Vice President of Sales

BBB | Better Business Bureau•Orlando, FL

About The Position

The Vice President of Sales is responsible for leading the company’s commercial sales strategy, revenue growth initiatives, customer expansion, and market penetration across all assigned business segments and product categories. This executive leader will drive profitable growth, strengthen strategic customer partnerships, expand market share, and align sales execution with overall corporate objectives. The VP of Sales will provide strategic leadership to Regional Sales Directors, Territory Sales Managers, Key Account Managers, and cross-functional commercial teams while serving as a key member of the leadership organization. This role requires a high-impact leader capable of developing long-term growth strategies, optimizing sales performance, improving customer retention, and identifying new business opportunities within the automotive aftermarket and remanufacturing industries. The ideal candidate brings deep industry expertise, executive presence, strong financial and commercial acumen, and a proven ability to scale sales organizations, build strategic partnerships, and lead high-performing teams in fast-paced, results-driven environments.

Requirements

Bachelor’s degree in business, Sales, Marketing, or related field required.
12+ years of progressive sales leadership experience within the automotive aftermarket, manufacturing, remanufacturing, or industrial sectors.
Minimum 7+ years leading high-performing regional or national sales organizations.
Proven track record of driving large-scale revenue growth, market expansion, and strategic account development.
Strong experience managing executive customer relationships, national accounts, and complex commercial negotiations.
Prior experience developing and executing strategic sales plans with measurable business impact.
Executive-level communication, presentation, and negotiation skills.
Strong financial acumen with experience managing budgets, forecasting, and profitability targets.
Strategic thinker with strong analytical and problem-solving capabilities.
Proven leadership ability with experience building high-performing teams and coaching future leaders.
Deep understanding of aftermarket sales channels, customer dynamics, and market trends.
Advanced proficiency in CRM systems, sales analytics, Microsoft Excel, Power BI, and business reporting tools.
Ability to operate effectively in fast-paced, evolving, and highly competitive environments.

Nice To Haves

MBA or advanced business degree preferred.
Prior experience developing and executing strategic sales plans with measurable business impact.
Experience leading sales transformation, organizational growth, and cross-functional commercial initiatives preferred.

Responsibilities

Develop and execute enterprise-wide sales strategies that drive sustainable revenue growth, profitability, and market expansion.
Establish annual and multi-year commercial growth plans aligned with corporate objectives and market opportunities.
Lead revenue forecasting, sales planning, pipeline management, and performance analytics across all assigned territories and customer channels.
Identify new market opportunities, product expansion initiatives, and strategic customer acquisition strategies.
Drive growth initiatives across traditional warehouse distributors (WDs), retail partners, program groups, fleets, and strategic accounts.
Build and maintain executive-level relationships with key customers, strategic partners, and industry stakeholders.
Lead complex commercial negotiations involving pricing, contracts, rebates, marketing agreements, and long-term partnership initiatives.
Serve as the executive escalation point for strategic customer concerns, service challenges, and commercial opportunities.
Strengthen customer retention through strategic account planning, service alignment, and value-driven partnerships.
Lead, mentor, and develop high-performing sales leaders and commercial teams across multiple regions and channels.
Establish performance expectations, KPIs, accountability standards, and succession planning strategies for the sales organization.
Foster a culture focused on collaboration, accountability, customer service, innovation, and operational excellence.
Partner cross-functionally with Operations, Supply Chain, Product Management, Finance, Marketing, and Executive Leadership to align business priorities.
Monitor industry trends, competitive activity, customer buying behaviors, and category performance to identify risks and opportunities.
Utilize market analytics, sales data, and customer insights to improve strategic decision-making and sales effectiveness.
Drive pricing strategy, promotional planning, and category growth initiatives to maximize profitability and market competitiveness.
Represent the company at major industry conferences, customer meetings, trade shows, and executive events.
Maintain ownership of sales budgets, forecasting accuracy, expense management, and commercial profitability metrics.
Ensure disciplined sales execution through CRM utilization, reporting analytics, pipeline reviews, and performance tracking.
Partner with Finance leadership on revenue planning, margin improvement initiatives, and annual operating plans.
Lead strategic business reviews with executive leadership and key customer partners.