Vice President of Sales and Business Development

Westnet•Baltimore, MD

23d

About The Position

Westnet, Inc., a national medical and surgical supply distributor serving hospitals, health systems, universities, and public-sector institutions, is seeking a Vice President of Sales and Business Development to lead its national revenue strategy. Reporting to the CEO, this executive owns the sales organization across hospitals, health systems, ambulatory surgery centers, physician practices, universities, and government accounts. The role drives new market entry, wins and expands contracted business with GPOs and IDNs, and builds a disciplined, data-driven sales culture focused on consistent, profitable growth. The Vice President develops national sales and business development strategy, sets revenue and margin targets, leads major bids and contract negotiations, builds strategic relationships, and recruits and develops regional sales teams. The position works closely with Finance, Operations, and Customer Service to support pricing, profitability, fulfillment, and customer commitments. It requires national travel of up to 50% to customer sites, industry conferences, and regional offices, with extended hours potentially needed during major bids and contract negotiations.

Requirements

Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field.
12+ years of progressive sales experience in medical, surgical, or healthcare supply distribution, including at least 5 years in senior sales leadership.
Proven record of meeting or exceeding multimillion-dollar revenue targets and building sales organizations.
Demonstrated success winning and managing GPO, IDN, health system, or public-sector contracts.
Strong negotiation, executive presentation, and relationship management skills.
Proficiency with CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics, and with sales analytics.

Nice To Haves

MBA or other advanced degree.
Experience selling to university systems, academic medical centers, or government agencies.
Established network across hospital supply chain, materials management, and procurement leadership.
Familiarity with public procurement processes, supplier diversity programs, and contract vehicles.

Responsibilities

Develop and execute a national sales and business development strategy aligned with growth, margin, and market-share objectives.
Set annual revenue, gross margin, and new-account targets by region, segment, and product category.
Identify and prioritize new markets, including academic medical centers, public institutions, and federal, state, and municipal buyers.
Serve on the executive leadership team and contribute to company-wide planning, budgeting, and operational decisions.
Lead pursuits of large-scale opportunities, including RFPs, RFQs, and competitive bids with health systems, universities, and public agencies.
Build and manage relationships with GPOs, IDNs, and strategic distribution partners.
Negotiate pricing, contract terms, and service-level agreements that protect margin and support long-term retention.
Develop partnerships with manufacturers and suppliers to strengthen the product portfolio and competitive position.
Recruit, develop, and lead regional sales managers, account executives, and sales support staff.
Establish territory design, quota structures, and incentive compensation plans that reward profitable growth.
Conduct regular pipeline reviews, forecasting sessions, and performance coaching.
Standardize sales methodology, playbooks, and onboarding across all regions.
Own CRM adoption and data integrity, and deliver weekly pipeline and monthly revenue forecasts to the CEO.
Partner with Finance on pricing strategy, margin analysis, and customer profitability reviews.
Coordinate with Operations and Customer Service to ensure fulfillment, backorder management, and service levels meet customer commitments.
Monitor market trends, competitor activity, and supply-chain conditions, and adjust strategy accordingly.
Travel nationally up to 50% to customer sites, industry conferences, and regional offices; work extended hours as may be required during major bids and contract negotiations.