VP - Strategic Accounts

Summary / Position Purpose

The Vice President of Strategic Accounts is a senior sales leader responsible for accelerating growth, strengthening executive-level customer partnerships, and expanding TestEquity Group’s presence across strategic, national, and complex multi-site accounts. This role leads a team of National Account Directors and partners closely with field sales, supplier partners, operations, marketing, finance, and other cross-functional teams to build comprehensive supply chain and test & measurement solutions for customers.

Essential Duties, Functions And/or Responsibilities

• Strategic Account Leadership & Growth

• Develop and execute the strategic account plan for national and multi-site customers, aligned with corporate revenue, margin, profitability, and market expansion goals.
• Lead TEG’s customer segmentation strategy within the strategic account segment, identifying growth opportunities, share-of-wallet gains, whitespace, and long-range revenue potential.
• Build and expand TEG’s consumables business, including Direct & Indirect EPS and V/A products, then leverage those relationships to establish new, used, and rental test & measurement engagements.
• Maintain a disciplined target-account strategy through CRM and ERP systems, ensuring accurate opportunity tracking, forecasting, and executive visibility.

• People Leadership & Team Development

• Lead, coach, and develop a team of National Account Directors, creating a culture of accountability, collaboration, business acumen, and customer-centric execution.
• Set clear expectations, inspect performance against goals, and support the team in building high-quality strategic account plans and customer business reviews.
• Develop leadership capability and succession depth within the team through coaching, feedback, and effective performance management.

• Executive Customer Engagement

• Build trusted advisor relationships with senior decision-makers, C-suite stakeholders, technical influencers, procurement leaders, and operational contacts across strategic accounts.
• Prepare and deliver executive-level presentations, strategic business reviews, and roadmap discussions that clearly articulate the TEG value proposition in Alliance, PreCon, T&M, consumables, VMI, chemicals management, manufacturing flow, and related solutions.
• Represent TEG credibly in customer negotiations, supplier discussions, trade shows, business reviews, and other high-impact commercial engagements.

• Commercial & Operational Excellence

• Negotiate complex agreements, pricing structures, and account programs in partnership with Legal, Finance, Sales, Operations, Customer Service, Accounting, Business Intelligence, and other internal partners.
• Analyze market trends, competitive positioning, customer feedback, and performance data to recommend growth strategies and improve account profitability.
• Establish and monitor key performance indicators for revenue growth, margin improvement, pipeline development, account penetration, customer satisfaction, and sales effectiveness.
• Provide regular reporting and updates to senior leadership on strategic account performance, business risks, pipeline health, and growth initiatives.

• Cross-Functional Collaboration

• Partner with product management, sales leadership, marketing, supply chain, operations, finance, supplier partners, and field teams to deliver integrated customer solutions.
• Promote alignment across a matrixed organization and ensure consistent execution of account plans, customer commitments, pricing strategies, and service expectations.
• Maintain direct and indirect responsibility for product quality by supporting quality-focused processes, customer requirements, and timely issue resolution.

Qualifications

• Education and/or Work Experience Requirements:

• Required: 10–15+ years of progressive strategic account, national account, enterprise sales, or commercial leadership experience in test & measurement, electronics distribution, industrial distribution, production supplies/consumables, supply chain solutions, or a related B2B environment.
• Proven success leading and developing high-performing sales or strategic account teams, including managers/directors responsible for complex customer relationships.
• Strong executive presence with demonstrated ability to influence C-suite leaders, senior decision-makers, technical stakeholders, procurement teams, and supplier partners.
• Excellent verbal, written, presentation, negotiation, and business review skills; able to communicate complex commercial and technical information clearly.
• Strong commercial acumen, including experience with complex contract negotiation, pricing strategy, margin management, pipeline forecasting, and customer profitability analysis.
• Working knowledge of CRM and ERP systems with a disciplined approach to pipeline management, forecasting accuracy, account planning, and KPI reporting.
• Ability to work effectively in a matrixed, cross-functional environment and influence outcomes through collaboration, data, and relationship-building.
• Ability and willingness to travel as needed to support customer meetings, supplier engagements, trade shows, business reviews, and team leadership responsibilities.

• Preferred:

• Bachelor’s degree in Business Administration, Marketing, Industrial Distribution, Supply Chain, Engineering, or a related field; MBA or advanced degree preferred.
• Experience managing national, global, or multi-site customer relationships across multiple regions or industries.
• Background in channel distribution, supplier partnership management, technical sales, test & measurement, electronics, or manufacturing-oriented environments.
• Experience building new strategic account programs, launching customer segmentation strategies, or scaling account management processes.

Leadership & Success Profile

• A Strategic Growth Leader – creates disciplined account strategies that increase revenue, margin, market share, and long-term customer value.
• An Executive Communicator – confident, polished, persuasive, and credible with senior customer leaders and internal executives.
• A People Developer – builds capability, coaches performance, and creates a high-accountability team culture.
• Customer-Obsessed – understands customer needs, operational challenges, technology roadmaps, and business priorities.
• Commercially Strong – negotiates effectively, understands profitability, and makes data-driven decisions.
• Collaborative and Influential – drives alignment across sales, operations, finance, suppliers, and field teams in a matrixed environment.

Physical Requirements

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA, and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards.
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA, and other federal, state, and local standards.
• Ability to communicate effectively in person, by phone, and through digital collaboration tools.
• Ability to travel as needed throughout the year for customer meetings, supplier meetings, trade shows, business reviews, and team engagement.