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

• 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.

• 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.

• 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.

• 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.

• 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…