Role Summary
The Vice President, National Accounts (Commercial Solutions) leads the long-range sales strategy for commercial products, service, and maintenance programs to maximize market potential and drive profitable growth.
This executive sales leader builds and leads a high-performing commercial sales organization, strengthens demand generation, and delivers revenue growth through a disciplined go-to-market approach and deep strategic customer relationships.
This role partners closely with cross-functional executive leaders to ensure an outstanding end-to-end customer experience—aligning commercial execution with operations, supply chain, and internal support teams.
Key Responsibilities
Commercial Growth Strategy & Market Expansion
Develop and execute the commercial channel sales plan to achieve revenue and margin objectives.
Identify, assess, and pursue market opportunities to expand share and accelerate growth in the commercial segment.
Build and execute go-to-market strategies across commercial solutions, including products, services, and maintenance programs.
National Accounts & Executive Customer Leadership
Maintain direct, senior-level engagement with major customers, distributors, and other key industry stakeholders where executive relationship strength is a material advantage.
Demonstrate the ability to influence and sell to top customer leadership (including C-suite), shaping customer strategy, account plans, and partnership outcomes.
Support business development by representing the organization at industry conferences and events.
Commercial Excellence, Pricing & Competitive Strategy
Lead commercial excellence initiatives that support company strategy for organic growth and lead generation, including market penetration strategy, competitive analysis and pricing, channel management, sales tools, commercial operations, and forecasting rigor.
Recommend improvements to sales techniques, processes, and operating cadence to increase effectiveness and performance.
Proposal Leadership, Negotiation & Deal Governance
Create and deliver executive-level presentations and customer-facing materials, including solution capabilities, proposals, bids, and business case/justifications.
Approve proposals for key national account development and support contract price negotiations in partnership with national account, regional, and project leadership.
Sales Team Leadership & Organizational Effectiveness
Build, lead, and develop a high-performing commercial sales organization; hire, develop, mentor, and coach leaders and team members.
Establish best practices, documentation, and scalable processes; identify and address bottlenecks, gaps, risks, and capability needs.
Design and evolve the organizational structure required to achieve current and future business goals.
Cross-Functional Partnership & Customer Experience
Partner with Manufacturing Operations and Supply Chain to deliver a best-in-class customer experience and execute on customer commitments.
Monitor product/service performance, billing, and delivery to ensure customer satisfaction; address issues promptly with defined corrective action plans.
Participate in annual business planning as a strategic partner with a commercial value-stream perspective.
Key 90Day Deliverables
Within the first 90 days, the Vice President, National Accounts (Commercial Solutions) is expected to deliver measurable impact across strategy, execution, and organizational effectiveness, including:
Enterprise & Market Assessment
Complete a comprehensive assessment of the National Accounts portfolio, including revenue mix, margin performance, contract exposure, growth opportunities, and at-risk accounts.
Evaluate the current commercial go-to-market strategy across products, services, and maintenance programs, identifying gaps, overlaps, and execution risks.
Deliver a fact-based market and competitive landscape review, including pricing position, channel effectiveness, and key competitor strategies.
Growth Strategy & Account Leadership
Establish clear national account segmentation and prioritization, with defined growth strategies, executive engagement plans, and success metrics for top customers.
Review and refine enterprise level account plans for the most strategic customers, ensuring alignment to customer business objectives and long-term partnerships.
Identify near-term revenue acceleration opportunities and longer-term pipeline drivers tied to commercial solutions and services growth.
Commercial Excellence, Pricing & Deal Governance
Assess existing pricing disciplines, proposal approval processes, and deal governance, recommending improvements that protect margin while enabling growth.
Implement enhanced forecasting rigor and sales operating cadence to improve visibility, predictability, and accountability.
Define early actions to strengthen commercial excellence capabilities, tools, and performance management.
Sales Organization & Leadership Effectiveness
Evaluate the structure, roles, and capabilities of the national accounts sales organization, identifying talent strengths, gaps, and development needs.
Establish clear expectations for leaders and teams through defined operating rhythms, KPIs, and accountability mechanisms.
Initiate talent development and succession actions for critical leadership roles where needed.
Cross Functional Alignment & Customer Experience
Build strong operating relationships with Manufacturing Operations, Supply Chain, and support functions to align on customer commitments, service levels, and execution ownership.
Identify systemic customer experience issues (delivery, billing, service performance) and initiate cross-functional corrective action plans.
Align with executive leadership on priorities, risks, and resource needs as part of annual and long-range business planning.
Executive Communication & Leadership Presence
Present a concise 90-day findings and action roadmap to executive leadership, outlining strategic priorities, risks, and measurable next phase initiatives.
Establish executive level credibility internally and with key customers through disciplined communication, data driven insights, and decisive leadership.