VP – Strategic Accounts

🕒 il y a 17 jours

🏄 California, Illinois, +1 états de plus – Distant

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

💵 $210 000 - $230 000 / an

⏰ Temps Plein

🔴 Expert

👔 Vice-président

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TestEquity LLC

Site WebLinkedInTous les Emplois

1001 - 5000 employés

Fondée en 1971

🏭 Fabrication

🔧 Matériel

🛍️ eCommerce

Manufacturing • Hardware • eCommerce

TestEquity LLC est un distributeur et prestataire de services d'équipements électroniques de test et de mesure, de fournitures de laboratoire et de composants électroniques. L'entreprise vend des instruments neufs et reconditionnés ainsi que des consommables, et propose des services de calibration, de réparation, de location et de gestion d'actifs. Elle s'adresse aux ingénieurs, laboratoires, fabricants et établissements d'enseignement via des canaux de vente directe et de commerce électronique.

Description

• 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.

🎯 Exigences

• 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.