Director of Supplier Sales

Vermont Information Processing•Colchester, VT

1d•Remote

About The Position

The Director of Supplier Sales leads VIP’s supplier sales division and is accountable for achieving annual revenue targets. The role works with the Head of Sales to shape commercial strategy, market segmentation, and target prioritization, while retaining direct quota responsibility and co-managing key enterprise partner accounts. The Director mentors Account Executives through active deal participation, recruits and develops high-performing sales staff, and improves sales execution from initial contact through contract execution. The role partners with Revenue Operations on territory design and account assignments, enables sales of emerging software and data offerings to existing clients, collaborates with Marketing, Product, and Customer Success, and provides executive leadership with ongoing pipeline projections. This is a full-time, remote role requiring up to 75% travel. VIP describes itself as a data processing and technology company serving the beverage distribution industry.

Requirements

10 or more years of sales experience.
At least 5 years leading quota-carrying sales teams of ten or more.
Experience selling software or data products to suppliers and brands in the food, beverage, or consumer-goods industries.
Working knowledge of the three-tier system and credibility with a brand’s commercial leadership.
A track record of raising the performance of an inherited team.
Experience leading a sales team through significant change, such as territory redesign, a price increase, or merger integration.
Experience setting territories and quotas, and comfort building the case using data.

Nice To Haves

Experience with depletion data, syndicated retail measurement, revenue management, or pricing software.
Experience with production or operations software for brewers, wineries, or distilleries.
Experience bringing two sales teams together after an acquisition.
Familiarity with HubSpot as the system of record.

Responsibilities

Direct the supplier sales division to achieve annual revenue targets.
Collaborate with the Head of Sales on commercial strategy, market segmentation, and target prioritization.
Mentor Account Executives through active deal participation and improve sales execution from initial contact through contract execution.
Maintain direct quota responsibility and co-manage key enterprise partner accounts.
Recruit, train, and foster the growth of high-performing Account Executives.
Partner with Revenue Operations to define territory boundaries and optimize account assignment models.
Equip the team to roll out emerging software and data offerings to current clients.
Align with Marketing, Product, and Customer Success initiatives.
Provide executive leadership with dependable, ongoing pipeline projections.