Vice President of Sales

Job Description

Position Summary

The Vice President of Sales-Collision leads the commercial sales strategy, revenue growth, and market penetration. This role owns the go-to-market for wheels and lighting product categories, selling primarily through Collision Multi-Shop Operators (MSOs) and Tire Service Centers nationwide.

This is a build role: the VP will start with a single direct report and is charged with standing up the sales organization, performance framework, and go-to-market motion needed to scale the business, while personally leveraging existing relationships with the major Collision MSOs and insurance carriers to deepen our position with its largest accounts.

The ideal candidate brings direct collision-industry experience and already-established relationships with the major Collision MSOs.

Must relocate to Orlando FL or Dallas, TX.

Responsibilities

Commercial Strategy & Revenue Growth

• Develop and execute enterprise-wide sales strategies that drive sustainable revenue growth, profitability, and market expansion.
• Establish annual and multi-year commercial growth plans aligned with corporate objectives and market opportunities.
• Lead revenue forecasting, sales planning, pipeline management, and performance analytics across all assigned territories and customer channels.
• Identify new market opportunities, product expansion initiatives, and strategic customer acquisition strategies.
• Drive growth initiatives across traditional warehouse distributors (WDs), retail partners, program groups, fleets, and strategic accounts.

Executive Customer Leadership

• Build and maintain executive-level relationships with key customers, strategic partners, and industry stakeholders.
• Lead complex commercial negotiations involving pricing, contracts, rebates, marketing agreements, and long-term partnership initiatives.
• Serve as the executive escalation point for strategic customer concerns, service challenges, and commercial opportunities.
• Strengthen customer retention through strategic account planning, service alignment, and value-driven partnerships.

Leadership & Organizational Development

• Lead, mentor, and develop high-performing sales leaders and commercial teams across multiple regions and channels.
• Establish performance expectations, KPIs, accountability standards, and succession planning strategies for the sales organization.
• Foster a culture focused on collaboration, accountability, customer service, innovation, and operational excellence.
• Partner cross-functionally with Operations, Supply Chain, Product Management, Finance, Marketing, and Executive Leadership to align business priorities.

Market Intelligence & Strategic Planning

• Monitor industry trends, competitive activity, customer buying behaviors, and category performance to identify risks and opportunities.
• Utilize market analytics, sales data, and customer insights to improve strategic decision-making and sales effectiveness.
• Drive pricing strategy, promotional planning, and category growth initiatives to maximize profitability and market competitiveness.
• Represent the company at major industry conferences, customer meetings, trade shows, and executive events.

Operational & Financial Leadership

• Maintain ownership of sales budgets, forecasting accuracy, expense management, and commercial profitability metrics.
• Ensure disciplined sales execution through CRM utilization, reporting analytics, pipeline reviews, and performance tracking.
• Partner with Finance leadership on revenue planning, margin improvement initiatives, and annual operating plans.
• Lead strategic business reviews with executive leadership and key customer partners.

Minimum Qualification

Education

• Bachelor's degree in business, Sales, Marketing, or a related field preferred; equivalent depth of collision-industry and MSO relationship experience will be weighed at least as heavily as formal education.
• MBA or advanced business degree preferred.

Experience (Required)

• Direct experience in the automotive collision repair industry, with established, existing relationships with the major Collision MSOs:
  Caliber Collision, Gerber Collision & Glass, Crash Champions, and Classic Collision.
• Prior ownership of at least $100M in revenue / P&L responsibility.
• 12+ years of progressive sales leadership experience, with meaningful time in the collision repair, automotive aftermarket, or related parts distribution sectors.
• 7+ years leading regional or national sales organizations.
• Proven track record of driving revenue growth, market expansion, and strategic account development within the MSO and/or Tire Service Center channel.
• Experience selling wheels, lighting, or adjacent collision/body parts categories is strongly preferred.
• Experience building a sales organization and KPI framework from an early or minimal team structure is strongly preferred.

Skills & Competencies

• Executive-level communication, presentation, and negotiation skills, including with MSO and insurance-carrier counterparts.
• Strong financial acumen with experience managing budgets,…