Vice President of Sales (Chandler)

About Capital Pump & Equipment

Capital Pump & Equipment (CPE) is a rapidly growing, private equity-backed leader in the fluid-handling industry. CPE provides innovative pump and fluid-management solutions across industrial, municipal, construction, infrastructure, mining, energy, and environmental applications. With an unwavering focus on service, safety, reliability, and technical expertise, CPE partners with customers to solve complex challenges and deliver operational excellence.

Position Overview

Reporting directly to the CEO and working closely with the President and senior leadership team, the Vice President of Sales will lead CPE's commercial growth strategy, sales organization, market development, and revenue execution across the company's geographic footprint and key vertical markets.

This executive will translate CPE's growth objectives into a disciplined, scalable commercial strategy that expands revenue, gross profit, profitability, and market share. The role will help position CPE to scale toward $150-$200 million in revenue while building the capabilities required to support a longer-term path to $400-$500 million through organic growth, geographic expansion, and acquisitions.

The Vice President of Sales will lead Marketing efforts and Regional Sales Managers and the broader outside and inside sales organization, while advancing strategic accounts and vertical-market development. Success requires a visible, hands-on leader who creates a culture of customer relationships, accountability, technical expertise, pipeline visibility, operational alignment, and disciplined execution.

Key Responsibilities

Commercial Strategy & Profitable Growth

•Develop and execute CPE's annual and long-term commercial strategy, aligned with revenue, EBITDA, gross-margin, profitability, and market-share objectives.

•Build a five-year commercial roadmap and translate enterprise growth priorities into clear regional, branch, vertical-market, and individual sales plans.

•Protect and expand CPE's core rental business while accelerating growth in specialty, project-driven, and adjacent markets, including flushing and filtration.

•Identify and pursue opportunities across new customers, geographies, branches, service offerings, and strategic partnerships.

•Maintain clear visibility into sales performance, backlog, pipeline, market trends, customer concentration, competitive dynamics, and emerging opportunities.

Sales Leadership & Organizational Development

•Lead, coach, develop, and hold accountable Regional Sales Managers and the broader sales organization, including Outside Sales Representatives, Inside Sales Representatives, strategic-account resources, and vertical-market leaders.

•Establish clear roles, coverage models, goals, performance standards, and accountability across regions and markets.

•Build a repeatable sales methodology and coach the organization in prospecting, consultative and value-based selling, opportunity management, negotiation, and closing.

•Recruit, develop, and retain high-performing sales talent while establishing succession plans and career paths for future leaders.

•Create consistent coaching, training, performance-management, and sales-development practices across the organization.

•Foster a hungry, selfless, team-first culture centered on customer relationships, technical competence, accountability, collaboration, and continuous improvement.

Pipeline, Forecasting, CRM & Performance Management

•Own sales forecasting, annual budgeting, performance reporting, and KPI development, using data to identify growth opportunities and take corrective action when performance falls short.

•Establish Salesforce as the primary platform for customer activity, opportunity management, pipeline visibility, and forecasting; drive adoption, data quality, and accountability.

•Implement disciplined 30/60/90-day forecasting and maintain visibility into longer-term opportunities needed for strategic and fleet planning.

•Establish pipeline-coverage and opportunity-stage expectations and lead regular pipeline, forecast, strategic-account, vertical-market, and quarterly business reviews.

•Use CRM and financial data to identify stalled opportunities, customer-coverage gaps, market trends, forecast risk, and future demand.

Sales & Operations Alignment

•Build strong communication and planning processes across Sales, Inside Sales, Branch Operations, Projects, Fleet, Finance, and Executive Leadership.

•Establish clear sales-to-operations handoffs and ensure project information is complete, accurate, and communicated early enough to plan equipment, labor, transportation, subcontractors, HDPE, accessories, and specialty resources.

•Partner with Operations leadership to evaluate upcoming workload, branch capacity, resource constraints, and execution risk.

•Reinforce a one-CPE mindset and the principle that a sale is not complete until the company successfully executes for the customer.

Fleet Demand & Capital Planning

•Translate pipeline, customer, and market intelligence into near- and long-term equipment demand.

•Partner with Operations, Fleet, Finance, and Executive Leadership on annual and long-range fleet and capital planning.

•Evaluate revenue potential, utilization, timing, probability, and return on investment for fleet requests, distinguishing core requirements from specialty or project-driven investments.

•Provide sound commercial justification for significant fleet and capital expenditures tied to customers, projects, markets, and geographic expansion.

Vertical Markets & Strategic Accounts

•Build specialized market expertise in strategic verticals such as sewer bypass and municipal infrastructure; mining and quarry; data centers and fixed facilities; flush and filtration; industrial and energy; construction and infrastructure; and specialty pumping applications.

•Identify and develop vertical-market leaders who can serve as market makers and technical resources, supporting local sales teams in winning complex work.

•Create strategic account plans for major contractors, municipalities, industrial customers, engineering firms, utilities, mining organizations, and national or regional accounts.

•Develop executive-level relationships, increase customer retention and share of wallet, and coordinate opportunities spanning multiple branches or markets.

•Engage engineering firms, general contractors, owners, procurement leaders, and other project influencers before rental requirements are released; participate directly in major pursuits and negotiations when appropriate.

Pricing, Margin & Commercial Discipline

•Drive profitable growth by establishing pricing discipline, appropriate approval processes, and consistent focus on gross margin and project economics.

•Monitor performance by revenue, gross margin, customer, salesperson, branch, region, and vertical market.

•Partner with Finance and Operations to understand project profitability and improve rental rates, labor and transportation recovery, re-rent management, and overall returns.

•Coach sales professionals to articulate value, protect margin, and balance customer needs with operational and financial requirements.

M&A, Marketing & Enterprise Leadership

•Partner with executive leadership to identify acquisition-led growth opportunities and lead the commercial integration of acquired sales teams, talent, territories, customers, processes, and go-to-market approaches.

•Collaborate with Marketing and Operations on brand awareness, lead generation, customer experience, trade shows, and enterprise growth initiatives.

•Serve as the primary commercial voice on CPE's leadership team and bring customer and market intelligence into company-level decision-making.

•Present performance, pipeline, strategic opportunities, customer risks, market trends, and growth initiatives to executive leadership and the Board, as required.

•Participate in annual budgeting, strategic planning, geographic expansion, fleet investment, acquisition integration, and organizational planning.

Experience & Qualifications

•10+ years of progressive sales and commercial leadership experience, including responsibility for a multi-location, regional, or national sales organization.

•Strong preference for experience in pump rental, equipment rental, fluid handling, industrial services, equipment distribution, specialty contracting, construction, infrastructure, utilities, mining, or a related industry.

•Demonstrated success building and scaling sales teams, processes, and commercial infrastructure within a business of comparable or greater size; experience supporting growth to $150-$200 million and beyond is strongly preferred.

•Proven ability to lead complex, project-based, relationship-driven sales and develop strategic accounts and executive-level customer relationships.

•Demonstrated command of sales budgeting, forecasting, KPI development, CRM adoption, pipeline management, pricing, margin, utilization, and return on investment.

•Experience supporting mergers and acquisitions and integrating sales teams, territories, customer relationships, processes, and go-to-market strategies is highly desirable. <]]> <