VP Sales - Industrial
Job Title: Vice President (Sales)
Location: Chicago, IL (Onsite)
Reports To: Executive Vice President of Sales
Department: Sales
Position Overview
The Vice President is a frontline commercial leader responsible 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 discipline to build a high-performing, data-driven sales organization.
This is a fully onsite role based in Chicago, requiring close collaboration with cross-functional teams and hands-on leadership of the sales organization.
This leader ensures consistent sales execution through the use of CRM tools and standardized sales processes, accurate forecasting, and continuous development of the sales team. The role collaborates cross-functionally with Marketing, Operations, Sales Operations, Finance, and Product teams to maximize account penetration, enhance customer experience, and align daily sales activities with broader organizational strategy.
Key Responsibilities
Sales Leadership & Team Development
- Lead, mentor, and develop 4-6 sales representatives, fostering accountability, performance, and continuous improvement.
- Set and manage clear targets for revenue, margin, pipeline, and customer engagement.
- Conduct regular one-on-ones, pipeline reviews, account reviews, and field coaching sessions.
- Support the transition from transactional selling to solution-based selling approaches.
Performance Management & Forecasting
- Drive disciplined pipeline management through consistent CRM usage.
- Ensure accurate forecasting and visibility into performance using analytics tools and dashboards.
- Monitor sales performance regularly and implement coaching or corrective actions as needed.
- Leverage performance data (win/loss analysis, conversion rates) to identify improvement opportunities.
Sales Process Execution & Territory Strategy
- Implement standardized sales processes including territory planning, account planning, and pricing strategies.
- Ensure balanced territory coverage and effective customer prioritization.
- Use segmentation and pricing guidance to drive profitable growth.
- Reinforce adoption of sales tools for opportunity management and planning.
Customer Engagement & Growth
- Partner with sales representatives to expand key accounts and increase share of wallet.
- Collaborate with Marketing on campaigns, lead generation, and segmentation initiatives.
- Promote a solution-based sales approach to enhance customer outcomes and long-term relationships.
Data, Systems & Sales Operations Alignment
- Promote strong data governance and adoption of CRM and reporting tools.
- Use analytics to guide coaching, territory performance, and growth strategies.
- Collaborate with Sales Operations on pricing, discounting, commissions, and account management frameworks.
Cross-Functional Collaboration
- Work with Finance on forecasting, budgeting, and margin alignment.
- Partner with Product and Marketing teams to support training and execution.
- Support implementation and adoption of systems, tools, and analytics capabilities.
Qualifications
- Bachelor's degree in Business, Marketing, Sales, or a related field; MBA preferred.
- 8-10+ years of progressive B2B sales or sales leadership experience.
- Proven track record leading field sales teams to strong results.
- Experience with CRM systems and sales analytics tools.
- Strong understanding of sales processes, territory planning, pricing, and performance management.
- Excellent leadership, coaching, and communication skills.
- Strong analytical and problem-solving capabilities.
Competencies & Attributes
- Leadership & Accountability: Drives performance and maintains high standards.
- Data-Driven Decision Making: Uses metrics and insights to inform strategy.
- Commercial Acumen: Balances growth, profitability, and customer value.
- Process Discipline: Ensures consistent execution of sales methodologies.
- Collaboration: Works effectively across multiple functions.
- Change Leadership: Drives continuous improvement and sales excellence.
Success Metrics
- Revenue and margin growth against targets.
- Pipeline health and forecast accuracy.
- CRM adoption and data quality.
- Account growth and customer retention.
- Sales team productivity and quota attainment.
- Pricing discipline and margin improvement.
- Team engagement, development, and retention.
FAQs
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