VP, Territory Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee the national territory field sales organization, which includes six frontline sales directors and around 50 field account executives.

• Take ownership of the territory revenue strategy and promote the complete range of Custom, Configurable, and Standard component solutions.

• Report directly to the Chief Revenue Officer.

• Manage territory field sales revenue, ensure forecast accuracy, maintain pipeline coverage, and achieve quota targets.

• Implement territory reviews, account strategies, pipeline evaluations, and win/loss analysis.

• Approach management with a P&L perspective, balancing growth investments, seller efficiency, and gross profit margins.

• Guide the transition from transactional, catalog-oriented sales to value-driven, consultative selling approaches.

• Facilitate MEDDPICC-based discovery and qualification processes in collaboration with the VP of Sales Acceleration.

• Realign territory coverage, account tiering, and time management to focus on expansion within the installed base.

• Mentor and develop six frontline sales directors through coaching, talent advancements, and performance evaluations.

• Ensure hiring aligns with the plan leading up to the November 30, 2026 leadership hiring milestone and beyond.

• Establish a sustainable talent engine for future sales leaders.

• Strengthen a cohesive MISUMI Americas identity and enhance the customer experience.

• Collaborate with the VP of Emerging Accounts on territory coverage, account development, and transitions.

• Manage territory-to-named-account transitions through the April 1, 2027 go-live and beyond.

⛳️ Requirements

• Proven experience leading a multi-region B2B field sales organization with full revenue accountability and a track record of growing the portfolio.

• Demonstrated multi-layer leadership skills, including managing leaders of leaders, such as sales directors and seller teams.

• Experience navigating significant organizational scaling or transformations.

• Direct involvement in shifting from transactional or catalog-driven sales to consultative, full-solution, value-based selling, achieving measurable results.

• Strong proficiency in CRM practices, pipeline analytics, territory design, and structured qualification methodologies like MEDDPICC or similar.

• Experience in leading change during integration processes.

• High say:do ratio.

• Preferred: 15+ years of B2B sales leadership experience in industrial manufacturing, factory automation components, industrial distribution, or related technical product sectors.

• Preferred: direct management of a business portfolio of $250M or more.

• Preferred: experience within a company that has scaled to and beyond $1B in revenue.

• Preferred: led a field sales organization comprising approximately 50 sellers across various management levels.

• Preferred: experience in selling multi-product solutions.

• Preferred: in-depth knowledge of catalog operations, MRO, and plant-floor buyers, along with associated transformative behaviors.

• Preferred: experience utilizing AI tools for enhancing seller productivity, territory planning, or account prioritization.

• Willingness to travel roughly 50% annually, both nationally and within the territory, including field visits to customer plant floors and manufacturing sites.

🏝️ Benefits

• Competitive medical, dental, and vision insurance.

• 401K plan.

• Parental leave programs.

• Paid volunteer days.