Position Summary
The Vice President, Major Accounts/Vice President Sales is a senior sales leader responsible for driving revenue growth through the acquisition of new national accounts and the expansion of existing major and strategic customer relationships. Reporting to the Chief Revenue Officer, this role will lead the strategy and execution of Smart Care Solutions’ enterprise and national account sales initiatives, with direct accountability for developing new business, increasing share of wallet within existing customers, and securing long-term strategic partnerships.
This leader will identify, pursue, and close high-value commercial opportunities with large, multi-location organizations, including quick-service restaurants (QSR), full-service restaurants (FSR), and other customers with significant commercial foodservice equipment service needs. The role will develop executive-level customer relationships, lead complex sales pursuits and negotiations, and collaborate with operations and other internal stakeholders to deliver scalable, profitable service solutions.
As a key member of the commercial organization, the Vice President, Major Accounts will partner closely with the Chief Revenue Officer to execute growth priorities, strengthen Smart Care Solutions’ national market position, and deliver measurable results in revenue, account expansion, new customer acquisition, and profitability.
Key Responsibilities
Sales Strategy and Revenue Growth
- Partner with the Chief Revenue Officer to develop and execute strategies for acquiring new national accounts and expanding existing major customer relationships.
- Translate commercial growth objectives into actionable sales plans, account strategies, and measurable performance targets.
- Own the major and national account sales pipeline, ensuring a consistent flow of qualified opportunities and disciplined execution from prospecting through contract close.
- Identify new markets, customer segments, and strategic opportunities that align with Smart Care Solutions’ capabilities and growth priorities.
- Develop strategies to increase revenue, service penetration, contract value, and profitability across targeted accounts.
- Provide the CRO with regular updates on sales performance, pipeline health, forecasted revenue, competitive activity, and progress against growth objectives.
National Account Acquisition and Business Development
- Lead the pursuit and acquisition of high-value national and enterprise customers, with a focus on large, multi-location restaurant groups, QSR and FSR brands, franchise organizations, and other strategic commercial customers.
- Develop and execute targeted prospecting strategies to engage senior decision-makers and build relationships with prospective national accounts.
- Personally lead complex sales opportunities, including discovery, solution development, presentations, proposals, commercial negotiations, and contract execution.
- Build a sustainable pipeline of strategic opportunities through executive networking, industry relationships, referrals, market intelligence, and proactive business development.
- Position Smart Care Solutions as a preferred service partner by demonstrating the value of its service capabilities, geographic reach, technical expertise, and ability to support customers across multiple locations.
- Establish and maintain relationships with senior executives, procurement leaders, facilities executives, and operations decision-makers at targeted organizations.
Major Account Expansion and Strategic Growth
- Drive incremental revenue within existing major accounts by expanding service agreements, increasing service penetration, and securing business across additional locations, regions, brands, and business units.
- Develop strategic growth plans for key accounts, identifying opportunities to increase customer value, strengthen relationships, and capture additional business.
- Lead executive-level business reviews focused on account performance, customer priorities, service opportunities, and future growth.
- Identify opportunities to expand the scope of existing agreements and develop broader, long-term commercial partnerships.
- Partner with internal stakeholders to address customer needs, resolve escalated commercial issues, and protect account retention and profitability.
Commercial Negotiations and Account Economics
- Lead complex national account negotiations, including pricing, contract terms, service-level commitments, and multi-location agreements.
- Develop commercially sound proposals that balance customer requirements, competitive positioning, service delivery capabilities, and profitability.
- Partner with finance and operations to evaluate deal economics, pricing assumptions, implementation requirements, and financial risks before committing to significant customer agreements.
- Ensure national account opportunities meet established financial and commercial objectives.
- Maintain executive-level relationships throughout the sales process and serve as a senior commercial representative for Smart Care Solutions.
Cross-Functional Execution
- Partner with operations, regional leadership, service delivery, finance, and other internal teams to develop solutions that can be executed consistently across the required geographic footprint.
- Align customer commitments with operational capabilities, technician capacity, service coverage, and implementation requirements.
- Coordinate internal resources to support national account onboarding, service expansion, and successful execution of customer agreements.
- Provide customer and market insights to the CRO and broader leadership team to inform commercial planning and business development priorities.
Sales Performance and Accountability
- Establish and monitor key performance indicators for new account acquisition, revenue growth, existing account expansion, pipeline development, sales conversion, and profitability.
- Maintain accurate sales forecasts and communicate risks, opportunities, and expected results to the CRO.
- Evaluate performance against established objectives and implement strategies to address gaps in pipeline coverage, conversion, or account growth.
- Develop scalable sales processes and best practices for national account prospecting, strategic selling, negotiation, and account expansion.
- Deliver measurable results against agreed-upon commercial objectives and contribute to Smart Care Solutions’ overall revenue growth strategy.
Qualifications
- Bachelor’s degree in Business, Sales, Marketing, or a related field preferred; equivalent experience will be considered.
- 10+ years of progressive sales experience, including leadership responsibility for major accounts, enterprise sales, national account acquisition, or strategic business development.
- Demonstrated success personally winning large, complex accounts and generating meaningful revenue growth.
- Proven ability to expand existing customer relationships while consistently developing new business opportunities.
- Experience selling business-to-business services, service agreements, facilities services, commercial equipment services, or other solutions to large enterprise customers strongly preferred.
- Experience serving multi-location customers in the restaurant, foodservice, hospitality, facilities management, commercial equipment, or field service industries is advantageous.
- Demonstrated ability to build relationships with C-suite executives and senior decision-makers and lead complex commercial negotiations.
- Strong financial and commercial acumen, including pricing strategy, contract profitability, forecasting, and pipeline management.
- Experience collaborating with operations and other cross-functional teams to develop and execute commercially viable customer solutions.
- Strong executive communication, strategic planning, negotiation, and relationship-building skills.
- Willingness to travel as required to support customer development, executive relationships, and national account growth.
Leadership Competencies
- Strategic Sales Leadership: Converts commercial objectives into focused sales strategies and measurable business results.
- Hunter Mentality: Proactively identifies, pursues, and closes high-value new business opportunities.
- Enterprise Account Growth: Expands strategic relationships, increases service penetration, and grows long-term account value.
- Executive Influence: Establishes credibility with senior customer leaders and internal executives.
- Commercial Acumen: Balances revenue growth, pricing, customer value, and profitability.
- Cross-Functional Leadership: Aligns internal teams to deliver customer commitments and profitable growth.
- Accountability and Execution: Maintains disciplined pipeline management, forecasting, and consistent delivery against targets.
Measures of Success
- Revenue generated from newly acquired national and strategic accounts.
- Revenue growth and increased service penetration within existing major accounts.
- Growth in qualified national account pipeline and conversion of opportunities into executed agreements.
- Contract profitability and contribution to overall commercial objectives.
- Expansion of Smart Care Solutions’ relationships with large, multi-location customers.
- Strength of executive-level customer relationships and long-term account retention.
- Accuracy of sales forecasting and consistent achievement of agreed-upon growth targets.
