Commercial Suspension Sales Leader to drive the commercial strategy and sales performance of our premier suspension brands from our new Riverside, California location.
This individual is responsible for the commercial performance and long-term growth of ICON Vehicle Dynamics, Carli Suspension, Cognito Motorsports, Van Compass, and future suspension brands. The role is accountable for driving sustainable revenue growth, expanding market share, diversifying the customer base, and delivering profitable results across multiple sales channels. Success requires building a high-performance sales organization rooted in accountability, measurable outcomes, data-driven decision-making, and continuous improvement.
The ideal candidate is a hands-on, customer-focused leader who leads by example and thrives in a fast-paced, growth-oriented environment. They are equally comfortable developing high-performing sales teams as they are engaging directly with key customers and strategic partners. This leader will establish disciplined sales processes, improve pipeline visibility and forecast accuracy, strengthen proactive account management, and collaborate across the organization to accelerate product adoption, expand customer penetration, and deliver an exceptional customer experience.
ESSENTIAL DUTIES & RESPONSIBILITIES
Commercial Strategy & Performance
- Develop and execute the commercial strategy for all suspension brands, aligning sales initiatives with RANDYS Worldwide' s enterprise objectives while preserving each brand's unique market position and identity.
- Deliver and exceed revenue, gross margin, profitability, and market share objectives through disciplined sales execution and strategic account management.
- Establish and monitor key sales performance indicators (KPIs), including revenue growth, customer acquisition, customer retention, pipeline health, conversion rates, average order value, and product category expansion.
- Drive customer diversification by identifying and developing new wholesale distributors, dealers, installers, and direct retail consumers.
- Build and maintain a healthy sales pipeline with measurable activity standards and forecasting accuracy, serving as a key contributor to the Sales, Inventory, and Operations Planning (SIOP) process through accurate demand trends and market intelligence.
- Expand share-of-wallet within existing accounts through cross-selling, upselling, and increased adoption of the full product portfolio.
Team Leadership & Development
- Recruit, hire, coach, mentor, and develop a high-performing sales organization built on accountability, continuous improvement, and measurable results.
- Conduct regular performance reviews, one-on-one coaching sessions, and sales pipeline reviews to improve individual and team performance.
- Foster a culture of ownership, accountability, collaboration, and continuous improvement across the commercial organization.
Customer & Account Management
- Personally manage and grow relationships with key strategic customers, distributors, dealers, installers, and industry partners while leading by example through direct customer engagement.
- Drive customer retention initiatives by proactively identifying at-risk accounts, developing recovery strategies, and strengthening long-term customer relationships.
- Resolve escalated customer issues while maintaining strong relationships and delivering an exceptional customer experience.
- Build strong, collaborative relationships with the brand leaders and founders of ICON Vehicle Dynamics, Carli Suspension, Cognito Motorsports, and Van Compass, ensuring each brand's unique heritage, culture, and market position are respected and strengthened while driving shared commercial objectives.
- Represent the company at industry events, trade shows, customer visits, installer training events, and association meetings to strengthen brand awareness and generate new business opportunities.
Cross-Functional Collaboration
- Partner closely with Marketing and Digital teams to develop effective go-to-market strategies, demand generation campaigns, product launches, promotions, and brand awareness initiatives.
- Collaborate with Engineering and Product Management by providing customer insights, competitive intelligence, and market feedback to influence new product development and product roadmaps.
- Work cross-functionally with Operations, Purchasing, Customer Service, Accounting, and Supply Chain to improve customer experience, inventory availability, order fulfillment, and operational efficiency.
- Ensure the sales and customer service teams maintain exceptional technical product knowledge and effectively communicate product features, benefits, applications, and competitive advantages.
Compliance & Operational Requirements
- Ensure compliance with company policies, company training, and pricing guidelines.
- Travel as required to support customers, sales initiatives, training programs, and business development activities.
KNOWLEDGE AND PERSONAL ATTRIBUTES
Leadership & Drive
- Hands-on, high-energy leader who stays close to the business, drives results with a strong sense of urgency, and thrives in a fast-paced, performance-driven environment.
Performance & Metrics
- Metric-driven approach to managing a sales organization, with comfort setting targets, tracking performance, and holding a team accountable to results.
- Strong time-management and prioritization skills, with a focus on high-impact initiatives.
Customer & Communication
- Customer-centric mindset with a genuine focus on the dealer, distributor, installer, and end-customer experience.
- Excellent written and verbal communication skills, with the ability to influence across internal teams and external partners.
Adaptability & Mindset
- Adaptable and resilient in response to evolving market conditions and customer needs, with a positive, solutions-oriented mindset that helps others navigate change with confidence.
Requirements
PREFERRED EDUCATION AND EXPERIENCE
- Bachelor's degree in Business Administration, Marketing, Management, or a related field, or an equivalent combination of education and progressively responsible commercial leadership experience.
- 7+ years of progressive sales leadership experience, including leadership at the Senior Manager level or above, preferably within the automotive aftermarket, suspension, off-road, powersports, or performance industries.
- Proven success building, leading, and developing high-performing sales organizations that consistently achieve or exceed revenue, gross margin, profitability, and market share objectives, while executing commercial strategies that drive customer diversification, market expansion, and increased share of wallet.
- Exceptional customer relationship management skills, with experience negotiating strategic agreements, managing executive-level customer relationships, and closing complex, high-value opportunities.
- Experience developing and managing sales forecasts, pipeline reviews, and performance dashboards using CRM, ERP, and business intelligence tools, including Microsoft Office 365 and data visualization platforms.
- Strong analytical and financial acumen, with the ability to interpret sales performance, market trends, profitability, and customer data to drive sound business decisions.
- Experience collaborating cross-functionally with Marketing, Digital, Product Management, Engineering, Operations, Supply Chain, and Customer Service to execute successful commercial initiatives and product launches.
- Experience supporting distributor, dealer, installer, retail, and e-commerce sales channels, with a strong understanding of multi-channel go-to-market strategies.
- Experience working within the automotive suspension, off-road, or truck accessory markets, including familiarity with the installer channel and enthusiast community, is strongly preferred.
MARKETS & PRODUCT FOCUS
- Suspension Components & Systems - Performance, Off-Road, and OE Replacement
- Truck, SUV, and Van Applications
