Vice President of Sales

Conner Industries Inc.•Fort Worth, TX

About The Position

The Vice President of Sales, West leads Conner Industries’ outside sales team across its Tulsa, Haslet, Conroe, and Garland plants and is accountable for regional revenue, gross margin, and seller performance. This is a hands-on selling leadership role: the VP manages the team’s day-to-day work while personally leading the region’s largest pursuits and executive customer relationships. The position is based in Fort Worth, Texas, with regular travel to the plants and customers across Texas and Oklahoma. The VP runs the region’s commercial operating system, including plant-level Accountability Forums, regular pipeline and KPI reviews, and use of HubSpot as the single source of truth for seller activity and pipeline. Regional priorities include growing higher-value packaging and multi-material programs, rebuilding the new-business pipeline, protecting and expanding existing accounts, and developing a successor bench. The role leads and develops sellers, sets performance targets, manages performance, and works with Key Accounts and Training & Development to onboard and develop talent. It also oversees pricing and margin discipline, major opportunity development, customer relationships, account coverage, regional planning, and coordination with plant operations and corporate functions.

Requirements

Bachelor’s degree preferred, or equivalent experience.
At least 10 years of B2B sales experience in manufacturing, industrial products, or packaging.
At least 5 years leading outside sales teams of six or more sellers.
Proven record of growing revenue and gross margin in a price-competitive market.
Experience selling engineered or multi-material packaging on value rather than price.
Experience leading a sales team through changes in compensation, process, or structure.
Experience leading sellers based at multiple locations.
Strong command of CRM-based pipeline management and forecasting.
Strong computer skills, including experience with Microsoft Office.
Must live in or relocate to the Fort Worth area.
Must be willing to travel regularly across Texas and Oklahoma.
Must have a dependable vehicle and a valid driver’s license.

Nice To Haves

Wood packaging, pallet, crate, or industrial lumber experience is a plus.
HubSpot experience is preferred.

Responsibilities

Recruit, hire, coach, and manage outside sellers across four plants, filling open positions promptly.
Set individual revenue, gross margin, packaging mix, and new-business targets for each seller.
Hold weekly pipeline reviews and monthly one-on-ones, and complete written performance reviews using the Conner sales career framework.
Address and document underperformance and follow through on performance actions.
Identify and develop a successor for every regional seat, including the VP’s own role.
Partner with Key Accounts and Training & Development to onboard and develop new sellers, including employees advancing from Inside Sales.
Deliver regional revenue, gross margin, and packaging mix commitments by plant and seller.
Lead regional Accountability Forums with plant operations and run the weekly KPI cadence.
Maintain HubSpot as the single source of truth, ensuring current pipeline and activity information for every seller and inspecting it weekly.
Carry out company market activation plans at the plant and account level.
Quote within the Conner pricing authority matrix, approve exceptions within delegated authority, and escalate other exceptions.
Sell on total cost, damage reduction, and supply reliability rather than unit price.
Develop and negotiate customized pricing contracts while assessing risk and reward.
Work with Pricing Analytics and operations on price recovery, cost pass-through, and competitive estimating.
Lead the pursuit of the region’s largest packaging and multi-material opportunities, involving packaging engineering early.
Advance qualified opportunities to late stage and replenish the top of the pipeline.
Rebalance seller portfolios so outside sellers focus on new business and top accounts.
Pursue win-backs of lapsed customers.
Own executive relationships at top regional accounts and ensure every forecast account has a named backup seller.
Partner with plant leadership on capacity, lead times, quality, and cost competitiveness.
Communicate with Conner Purchasing, Production, Transportation, and Accounting.
Coordinate account coverage and order handoff with Inside Sales and Customer Service.
Build the region’s annual sales plan and contribute to budget development.