Vice President Sales

Smart Care Equipment Solutions•USA-Remote Worker-Illinois, IL

About The Position

The Vice President, Major Accounts/Vice President Sales is a senior sales leader responsible for revenue growth through acquiring new national accounts and expanding existing major and strategic customer relationships. Reporting to the Chief Revenue Officer, the role leads strategy and execution for Smart Care Solutions’ enterprise and national account sales initiatives, with direct accountability for new business development, increased share of wallet, and long-term strategic partnerships. The position identifies, pursues, and closes high-value opportunities with large, multi-location organizations, including QSR and FSR brands and other customers with substantial commercial foodservice equipment service needs. The leader develops executive-level customer relationships, leads complex sales pursuits and negotiations, and collaborates with internal stakeholders to deliver scalable, profitable service solutions. The role partners with the CRO to execute growth priorities, strengthen Smart Care Solutions’ national market position, and achieve measurable results in revenue, account expansion, customer acquisition, and profitability. Smart Care is a national repair and service provider for commercial foodservice, refrigeration, and cold storage equipment. Its mechanical services include hot-side cooking equipment, stand-alone refrigeration, specialty coffee and beverage, complex rack refrigeration, and HVAC.

Requirements

10+ years of progressive sales experience, including leadership responsibility for major accounts, enterprise sales, national account acquisition, or strategic business development.
Demonstrated success personally winning large, complex accounts and generating meaningful revenue growth.
Proven ability to expand existing customer relationships while consistently developing new business opportunities.
Demonstrated ability to build relationships with C-suite executives and senior decision-makers and lead complex commercial negotiations.
Strong financial and commercial acumen, including pricing strategy, contract profitability, forecasting, and pipeline management.
Experience collaborating with operations and cross-functional teams to develop and execute commercially viable customer solutions.
Strong executive communication, strategic planning, negotiation, and relationship-building skills.
Willingness to travel as required to support customer development, executive relationships, and national account growth.

Nice To Haves

Bachelor’s degree in Business, Sales, Marketing, or a related field preferred; equivalent experience will be considered.
Experience selling B2B services, service agreements, facilities services, commercial equipment services, or other solutions to large enterprise customers is strongly preferred.
Experience serving multi-location customers in the restaurant, foodservice, hospitality, facilities management, commercial equipment, or field service industries is advantageous.

Responsibilities

Partner with the Chief Revenue Officer to develop and execute strategies for acquiring national accounts and expanding existing major customer relationships.
Translate commercial growth objectives into sales plans, account strategies, and measurable performance targets.
Own the major and national account sales pipeline and manage opportunities from prospecting through contract close.
Identify new markets, customer segments, and strategic opportunities aligned with company capabilities and growth priorities.
Develop strategies to increase revenue, service penetration, contract value, and profitability across targeted accounts.
Update the CRO on sales performance, pipeline health, revenue forecasts, competitive activity, and progress against objectives.
Lead the pursuit and acquisition of high-value national and enterprise customers, particularly multi-location restaurant groups, QSR and FSR brands, franchise organizations, and other strategic commercial customers.
Develop targeted prospecting strategies and engage senior decision-makers at prospective national accounts.
Personally lead complex sales opportunities, including discovery, solution development, presentations, proposals, negotiations, and contract execution.
Build a pipeline of strategic opportunities through executive networking, industry relationships, referrals, market intelligence, and proactive business development.
Position Smart Care Solutions as a preferred service partner by communicating its service capabilities, geographic reach, technical expertise, and multi-location support.
Establish and maintain relationships with senior executives, procurement leaders, facilities executives, and operations decision-makers.
Expand revenue within existing major accounts by growing service agreements and service penetration and securing business across additional locations, regions, brands, and business units.
Develop strategic growth plans for key accounts and identify opportunities to increase customer value and capture additional business.
Lead executive-level business reviews covering account performance, customer priorities, service opportunities, and future growth.
Expand existing agreements and develop broader, long-term commercial partnerships.
Work with internal stakeholders to address customer needs, resolve escalated commercial issues, and protect retention and profitability.
Lead national account negotiations involving pricing, contract terms, service-level commitments, and multi-location agreements.
Develop proposals that balance customer requirements, competitive positioning, service delivery capabilities, and profitability.
Partner with finance and operations to assess deal economics, pricing assumptions, implementation requirements, and financial risks.
Ensure national account opportunities meet established financial and commercial objectives.
Serve as a senior commercial representative for Smart Care Solutions and maintain executive relationships throughout the sales process.
Partner with operations, regional leadership, service delivery, finance, and other teams to develop solutions executable across the required geographic footprint.
Align customer commitments with operational capabilities, technician capacity, service coverage, and implementation requirements.
Coordinate internal resources for national account onboarding, service expansion, and execution of customer agreements.
Provide customer and market insights to the CRO and leadership team to inform commercial planning and business development priorities.
Establish and monitor KPIs for new account acquisition, revenue growth, account expansion, pipeline development, conversion, and profitability.
Maintain accurate sales forecasts and communicate risks, opportunities, and expected results to the CRO.
Evaluate performance against objectives and address gaps in pipeline coverage, conversion, or account growth.
Develop scalable sales processes and best practices for national account prospecting, strategic selling, negotiation, and account expansion.
Deliver results against agreed commercial objectives and contribute to the company’s revenue growth strategy.