VP – Strategic Accounts

🕒 Julho 22

🏄 California, Illinois, +1 estados a mais – Remoto

🏄 California – Remote 🌽 Illinois – Remote 🤠 Texas – Remote

💵 $210.000 - $230.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Vice-presidente

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TestEquity LLC

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 1971

🏭 Manufatura

🔧 Hardware

🛍️ Comércio Eletrônico

Manufacturing • Hardware • eCommerce

A TestEquity LLC é uma distribuidora e prestadora de serviços de equipamentos eletrônicos de teste e medição, suprimentos de laboratório e componentes eletrônicos. A empresa vende instrumentos e consumíveis novos e recondicionados, e oferece serviços de calibração, reparo, aluguel e gestão de ativos. Ela atende engenheiros, laboratórios, fabricantes e instituições educacionais por meio de vendas diretas e canais de comércio eletrônico.

Descrição

• 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. • 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. • 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. • 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. • 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. • Perform other duties as assigned.

🎯 Requisitos

• 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.