Vice President of Sales
Position Overview
The Vice President of Sales is a frontline commercial leader accountable for driving revenue growth, margin performance, and customer engagement through direct management of a team of 4–6 Account Managers. This role combines strong sales leadership, performance management, and operational rigor to build a high-performing, data-driven sales organization.
Key Responsibilities
Lead, mentor, and develop 4–6 direct sales representatives, promoting a culture of accountability, excellence, and continuous improvement.
Set clear, measurable targets for revenue, margin, pipeline, and customer engagement.
Conduct regular one-on-ones, account reviews, pipeline inspections, and field coaching sessions.
Partner with leadership to refine value propositions and help sales reps shift from transactional selling to solution-based selling.
Drive consistent and accurate pipeline management through disciplined CRM usage (Microsoft Dynamics CRM).
Ensure accurate forecasting and visibility into team performance using standardized metrics and dashboards (Power BI).
Review sales performance weekly and monthly, implementing coaching plans or corrective action as needed.
Use win/loss analysis, conversion rates, and performance insights to identify improvement opportunities.
Implement standardized sales processes, including territory planning, account planning, customer touchpoint cadence, and pricing/quoting practices.
Ensure optimal territory coverage, workload balance, and customer prioritization.
Leverage segmentation and pricing guidance to drive profitable growth and margin expansion.
Reinforce disciplined use of tools and technology for opportunity management and call preparation.
Partner closely with reps to expand relationships within key accounts, increase share of wallet, and identify cross-sell opportunities.
Collaborate with Marketing on campaigns, lead generation, and customer segmentation initiatives.
Elevate customer experience by promoting solution-based selling and uncovering end-to-end opportunities.
Promote strong data governance and adoption of CRM, sales dashboards, and reporting tools.
Utilize analytics to coach reps, evaluate territory performance, and identify growth opportunities.
Collaborate with Sales Operations on pricing compliance, discounting frameworks, commissions, and credit assignments.
Work with Finance to ensure alignment on forecasting, budgeting, and margin targets.
Partner with Product Directors and Marketing to deliver training and support field-level execution.
Support IT and Sales Operations in driving adoption of new tools, CRM enhancements, and analytics capabilities.
Support change leadership initiatives to help shape a culture of continuous improvement and sales excellence.
Qualifications
Bachelor’s degree in Business, Marketing, Sales, or related field; MBA preferred.
8–10+ years of progressive B2B sales or sales leadership experience.
Proven success leading a team of field sales representatives with strong performance results.
Expertise in CRM systems (Microsoft Dynamics CRM or Salesforce preferred) and analytics tools such as Power BI.
Strong understanding of sales processes, territory planning, pricing strategy, and performance management.
Excellent coaching, communication, and leadership abilities with a collaborative style.
Data-driven mindset with strong analytical and problem-solving skills.
Competencies & Attributes
Leadership & Accountability – Drives performance, sets expectations, and coaches consistently.
Data-Driven Decision Making – Uses dashboards, analytics, KPIs, and CRM insights to guide strategy.
Commercial Acumen – Balances customer value, growth, and profitability.
Process Discipline – Ensures consistent execution of sales processes and pipeline management.
Collaboration – Works effectively across Sales, Marketing, Operations, Finance, and IT.
Change Leadership – Helps shape a culture of continuous improvement and sales excellence.
Success Metrics
Revenue and margin growth vs. plan.
Pipeline health, accuracy, and forecast reliability.
CRM usage compliance and data quality.
Account growth, cross-sell penetration, and customer retention.
Rep productivity improvements and achievement of individual quotas.
Pricing compliance and discount discipline.
Team engagement, development progress, and turnover reduction.
Benefits & Perks
Medical, vision, and dental insurance.
HSA/FSA (medical and dependent care).
401(k) with employer match up to 4% with immediate vesting.
Employer-paid short- and long-term disability coverage.
Employer-paid basic life and AD&D insurance; supplemental life for employees and dependents available.
Paid time off and paid holidays.