VP Sales Management - Retail

Responsibilities

• Build, mentor, and lead a high-performing retail sales team; drive a culture of accountability and continuous improvement.
• Lead the identification, qualification, and conversion of new retail & commercial sales opportunities across global, national, and regional retailers.
• Achieve or exceed team booking targets through new logo acquisition and expansion within existing retail clients.
• Develop sales strategies, annual budgets, and accurate forecasts that align with organizational priorities.
• Identify new market opportunities through strategic prospecting, competitive displacement, and expanding Cotiviti’s footprint across the retail & commercial landscapes.
• Establish and maintain executive-level relationships with key decision makers and influencers.
• Ensure disciplined pipeline management, CRM hygiene, and accurate sales reporting.
• Partner with Product, Retail Operations, Client Engagement, and Marketing teams to support solution launches, enhance market penetration, and ensure strong early-stage revenue performance.
• Work within a matrixed organization to leverage shared resources and drive new business referrals.
• Lead the team in developing compelling value propositions grounded in client-specific business metrics and profit-impact scenarios—not just product features.
• Support and, when necessary, personally lead strategic sales pursuits to ensure successful outcomes.
• Oversee the transition of new clients to Client Engagement, ensuring a seamless handoff and long-term retention.
• Collaborate with Client Engagement teams to support renewals and expansion opportunities.
• Use performance and talent management tools to set goals, monitor outcomes, develop talent, and manage succession.
• Establish a sales culture where planning, strategy, analytics, and execution are tightly linked.
• Hire, develop, coach, lead, and retain top-tier talent, with a focus on building and improving a team and culture that is able to assist in employing best in class practices to support and drive high levels of internal and external customer satisfaction.

Qualifications

• Bachelor's degree in business, or a related field.
• 7–10 years of experience prospecting and selling enterprise-level software or analytics solutions in a new-business (hunter) sales role.
• Minimum 5+ years selling into national or large regional retailers; 7+ years preferred.
• 3+ years leading field sales teams of 5–7 reps.
• Demonstrated experience selling high-value retail solutions (e.g., payment accuracy, audit recovery, supplier compliance, data analytics, or operational intelligence).
• Strong network of executive-level contacts across major U.S. retail organizations.
• Proven track record of leading teams to achieve multimillion-dollar quotas in enterprise retail environments.
• Excellent understanding of market development, segmentation, and penetration strategies relevant to the retail industry.
• Experience selling into suppliers or distributors (e.g., CPG, DSD) a plus.

Pay

Base compensation ranges from $170,000 to $200,000 per year. Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs.

Schedule

This role is eligible for remote work.