Vice President of National Sales

Description

Position Summary

The Vice President of National Sales is responsible for leading the strategy, performance, growth, and development of the National Sales organization while continuing to personally manage a select portfolio of high-value strategic accounts. This role serves as the senior leader responsible for National and Strategic Account sales, including Master Service Agreement growth, enterprise opportunities, forecasting, pipeline management, talent development, sales process consistency, and cross-functional execution.

Primary Responsibilities

National Sales Leadership

• Own and execute the overall National Sales strategy.
• Lead, coach, develop, and hold accountable National and Strategic Account Directors.
• Establish clear expectations for activity, pipeline development, production, account growth, and MSA execution.
• Conduct weekly one-on-one meetings with direct reports.
• Lead weekly National Sales meetings, pipeline reviews, and forecast discussions.
• Conduct monthly business reviews and quarterly performance scorecards.
• Recruit, interview, onboard, and develop National Sales talent.
• Build leadership depth and identify future leaders within the National Sales organization.
• Create a high-performance culture centered on accountability, collaboration, communication, and measurable results.
• Ensure National Sales representatives operate with consistent processes, expectations, and account-management standards.

Enterprise & Strategic Sales

• Personally manage and grow a select portfolio of approximately 5-10 strategic National Accounts and MSAs.
• Lead enterprise sales strategy and complex negotiations.
• Continue developing and closing National MSAs alongside the National Sales team.
• Build and maintain executive-level relationships with ownership groups, management companies, procurement leaders, and other key decision-makers.
• Identify opportunities to expand existing National partnerships across additional communities, markets, and service lines.
• Develop strategic account plans designed to increase penetration, retention, and long-term revenue.
• Support National and Strategic Account Directors with high-value opportunities, negotiations, pricing strategy, and closing strategy when appropriate.

Forecasting, Pipeline & Accountability

• Own National Sales forecasting and pipeline management.
• Maintain visibility into individual and team performance against established goals.
• Improve forecast accuracy and ensure opportunities are appropriately staged and maintained within the CRM.
• Establish and monitor measurable KPIs for every National and Strategic Account Director.
• Review pipeline health, close rates, sales cycles, MSA activity, proposals, meetings, and production trends.
• Identify performance gaps early and implement measurable coaching and improvement plans.
• Maintain accountability for both controllable sales activities and revenue outcomes.
• Provide leadership with accurate and timely National Sales performance reporting.

CRM & Sales Process

• Drive consistent CRM adoption across the National Sales organization.
• Transition National Sales tracking away from disconnected spreadsheets and into standardized CRM reporting wherever possible.
• Establish consistent processes for opportunity management, account planning, forecasting, and National Account activity.
• Ensure accurate and timely CRM documentation across the team.
• Partner with Sales Operations to continually improve dashboards, reporting, processes, and performance visibility.

Cross-Functional Leadership

• Serve as the primary National Sales liaison with Operations and other internal departments.
• Improve communication and coordination between National Sales, Regional Sales, Operations, and executive leadership.
• Partner with Operations on enterprise launches, service expectations, account concerns, and growth opportunities.
• Help resolve issues impacting strategic customer relationships and future revenue.
• Participate in sales planning, strategic initiatives, and executive-level discussions impacting National Sales.
• Ensure commitments made during the sales process are clearly communicated and executable operationally.

Regional Sales Partnership

• Build strong partnerships between National Sales and Regional Sales leadership.
• Ensure Regional Account Executives are appropriately included in National Account strategies and opportunities.
• Establish consistent communication between National/Strategic Account Directors and Regional teams.
• Support structured meetings between National sellers and RAEs to identify opportunities, develop account strategies, and accelerate growth.
• Create clarity around account ownership, responsibilities, and communication to promote a One Team sales culture.

Requirements

• 5+ years of experience leading a National Sales team in a service oriented organization
• Demonstrated success in enterprise, National Account, or strategic B2B sales.
• Proven ability to develop and close complex, multi-location sales opportunities.
• Experience negotiating Master Service Agreements and enterprise-level contracts.
• Strong track record of meeting or exceeding sales goals.
• Demonstrated ability to coach, mentor, and develop sales professionals.
• Strong forecasting, pipeline management, and CRM discipline.
• Ability to analyze performance data and translate findings into actionable sales strategies.
• Strong executive presence and ability to communicate effectively with senior customer and company leadership.
• Ability to balance leadership responsibilities with continued personal account ownership and production.
• Strong cross-functional leadership and problem-solving skills.
• Ability to travel as required for customer meetings, conferences, team development, and strategic opportunities.

Physical requirements may include:

• This position may include long hours of sitting, numerous phone calls of short and long durations, and long hours of concentrating on a computer screen.
• Travel up to 50% may be by plane or car for client meetings, trade shows, or site visits.
• Active participation in networking events, trade shows and conventions, which may involve navigating large and/or small convention centers involving elevators, escalators, and parking garages with informal and formal conversations. 
• Presentation and sales skills that require clear articulation and confident body language.
• Lifting of five pounds or less on an occasional basis.