Territory Manager-Annapolis

As Vice President Business Development, you will partner with the Chief Commercial Officer to drive the growth strategy and lead the next evolution of sales capability development by strengthening prospecting effectiveness, sales skills, and business development best practices across the U.S. hunter team.

We are seeking: Someone who has had success in developing and executing both the organic and inorganic sales strategy leading to portfolio expansion and sales growth. Someone with experience in strategic planning, competitive intelligence, M&A, and developing integrated customer roadmaps which lead to the development of new business.

This person must be a proven commercial leader who excels in selling, leading, and building successful sales teams. We are seeking an experienced sales leader who is adept in establishing organizational sales structures to maximize talent and growth targets as well as establishing a regular cadence of reporting and key metrics.

• Leading and developing the U.S. Business Development ("hunter") organization, creating a culture of accountability, discipline, and high-performance focused on new customer acquisition and revenue growth
• Driving the next evolution of sales capability development by strengthening prospecting effectiveness, sales skills, and business development best practices across the U.S. hunter team
• Establishing a disciplined prospecting cadence, pipeline management process, and activity rigor to ensure sustainable opportunity creation and long-term revenue growth
• Holding business development team members accountable for achieving established performance objectives, including quota attainment, opportunities created, qualified pipeline generation, and proposal submissions
• Ensuring consistent adoption and compliance with company sales methodology, CRM standards, forecasting processes, and reporting requirements in partnership with Sales Operations
• Partnering with Sales Operations to establish pricing strategies, commercial policies, and deal governance that support profitable growth and competitive positioning
• Collaborating with Sales Operations to enhance and refine the sales process for new retrofitted brownfield opportunities and complex customer solutions
• Serving as a player-coach leader by actively participating in customer meetings, executive presentations, strategic account planning, and the pursuit of mid-sized and large-scale commercial opportunities
• Building and maintaining executive-level relationships with prospective and existing customers while providing guidance and support throughout complex sales cycles and contract negotiations
• Working closely with Marketing to improve sales collateral, value propositions, customer-facing content, and go-to-market materials that support new customer acquisition efforts
• Partnering with Marketing to develop and execute digital marketing strategies designed to generate demand and increase brand awareness within targeted growth verticals beyond the semiconductor industry
• Drive the X-Selling initiative for the U.S. Business Development team, embedding cross-sell objectives into prospecting, opportunity management, and account planning activities to accelerate growth across the company’s full suite of services
• Developing and tracking key performance indicators, sales productivity metrics, pipeline health measures, and growth forecasts to ensure data-driven decision making and execution excellence
• Delivering executive-level reporting, recommendations, and strategic insights to senior leadership regarding market conditions, pipeline performance, diversification initiatives, and growth opportunities
• Fostering strong cross-functional collaboration among Sales, Marketing, Sales Operations, Operations, and Customer Success teams to ensure successful customer acquisition, onboarding, and long-term retention

Requirements:

• Bachelor's degree required; MBA or advanced business degree preferred.
• Minimum 10+ years of progressive sales, business development, or commercial leadership experience, with at least 5 years leading high-performing business development team(s)
• Extensive experience in selling warehousing solutions and closing warehousing contracts
• Demonstrated experience developing and executing growth strategies that resulted in significant revenue expansion, customer acquisition, and market diversification
• Experience leading hunter-focused sales organizations within logistics, supply chain, chemical management, industrial services, manufacturing, technology, or related B2B industries
• Proven success entering new markets and expanding commercial presence across multiple industry verticals
• Experience managing complex, multi-million-dollar sales opportunities and enterprise-level customer relationships
• Advanced proficiency in Salesforce CRM, Microsoft Office Suite (Excel, PowerPoint, Word), sales forecasting and pipeline management tools, business intelligence and analytics platforms, and supply chain/logistics technology solutions
• Demonstrated ability to leverage data and technology to drive revenue growth, customer acquisition, and strategic decision-making
• Travel up to 50% of the time as needed for business