Vice President of Sales

Vice President of Sales

ZTR has an exciting opportunity for a talented candidate to fill the position of Vice President of Sales.  As the VP of Sales, you are a passionate leader with proven success in leading, inspiring, coaching and building teams to excel. You have the ability to develop and execute business strategies, will be instrumental in the provision of global marketing direction and can easily adapt in an ever-changing environment to significantly increase revenue. This position can be located in United States or Canada. 

About us

ZTR is a pioneer in locomotive modernization. Innovation is in our DNA. At the core, it helps us anticipate, design and deliver products and solutions to meet the unique needs of our valued customers.

ZTR designs sophisticated solutions focused on improving the performance, reliability, and emissions of aging locomotives; namely, locomotive modernization. We have been exceeding railway industry expectations for more than 30 years with our innovative technology, using expertly engineered microprocessor control systems. Our key products and services reduce emissions, improve tractive effort, and improve battery and starting reliability.

To verify and enhance our products’ value, key information is wirelessly transmitted to our back office where performance reports are provided to the customer.  In addition, our systems integrate within the communication architecture of the locomotive, providing information transfer between multiple processors on-board, providing data aggregation.

Telematics Solutions enable remote Railcar and Maintenance of Way (MoW) construction equipment monitoring to make it easier for customers to manage mobile assets.  ZTR offers Railroads, MoW Contractors, Lessors and OEMs unparalleled visibility across the entire railway network in order to increase availability, enhance reliability and improve maintainability. Our global reach includes all Class 1’s, as well as large, medium and short-lines, located on five continents.

Working at ZTR

ZTR has been honoured with a Canada's Best Managed designation for seven consecutive years! The program recognizes companies in Canada demonstrating strategy, capability and commitment to achieve sustainable growth. The principles of collaboration, empathy and creative ingenuity flourish within our company. ZTR is boldly increasing industry recognition and looks forward to solidifying global expansion efforts.  Many customers are looking to ZTR to provide them solutions enhance their own Environmental, Social, and Governance (ESG) strategies.

Enter a workplace where you can put your skills and talents to work, making a difference, both as an individual and as a high-performance leader. ZTR hires only the most talented and brightest employees to join an innovative environment where new ideas are encouraged and extraordinary performance is rewarded.

Job Details

This position reports to the President and provides strategic Commercial leadership for company development and growth, while ensuring the respective teams are aligned with the company’s mission and objectives. 

This individual will provide leadership and focus on defining and launching new products and services, global product marketing, business development and sales.

Position Responsibilities

Leadership

• Implement and maintain sales processes designed to achieve specific sales objectives and accelerate growth
• Develop and implement annual objectives and goals and set the expected performance standards for the Commercial workforce, while being heavily involved in the motivation, drive and development of new and existing talent:
• • Sales Director and associated Account Managers
  • Program Managers, including RIoT
  • MarComm
  • Product Marketing

• Responsible for sales plans, marketing, profit and loss estimations and budgets, based on market demand and corporate goals.
• Responsible for the approval of the company's product pricing and positioning.

• Develop and implement an effective organizational structure to drive effective execution of initiatives.
• Display leadership posture and decision-making skills to lead the Commercial team with confidence.
• Symbiotic and synergistic relationship with all other departments within ZTR

• Develop, enforce and re-evaluate company policies and procedures.
• Follow up on daily sales achievements and provide frequent updates to the President.

Strategy

• Significantly create and grow SaaS and services opportunities
• Responsible for the marketing DNA of the organization
• Responsible to develop marketing vision and strategies (pricing, advertising, solution launching) and associated implementation

• Overseeing the objectives and implementation of all commercial strategies.
  • Identifying new opportunities for further growth

• Present the strategic positioning of the ZTR portfolio to customers, partners, and market influencers
• Participate in Strategic planning with other departments
• The Analysis of activity within the company’s industry to develop the best and most effective business plans and establish realistic and meaningful KPIs.

 Business Development

• Study industry trends and create an effective business plan based on commercial opportunities, while ensuring they are in line with organization’s objectives
• Expert knowledge of the ZTR services and products and how clients and customers use them.
• Create, liaison and maintain key strategic alliances and partnerships with Clients, Business Partners and industry associations to further the growth of ZTR and propel the industry
• Conducting regular competitor research and analysis, gathering market intel, “Voice of Customer” to find customer needs and pain points. 
  • Fin new innovative products and services to develop
  • Ensure those needs are met after the sale
• Tasked with creating marketing collateral. Owns translating the solution for market and company understanding.
• Craft compelling messages across marketing channels (landing pages, ad campaigns)
• Educate employees and channel partners on markets, products, solutions and competitors.

• Look for opportunities for investment/investors, partnerships, alliances and mergers.
• “C”-level customer meetings

• Global expansion

• Participate in industry trade shows and various marketing endeavours, and campaigns

Education and Experience Required

• 7+ years of experience in a senior management position, preferably as VP Commercial, Business Development, or Chief Commercial Officer.

• A Master’s Degree in a business administration program or similar field would be an asset
• SaaS and services experience would be an asset
• Proven strategic planning and execution experience, with proven ability to set vision and strategy for operations
• Proven leadership skills – passionate, positive attitude, persuasive, innovative, encouraging and motivating
• Data-driven with strong analytical and quantitative skills as well as attention to detail.
• Excellent written, interpersonal and presentation skills

What makes us different?

Proven. Trusted. Enduring. That's ZTR. We are committed to delivering an exceptional customer experience by consistently applying the principles of trust, partnership, expertise, and proven technology – knowing that our employees are the key to our success.

At ZTR, we have created a distinctive culture. We have many dynamic and diverse departments that contribute to the company as a whole. We create strategies and work to accomplish our goals as a team. Through the application of the ZTR Golden Rules, we follow an elevated code of conduct for interactions with each other and our customers, knowing that by engaging in positive collaboration, we win together. We reward hard work. We know family is important and so we encourage a healthy work/life balance. Employees enjoy a complete benefits package including vacation time, life insurance, medical, dental, long term disability, a group retirement savings plan, and educational opportunities. 

 ZTR Control Systems provides accommodations for applicants with disabilities throughout the recruitment process. Candidates requiring accommodations during the recruitment process are asked to contact Human Resources. Information received regarding the accommodation needs of applicants will be addressed confidentially.