct for our parent company-Prosegur International-all the team leaders, in this case Divisional Vice Presidents are essential key figures in the development of the culture of standard compliance and integrity in Prosegur. Due to their position, they are also required to promote ethical conduct and compliance with the laws among Prosegur professionals, exercising clear and unequivocal leadership in these areas. Our team leaders will take the necessary measures to prevent, detect, and respond to problems related to compliance. Specifically, related to the principles of Prosegur International, below are the list of specific values outlined in the Code of Ethics and Conduct as they relate to performance of job duties:

• Proactivity-This role is the on-site leadership for Monitoring. As such, this leader is expected to set the tone with proactive management and to address issues in a timely, accurate, and professional manner. They are also required to escalate potentially serious issues to CEO promptly and create solutions as part of that escalation process. Serious issues are not limited to issues with financial impact to the company.
• Creation of Value- This role is expected to research and identify new business opportunities-with a laser focus on driving profitable growth at PSM moving forward, seeking new business tools and methods, evaluating department’s profits and revenue, and calculating risks to ensure that all revenue is collected in a timely fashion for services rendered. This position is expected to meet all growth targets set by leadership.
• Customer Oriented-in this role, the Sr. Vice President of Monitoring is responsible for the customer/client relationship including but not limited to expertise in the monitoring customer book of business, spearheading all duties related to the integration of customer bases, regular interactions with monitoring customers, knowledge of gaps, and prompt resolution of customer complaints.
• Transparency - Divisional Vice Presidents are expected to set business goals (e.g. maximizing revenue), prepare and assist allocating budgets, participate on all leadership calls and projects as requested, and solve internal issues when needed. Additionally, the DVP is also responsible for reporting to include trend analysis, regular status updates and other reports as requested.
• Excellence - to ensure that the Commercial team delivers strong and consistent profitable revenue growth; the DVP is responsible for developing their team to exceed the strategic goals and pipeline fulfillment
• Leadership - On a daily basis, you will monitor and evaluate your team’s prospecting performance and ensure that each of them has an active funnel /pipeline that will support and lead to their achievement of a successful selling year. You will research new business opportunities and lead strategy development to target high value revenue targets. This role will also help and support their team to overcome closing obstacles and “win” the business profitability. You will also ensure employee compliance with company policies.
• Teamwork - Should issues arise that involve other operations related areas (ie. Operations, Technology design and Build, HR), the DVP of Commercial will leverage relationships of those departments to accomplish tasks and close sales efforts with prospects and clients.
• Brand - As a Brand Ambassador, the DVP of Commercial Development is responsible for sound decision making in support of Prosegur values with a positive attitude toward continuous improvement and driving growth in Monitoring.

Position Requirements: To succeed in this role, it’s essential to have extensive management experience in this field and strong strategic and analytical thinking capabilities. Strong experience in project management and budgeting is also required. Additionally, these are also preferred skills for this role:

• 5+ years of significant management, operations and leadership experience in the aviation and transportation industry
• S. or B.A. in business or related field. MBA preferred
• Multi-Site experience across broad geography (national/super-regional)
• Analytical skill set, with the ability to identify complete reporting and key function data tracking as wella s use this data for performance analysis and predictive / forecasting
• Track record of developing successors and promoting from within
• Executive presence and gravitas, with experience engaging senior level leadership of customers and prospects
• Proven track record of significant revenue growth, both organic and new business development
• Ensure that their team is marketing all physical and technical security options to include products and services, in assigned market territory to exceed territory gross margin dollar objectives.
• Work collaboratively with Regional Operations leadership team, the Integra solution team, HQ pricing lead and the SVP of Commercial Development and other senior leaders in the company
• Provide monthly sales results report and updated forecast based on their team’s activity
• Ensure that the team is totally current and fully implementing the company CRM program
• Monitor, react and respond to the team’s activity based on the dashboards related to team activity
• Proactively manage performance and address all short comings quickly so as to redirect or take appropriate action in conjunction with human resource guidelines and recommendations.
• Work collaboratively with sales support members and/or proposal leader for executing compliant quotation, proposal requests, and marketing follow up