Vice President of Sales

All employees of Smith System are responsible for abiding by the company’s core values of Servant Leadership, Diversity, Ethical Behavior, Teamwork, and Continuous Learning. The VP of Sales is responsible for the entire revenue-generating engine, focusing on driving profitable growth, expanding market share, and managing complex, long-cycle sales. This role demands a blend of strategic planning (e.g., go-to-market strategies, distributor management) and high-level team leadership across national and international territories.

Ensure sales revenues meet or exceed organizational goals to maintain profitability and increase market penetration. This position is also responsible to the Smith System Leadership Team as a contributor and partner in managing the business of Smith System.

• Set and achieve ambitious sales targets by leading a high-performing national sales team of 25+ committed individuals.
• Amplify the effectiveness of the sales team by setting direction and driving appropriate activities, actions, and accountabilities.
• Recruit, train, mentor, and manage national sales directors, regional sales managers, and other team members to continue building a high-performance team with an accountable culture.

• Build and nurture relationships with strategic partners, distributors, and major clients to drive growth.
• Represent Smith System as the market leader in K-12 furniture at trade shows and with industry associations and media.
• Optimize CRM systems (Salesforce), sales processes, and compensation structures to ensure efficiency and visibility.
• Provide accurate, actionable forecasts to senior leadership to align operational and financial planning with sales.
• Manage the sales department budget, ensuring resources are allocated efficiently.

• Monitor competitor activity, industry trends, and customer needs to identify new growth opportunities, verticals, or territories.
• Partner with product development and marketing to inform product roadmap and promotional efforts.

• 10+ years of progressive sales leadership experience, with at least 4 years in a senior, high‑level role (Director/VP).
• Extensive experience with B2B sales cycles, channel distribution, and complex contract negotiation required.
• Background in contract furniture industry strongly preferred; education furniture background preferred.
• Bachelor’s degree required; graduate degree preferred. Military leadership welcomed to apply.

• Strong ability to develop new and lasting relationships with School Districts, A&D firms, and Dealers.
• Proven leadership skills with the ability to manage a large, geographically dispersed team.
• Mastery of CRM systems (e.g., Salesforce), and data analysis tools (Tableau, Power BI, Excel).
• Excellent executive‑level presentation and interpersonal skills.

• Net new revenue and overall revenue growth.
• Gross profit margins.
• Market share expansion.
• Pipeline velocity and conversion rates.
• Customer acquisition cost (CAC) and Lifetime Value (CLV).
• Sales Efficiency measurements

• Sales forecasting and pipeline management using tools like Salesforce or Hubspot
• Contract negotiation and enterprise deal structuring
• CRM system optimization and sales operations management
• Data analysis and dashboard reporting (e.g., Power BI, Tableau) a plus
• Provide guidance and input on Revenue modeling and pricing strategy

• Strategic thinking with a growth mindset
• Executive‑level communication and stakeholder alignment
• Conflict resolution and change management
• High emotional intelligence and adaptability
• Ability to develop strong distribution partners.
• Ability to build trusted relationships in the architectural and design community.
• Ability to collaborate directly with district education leaders.
• Self‑Motivated, with a strong work ethic and creative problem‑solving skills.
• Consultative approach: ability to ask the right questions, listen, and respond.
• Transferable sales and business acumen to be successful in any industry.
• Ability to work with internal staff across departments in a professional manner.
• Ability to travel overnight 60% of the time, including weekends as necessary.
• Ability to establish a work environment at home and on the road.