Summary / Position Purpose:
The Vice President of Strategic Accounts is a senior sales leader responsible for accelerating growth, strengthening executive-level customer partnerships, and expanding TestEquity Group’s presence across strategic, national, and complex multi-site accounts. This role leads a team of National Account Directors and partners closely with field sales, supplier partners, operations, marketing, finance, and other cross-functional teams to build comprehensive supply chain and test & measurement solutions for customers. The leader will initially focus on expanding TEG’s consumables business, including Direct & Indirect EPS and V/A products, while leveraging those relationships to grow new, used, and rental test & measurement engagements. This position requires strong commercial acumen, executive presence, strategic account planning, and the ability to translate customer needs into scalable business growth.
Essential Duties, Functions and/or Responsibilities:
Strategic Account Leadership & Growth
- Develop and execute the strategic account plan for national and multi-site customers, aligned with corporate revenue, margin, profitability, and market expansion goals.
- Lead TEG’s customer segmentation strategy within the strategic account segment, identifying growth opportunities, share-of-wallet gains, whitespace, and long-range revenue potential.
- Build and expand TEG’s consumables business, including Direct & Indirect EPS and V/A products, then leverage those relationships to establish new, used, and rental test & measurement engagements.
- Maintain a disciplined target-account strategy through CRM and ERP systems, ensuring accurate opportunity tracking, forecasting, and executive visibility.
People Leadership & Team Development
- Lead, coach, and develop a team of National Account Directors, creating a culture of accountability, collaboration, business acumen, and customer-centric execution.
- Set clear expectations, inspect performance against goals, and support the team in building high-quality strategic account plans and customer business reviews.
- Develop leadership capability and succession depth within the team through coaching, feedback, and effective performance management.
Executive Customer Engagement
- Build trusted advisor relationships with senior decision-makers, C-suite stakeholders, technical influencers, procurement leaders, and operational contacts across strategic accounts.
- Prepare and deliver executive-level presentations, strategic business reviews, and roadmap discussions that clearly articulate the TEG value proposition in Alliance, PreCon, T&M, consumables, VMI, chemicals management, manufacturing flow, and related solutions.
- Represent TEG credibly in customer negotiations, supplier discussions, trade shows, business reviews, and other high-impact commercial engagements.
Commercial & Operational Excellence
- Negotiate complex agreements, pricing structures, and account programs in partnership with Legal, Finance, Sales, Operations, Customer Service, Accounting, Business Intelligence, and other internal partners.
- Analyze market trends, competitive positioning, customer feedback, and performance data to recommend growth strategies and improve account profitability.
- Establish and monitor key performance indicators for revenue growth, margin improvement, pipeline development, account penetration, customer satisfaction, and sales effectiveness.
- Provide regular reporting and updates to senior leadership on strategic account performance, business risks, pipeline health, and growth initiatives.
Cross-Functional Collaboration
- Partner with product management, sales leadership, marketing, supply chain, operations, finance, supplier partners, and field teams to deliver integrated customer solutions.
- Promote alignment across a matrixed organization and ensure consistent execution of account plans, customer commitments, pricing strategies, and service expectations.
- Maintain direct and indirect responsibility for product quality by supporting quality-focused processes, customer requirements, and timely issue resolution.
- Perform other duties as assigned.
Education and/or Work Experience Requirements:
Required
- 10–15+ years of progressive strategic account, national account, enterprise sales, or commercial leadership experience in test & measurement, electronics distribution, industrial distribution, production supplies/consumables, supply chain solutions, or a related B2B environment.
- Proven success leading and developing high-performing sales or strategic account teams, including managers/directors responsible for complex customer relationships.
- Strong executive presence with demonstrated ability to influence C-suite leaders, senior decision-makers, technical stakeholders, procurement teams, and supplier partners.
- Excellent verbal, written, presentation, negotiation, and business review skills; able to communicate complex commercial and technical information clearly.
- Strong commercial acumen, including experience with complex contract negotiation, pricing strategy, margin management, pipeline forecasting, and customer profitability analysis.
- Working knowledge of CRM and ERP systems with a disciplined approach to pipeline management, forecasting accuracy, account planning, and KPI reporting.
- Ability to work effectively in a matrixed, cross-functional environment and influence outcomes through collaboration, data, and relationship-building.
- Ability and willingness to travel as needed to support customer meetings, supplier engagements, trade shows, business reviews, and team leadership responsibilities.
Preferred
- Bachelor’s degree in Business Administration, Marketing, Industrial Distribution, Supply Chain, Engineering, or a related field; MBA or advanced degree preferred.
- Experience managing national, global, or multi-site customer relationships across multiple regions or industries.
- Background in channel distribution, supplier partnership management, technical sales, test & measurement, electronics, or manufacturing-oriented environments.
- Experience building new strategic account programs, launching customer segmentation strategies, or scaling account management processes.
Leadership & Success Profile:
- A Strategic Growth Leader – creates disciplined account strategies that increase revenue, margin, market share, and long-term customer value.
- An Executive Communicator – confident, polished, persuasive, and credible with senior customer leaders and internal executives.
- A People Developer – builds capability, coaches performance, and creates a high-accountability team culture.
- Customer-Obsessed – understands customer needs, operational challenges, technology roadmaps, and business priorities.
- Commercially Strong – negotiates effectively, understands profitability, and makes data-driven decisions.
- Collaborative and Influential – drives alignment across sales, operations, finance, suppliers, and field teams in a matrixed environment.
Physical Requirements:
- Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA, and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards.
- Ability to maintain regular, punctual attendance consistent with the ADA, FMLA, and other federal, state, and local standards.
- Ability to communicate effectively in person, by phone, and through digital collaboration tools.
- Ability to travel as needed throughout the year for customer meetings, supplier meetings, trade shows, business reviews, and team engagement.
This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas.
TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
