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.

Essential Duties, Functions and/or Responsibilities:

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…