Job Title: Vice President of SalesJob Description:The
Vice President of Sales is the senior executive responsible for leading Trystar's sales organization and translating commercial strategy into disciplined, measurable execution. The role is accountable for sales decisions, prioritization, talent, operating cadence, and delivery of bookings, revenue, forecast, pipeline, customer growth, and productivity commitments.
This leader is responsible for improving the gross margin quality of the opportunities the sales organization pursues and wins. The role partners with the General Manager, Finance, Pricing, Product Management, the Proposal and Order Delivery team, Operations, and Legal to protect price realization, manage commercial risk, and close margin gaps. Success balances top-line growth with margin quality, customer experience, diversification, and long-term enterprise value.
We are looking for people who believe in our guiding principles and values of:- Safety - We believe everyone should leave Trystar facilities in the same or better condition than when they arrived.
- Integrity - We're honest, transparent, and committed to doing what's right.
- Customer focus - We have relentless focus on our customers and their success.
- Right with speed - We use good judgement, make thoughtful decisions quickly, and execute them with purpose and intensity.
- Play for each other - We're a team. We show up for each other and we know that through teamwork we achieve greatness.
- Champion change - We know adaptation and improvement are requirements to survive and to thrive.
- Enjoy the journey - We create an environment where our team feels appreciated and has fun along the way.
In this role you will:- Deliver Revenue Growth and Commercial Performance
- Deliver annual bookings and revenue commitments across target markets, regions, channels, and customer segments.
- Establish sales plans, territory strategies, account priorities, coverage models, and resource allocation aligned with enterprise strategy.
- Drive growth through new customer acquisition, share-of-wallet expansion, cross-sell across the Trystar portfolio and acquisitions, and penetration of priority markets.
- Sponsor priority pursuits, Win Room activity, and executive-level customer engagement.
- Lead, Develop, and Retain the Sales Organization
- Lead, coach, and develop Regional Sales Managers, Strategic and Key Account leaders, Channel leaders, Business Development resources, Territory sellers, and other sales roles within the approved organization.
- Create a high-performance culture grounded in accountability, customer focus, preparation, fact-based decisions, and continuous improvement.
- Establish clear expectations, individual development plans, succession depth, and performance-management rigor.
- Recruit, retain, and develop top sales talent while improving time to productivity.
- Own Forecasting, Funnel, and Sales Execution Discipline
- Own forecast accuracy and pipeline predictability as core organizational commitments.
- Lead weekly forecast reviews, opportunity inspections, priority pursuit reviews, and corrective-action follow-up.
- Establish and enforce qualification standards, stage criteria, pipeline coverage expectations, close-date integrity, and conversion targets.
- Ensure Salesforce data quality supports reliable forecasting, SIOP demand inputs, capacity decisions, and executive reporting.
- Use sales analytics to improve win rate, funnel velocity, resource allocation, and coaching.
- Grow Strategic Accounts, Wallet Share, and the Customer Base
- Ensure active account plans exist for priority accounts, with documented relationships, growth opportunities, risks, commercial terms, and action plans.
- Deliver measurable share-of-wallet expansion and cross-sell across Trystar offerings and acquired businesses.
- Drive new logo acquisition and customer diversification to reduce concentration risk.
- Lead executive relationship management and support major negotiations and customer escalations.
- Partner with the Proposal and Order Delivery team and Operations to improve retention, customer outcomes, and account-level profitability.
- Protect Margin Quality and Commercial Terms
- Be responsible for the margin profile of opportunities pursued and won by the sales organization, while recognizing shared cross-functional accountability for enterprise gross margin.
- Reinforce value-based selling, price realization, discount discipline, and escalation of margin exceptions.
- Ensure account MSAs and other commercial agreements are actively managed with Legal, Finance, and the Proposal and Order Delivery team to address margin gaps, inflation exposure, scope changes, payment terms, and other commercial risks.
- Ensure sellers understand the economic and operational consequences of deal structure, requested terms, lead-time commitments, and exceptions.
- Provide customer and market insight to support pricing governance and Margin MOS corrective actions.
- Operate the Sales Management System
- Lead the sales organization's responsibilities within Trystar's Commercial operating system and connected enterprise cadences.
- Maintain disciplined routines for forecast, opportunity funnel, strategic pursuits, account planning, win/loss, deal review, and monthly and quarterly performance reviews.
- Distinguish accountability from responsibility: the VP makes sales decisions and priorities, assigns responsible owners, and ensures actions are completed; partner functions retain accountability for the processes they own.
- Ensure routine execution runs through defined leaders, standards, data, and escalation paths.
- Drive Cross-Functional and Enterprise Alignment
- Partner closely with the General Manager, Strategic Growth and Innovation, the Proposal and Order Delivery team, Marketing, Engineering, Operations, Finance, Legal, and Sourcing.
- Align sales commitments with Trystar strategy and GTM.
- Provide market intelligence and Voice of Customer insights that influence investment, portfolio, roadmap, and capacity decisions.
- Support commercial integration of acquisitions through customer mapping, coverage decisions, cross-sell activation, common processes, and coordinated account ownership.
Qualifications: - Bachelor's degree in Business, Engineering, Marketing, or a related field.
- 15+ years of progressive sales or commercial leadership experience, including meaningful senior sales leadership responsibility.
- 10+ years leading multi-region, multi-channel, or multi-segment sales organizations with direct accountability for revenue and forecast performance.
- Proven record of revenue growth and improved margin quality in complex B2B environments.
- Demonstrated strength in forecasting, opportunity management, strategic accounts, performance management, and talent development.
- Ability to lead enterprise customer relationships and complex negotiations with strong executive presence.
- Experience in power and electrical infrastructure or adjacent markets.
- Experience scaling a commercial organization through growth, transformation, integration, or acquisition.
- Fluency with Salesforce and commercial analytics as management tools.
- Experience with engineered-to-order offerings, channel and representative models, strategic accounts, pricing governance, and contract-based selling.
