Executive Vice President, Sales and Marketing

Overview

CoolSys solves the most complex challenges in refrigeration, air conditioning, heating, engineering, and energy management. With over 3,700 associates nationwide, we deliver tailored solutions to help businesses cut costs, improve equipment performance, and reduce emissions. Our services include HVAC and refrigeration equipment sourcing, installation, repair, maintenance, monitoring, and optimization. We also offer engineering design, energy resilience and consumption optimization, asset recycling, and seamless multi-site rollouts across states. CoolSys serves over 45,000 customer locations in industries like retail, food service, commercial, data centers, industrial, and pharmaceuticals. No wonder Newsweek named CoolSys one of America’s Greatest Workplaces!

Qualifications

• Bachelor's Degree in Marketing, Business Administration, Sales, Communications, or related field required.
• MBA or Master's Degree preferred.
• Minimum of 15 years of progressively responsible leadership experience in sales, marketing, business development, or revenue operations.
• Minimum of 7-10 years of executive-level leadership experience managing multi-functional commercial organizations.
• Demonstrated success developing and executing enterprise marketing and sales strategies that generate significant revenue growth.
• Experience leading digital transformation, demand generation, brand development, and customer acquisition initiatives.
• Experience managing large-scale business growth, mergers and acquisitions integration, or multi-brand organizations preferred.
• Proven record of measurable business impact, including:
• Revenue growth and market expansion
• Pipeline development and conversion optimization
• Marketing ROI improvement
• Customer acquisition and retention growth
• Brand development and market positioning
• Gross margin expansion and pricing optimization
• Recurring revenue and service agreement growth
• Strategic account development and customer retention
• Sales force productivity and revenue operations effectiveness
• Commercial integration within multi-brand organizations
• Customer experience and Net Promoter Score improvement

Responsibilities

• Strategic Leadership:
• Develop and implement a comprehensive sales and marketing strategy that supports the Company's overall business objectives and growth plans.
• Create and execute annual and long-range revenue growth strategies, including market expansion, customer acquisition, customer retention, and cross-selling initiatives.
• Serve as a key member of the Executive Leadership Team, contributing to corporate strategy, business planning, and organizational development.
• Identify emerging market opportunities, customer trends, competitive threats, and industry developments to maintain market leadership.
• Develop and execute pricing strategies that optimize revenue growth, gross margin performance, contract profitability, and customer lifetime value.
• Lead commercial integration initiatives across the CoolSys family of brands to create a unified customer experience, maximize cross-selling opportunities, and accelerate enterprise growth.
• Present commercial performance, growth initiatives, market opportunities, and strategic priorities to the Board of Directors and private equity sponsors.
• Sales Leadership:
• Direct and oversee all sales functions to achieve revenue, profitability, and customer growth objectives.
• Establish sales goals, forecasting processes, performance metrics, and accountability measures.
• Develop strategic account management and customer engagement programs to strengthen relationships and increase revenue.
• Build and lead high-performing sales teams, ensuring appropriate structure, talent development, and succession planning.
• Partner with operations and service delivery teams to ensure customer expectations are met and exceeded.
• Lead national account and strategic account growth initiatives, building executive-level customer relationships that drive long-term retention, wallet share expansion, and enterprise value creation.
• Oversee recurring revenue growth through expansion of preventive maintenance agreements, monitoring services, multi-site service contracts, and other subscription-based offerings.
• Direct sales operations, including CRM strategy, pipeline governance, forecasting accuracy, territory design, sales process optimization, and commercial performance analytics.
• Develop and oversee sales compensation programs, incentive structures, sales training, talent development, and succession planning.
• Marketing Leadership:
• Lead enterprise marketing strategy, brand management, digital marketing, demand generation, lead generation, account-based marketing, and customer engagement initiatives.
• Develop and execute integrated marketing programs that drive measurable pipeline growth and revenue generation.
• Oversee corporate branding and market positioning across all business units, products, and services.
• Utilize advanced analytics, artificial intelligence, customer insights, and market intelligence to improve lead generation, customer targeting, conversion rates, and commercial effectiveness.
• Partner with Sales and Operations to ensure marketing programs directly support revenue growth, customer retention, and strategic account expansion.
• Revenue Growth & Business Development:
• Build and maintain a scalable revenue generation engine that aligns marketing initiatives with sales execution.
• Identify, evaluate, and pursue strategic partnerships, acquisitions, and new market opportunities.
• Develop vertical market growth strategies and targeted go-to-market programs.
• Drive revenue optimization through data-driven decision making, customer analytics, and market intelligence.
• Optimize revenue mix across service, preventive maintenance, construction, energy solutions, monitoring, and emerging service offerings to maximize profitability and enterprise value.
• Establish customer retention, renewal, and customer experience strategies, including Net Promoter Score (NPS), customer satisfaction, and Voice of Customer programs.
• Organizational Leadership:
• Establish department goals, objectives, budgets, and performance standards.
• Develop and manage sales and marketing operating budgets and capital expenditure.
• Recruit, develop, mentor, and retain high-performing leaders and team members.
• Foster a culture of accountability, collaboration, innovation, and continuous improvement.
• Ensure effective communication and alignment across sales, marketing, operations, and executive leadership teams.
• Establish enterprise commercial performance metrics, including revenue growth, gross margin, recurring revenue growth, retention, customer acquisition cost, customer lifetime value, sales productivity, and forecasting accuracy.
• Ensure alignment between Sales, Marketing, Operations, Finance, and Human Resources to support sustainable growth and operational excellence.