Crane NXT

Compensation

Full Description

Position Summary & Objective The Crane Authentication VP Sales leads the global sales strategy and execution for the Government, Trim and Brand Authentication sales division within the Authentication Business Unit, driving revenue growth, capturing new business, expanding existing customers, and strengthening the company’s position in associated markets. This role develops, implements, and manages the sales pipeline, creating sustainable growth through strategic proposals and long-term customer relationships. This role plays a critical role in shaping go-to marketing strategies and partnering cross-functionality to meet financial targets and long-term strategic goals. Essential Functions Performed by the Position • Develop sales plans that optimize and prioritize resources across regions, verticals, and bids, driving sales performance to maximize cost efficiency, contract closure, and margin. • Develops and executes global sales plans aligned to regional market dynamics, customer priorities, and business objectives across Government, Trim, and Brand Authentication divisions. • Leads direct and indirect sales efforts for complex, multi-year contracts, including RFPs, government tenders, and consultative sales engagements. • Builds and strengthens strategic relationships with government agencies, regulatory bodies, and global brands to secure recurring business and long-term growth. • Oversees pipeline development and opportunity management, ensuring accurate forecasting, resource alignment, and margin accountability. • Champions a customer-centric sales culture, gathering and translating the voice of the customer into actionable insights for service delivery and product innovation. • Establishes performance expectations and sales targets for the team, managing progress against goals and providing leadership across geographically dispersed sales resources. • Collaborates with product, marketing, and operations to shape compelling value propositions, define go-to-market strategies, and support pricing initiatives. • Drives contract renewals, extensions, and expansions through proactive engagement and relationship management of key accounts. • Elevates the company’s presence in core and adjacent markets through participation in industry events, partnerships, and thought leadership. • Implements a rigorous sales operations discipline, including funnel management, lead qualification, and continuous improvement of sales processes and tools. Measures of Success • Drive Growth & Profitability Deliver above-market year-over-year revenue growth (>MSD %) and improve gross margins through strategic pricing, efficient sales execution, and cost control. • Expand & Convert Pipeline Grow the weighted sales pipeline by at least 11% per half-year cycle, maintain forecast accuracy within ±5%, and lead weekly pipeline reviews to improve win rates and velocity. • Win & Retain Business Secure new business that materially contributes to quarterly targets, accelerate onboarding and revenue recognition, maintain customer retention above 90%, and renew multi-year contracts (e.g., NFL $5M/year). • Build & Scale High-Performing Teams Ensure >85% quota attainment across regional and functional sales teams, develop scalable sales structures to support growth across markets (e.g., India, MENA), and integrate KPIs into Salesforce for visibility and accountability aligned with SIOP (Sales, Inventory, Operations) and Sales Prediction frameworks. Position Qualifications Education: • Bachelor's degree in business administration, commerce, sales and marketing or a related field required. • Advanced degree (e.g. MBA), preferred. Experience & Capability: • 12+ years of progressive B2B sales leadership experience, preferably in authentication technologies, including responsibility for international and multi-division accounts. • Proven success in securing and managing large-scale government or enterprise contracts in regulated or technology-driven industries, including the selling of complex multi-year contracts. • Strong understanding of brand protection, transaction security, and specialty films/foils applications. • Deep understanding of both government procurement and commercial buying behaviours, including competitive tendering processes. • Demonstrated ability to lead cross-functional deal teams and deliver on complex, long-cycle sales opportunities. • Outward looking and expansive in terms of the breadth of opportunity across regulated markets and brand, demonstrating knowledge of tender as well as demand creation. • Strong commercial acumen and negotiation skills with a record of achieving margin targets and growth metrics. • Experience managing and motivating high-performing, geographically dispersed sales teams. Certifications/Licenses: • Sales leadership or consultative sales certifications (e.g., Miller Heiman, Challenger, Strategic Selling) are a plus. Language Proficiency: • Fluent in English • Other languages are highly desirable but not required. Knowledge, Skills, and Abilities: • Strategic thinker with a hands-on, results-oriented approach. • Sophisticated interpersonal and influencing skills with C-level decision makers. • Skilled in pipeline development, opportunity qualification, and complex contract negotiations. • Culturally aware with experience navigating global business environments. • Strong organizational and communication skills, including executive presentation. • Proficient in CRM systems and MS Office Suite. • Excellent communication, presentation, and people skills with the ability to influence and collaborate effectively across all levels of the organization. Working Hours and Conditions: • Office and Remote Work Environment. Physical Characteristics and Demands: This role is sedentary in nature, you must be able to sit at a desk and use a computer for extended periods of time. Travel Requirements: • Up to 40% international and domestic travel may be required. • Must possess a valid passport for international travel. Disclaimer This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice. #LI-LL1 Equal Opportunities We are an Equal Employment Opportunity organization. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability. The organization is committed to providing reasonable accommodation to individuals with disabilities.