Vice President of Sales

Herndon, VA, US

Job purpose


The individual will lead Beacon’s Sales transformation initiatives to support profitable above market organic sales and volume growth. The leader has direct responsibility for Beacon’s National Accounts, Sales Enablement, Sales Operations and Customer Call Center teams. In addition, the leader plays a pivotal role in unifying and leading the Divisional sales teams through key initiatives such as annual strategic planning, customer experience transformation, sales systems development and rollout, CRM, and related technology implementations. The individual develops and maintains relationships with leading National Accounts customers and prospects. The leader will also be involved in supporting new category and product launches, digital commerce initiatives and promoting Beacon’s private label brand. Success in the role will be achieved in part through effective communication and coordination with the C-suite, Division Presidents, Functional VPs, and Field Sales and Operations leadership.


Duties and responsibilities


  • Develop and implement transformation agenda for Beacon sales, working in partnership with Divisional Sales VPs
  • Lead annual strategic planning process for Sales functions across the company
  • Represent Sales functions in key corporate initiatives including customer experience transformation and long-term strategic planning
  • Design and rollout out Beacon Selling Systems
  • Lead company efforts around Beacon’s CRM and related technologies
  • Develop the sales strategy for National Accounts sales teams to drive profitable growth in support of the company’s overall strategy and objectives; ensure sales efforts are well integrated with local market teams to support customer success
  • Review and optimize the activity levels of the divisional sales teams to ensure the proper frequency of customer touch points, coaching, and planning are taking place
  • Support the execution of line of business expansions, new product launches, and the rollout new technology platforms
  • Leverage market research and field intelligence to gain insights and assess impact of competitive offerings and vendor developments; recommend strategic and tactical changes in overall business direction as appropriate
  • Organize and drive outreach efforts with networking organizations such as home building, facility management, and property owner organizations
  • Review and communicate weekly, monthly, quarterly, and annual sales and gross margin metrics to highlight successful strategies and identifying areas of opportunity
  • Drive sales enablement by arming sales representatives with the tools they need and instilling winning sales behaviors
  • Lead the development and advancement of sales training materials and platforms to ensure the continued enhancement of the company’s selling effectiveness
  • Leads development of effective compensation plans that drive goal attainment




  • Bachelor’s degree or higher required. Minor or advanced degree in business preferred
  • 15+ years’ experience in a high-performance sales organization in sales or enablement
  • Relies on extensive experience and judgment to plan and accomplish goals
  • Extensive knowledge of modern sales methodologies and sales processes
  • Strong strategic, conceptual, analytical thinking, decision-making, and negotiating skills
  • Proficient skill with Personal Computer Microsoft applications (Word, Excel, Outlook, and PowerPoint)
  • Professional written and verbal communication skills
  • Comprehensive knowledge of business acumen, financial concepts, and procedures


Working conditions


  • Travel requirements as needed for business purposes ~ 50%
  • Work assignments may be completed remotely and/or available company offices/branches within respective markets


Physical requirements


  • Prolonged periods sitting at a desk and working on a computer and/or keyboard
  • Heavy methods of verbal and auditory communication via phone, virtual calls, and/or email

“Our goal at Beacon is to cultivate an environment where all ideas are welcomed, and all our people feel empowered.”

Nearest Major Market: Washington DC