VP – Strategic Accounts

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Develop and implement the strategic account plan for national and multi-site clients, aligning with corporate objectives for revenue, margin, profitability, and market growth.

• Spearhead TEG’s customer segmentation strategy within the strategic account sector, pinpointing growth opportunities, share-of-wallet enhancements, whitespace, and long-term revenue potential.

• Build and enhance TEG’s consumables business, including Direct & Indirect EPS and V/A products, leveraging these relationships to establish new, used, and rental test & measurement engagements.

• Maintain a disciplined target-account strategy utilizing CRM and ERP systems to ensure accurate opportunity tracking, forecasting, and visibility for executives.

• Lead, mentor, and develop a team of National Account Directors, fostering a culture of accountability, collaboration, business insight, and customer-focused execution.

• Set clear expectations, monitor performance against objectives, and assist the team in crafting high-quality strategic account plans and customer business reviews.

• Cultivate leadership skills and succession depth within the team through effective coaching, feedback, and performance management.

• Establish trusted advisor relationships with senior decision-makers, C-suite stakeholders, technical influencers, procurement leaders, and operational contacts across strategic accounts.

• Prepare and conduct executive-level presentations, strategic business reviews, and roadmap discussions that effectively communicate the TEG value proposition in Alliance, PreCon, T&M, consumables, VMI, chemicals management, manufacturing flow, and related solutions.

• Negotiate intricate agreements, pricing structures, and account programs in collaboration with Legal, Finance, Sales, Operations, Customer Service, Accounting, Business Intelligence, and other internal teams.

• Analyze market trends, competitive positioning, customer feedback, and performance metrics to recommend growth strategies and enhance account profitability.

• Establish and track key performance indicators for revenue growth, margin enhancement, pipeline development, account penetration, customer satisfaction, and sales effectiveness.

• Provide regular reports and updates to senior leadership on strategic account performance, business risks, pipeline health, and growth initiatives.

• Collaborate with product management, sales leadership, marketing, supply chain, operations, finance, supplier partners, and field teams to deliver integrated customer solutions.

• Foster alignment across a matrixed organization to 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 additional duties as assigned.

⛳️ Requirements

• 10–15+ years of progressive experience in strategic account management, national account leadership, enterprise sales, or commercial roles within test & measurement, electronics distribution, industrial distribution, production supplies/consumables, supply chain solutions, or a related B2B environment.

• Demonstrated success in leading and developing high-performing sales or strategic account teams, including managers or directors responsible for complex customer relationships.

• Strong executive presence with a proven ability to influence C-suite leaders, senior decision-makers, technical stakeholders, procurement teams, and supplier partners.

• Exceptional verbal, written, presentation, negotiation, and business review skills; capable of clearly conveying complex commercial and technical information.

• Strong commercial acumen, including expertise in complex contract negotiation, pricing strategy, margin management, pipeline forecasting, and customer profitability analysis.

• Proficient understanding of CRM and ERP systems with a disciplined approach to pipeline management, forecasting accuracy, account planning, and KPI reporting.

• Ability to effectively navigate a matrixed, cross-functional environment and influence outcomes through collaboration, data analysis, and relationship building.

• Willingness and capability to travel as necessary to support customer meetings, supplier engagements, trade shows, business reviews, and team leadership responsibilities.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.

• Generous paid time off and holiday leave.