VP - Strategic Accounts

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 Test Equity 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. The position requires strong commercial acumen, executive presence, strategic account planning, and the ability to translate customer needs into scalable business growth.

• 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, Pre Con, 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.

Required

• 10–15+ years of progressive…