Note: The job is a remote job and is open to candidates in USA. MISUMI Americas, a division of MISUMI Group, provides standard, configurable, and custom manufacturing solutions through a comprehensive component catalog and digital manufacturing platform. The Vice President, Territory Sales leads the national territory field sales organization, owns the territory revenue plan, and drives full-solution, value-based selling. The role also focuses on developing frontline sales leaders, strengthening operating rigor, and coordinating territory coverage across organizational lines.
Responsibilities
- Own the territory field sales revenue number — forecast accuracy, pipeline coverage, and quota attainment across all six director teams
- Install a consistent operating cadence: territory reviews, account plans, pipeline inspection, and win/loss discipline
- Manage to a P&L mindset — balance growth investment, seller productivity, and gross profit against the plan
- Lead the shift from transactional, catalog-led selling to value-based, consultative selling across the full field organization
- Drive the team to sell the entire solution offering — Custom, Configurable, and Standard components — rather than defaulting to the historical standard-catalog motion
- Drive adoption of the MEDDPICC-based discovery and qualification framework in partnership with VP, Sales Acceleration
- Reorient territory coverage, account tiering, and time allocation toward expansion of the installed base
- Lead and develop six frontline sales directors through coaching standards, talent upgrades, and clear performance management
- Own hiring to plan for the field organization within the November 30, 2026 leadership hiring milestone and beyond
- Build a repeatable talent engine that develops the company's next generation of sales leaders
- Model and reinforce the unified MISUMI Americas identity — one team, one customer experience — across legacy organizational lines
- Partner with VP, Emerging Accounts to extend coverage across the territory and coordinate account development and hand-offs
- Coordinate with the enterprise organization on territory-to-named-account transitions, carrying the integration standard through the April 1, 2027 go-live and beyond
Skills
- Has led a multi-region B2B field sales organization with full revenue ownership — with a demonstrated record of growing the book, not maintaining it
- Proven multi-layer leadership: has led leaders of leaders (sales directors and their seller teams), not just individual contributors
- Has operated through significant organizational scaling or transformation, and can speak concretely to what had to change in coverage, management discipline, and selling motion
- Direct experience shifting a transactional or catalog-driven sales motion toward consultative, full-solution, value-based selling, with specific measurable outcomes
- Operating rigor: CRM discipline, pipeline analytics, territory design, and structured qualification methodologies (MEDDPICC or equivalent)
- Change leadership under integration conditions — able to unify teams across legacy organizational lines
- High say:do ratio — moves fast, holds commitments, and builds organizations that operate the same way
- A sales manager's sales manager — energized by developing frontline leaders and being in the field, not managing from the tower
- Direct, honest, and accountable; communicates with clarity and takes challenges well
- Ability to travel approximately 50% annually, national, in-territory and field-facing, for director ride-alongs, key account visits, sales kickoff (SKO), quarterly business reviews (QBRs), and integration milestones
- Standard office and home-office work environment with extensive computer, phone, and video-conference use
- Ability to travel by air and drive within assigned territory, including navigating customer plant floors and manufacturing environments during field visits
- 15+ years of B2B sales leadership in industrial manufacturing, factory automation components, industrial distribution, or adjacent technical product sectors
- Has personally led a book of business of $250M or more
- Career experience inside a company that scaled through and beyond $1B in revenue
- Has led a field sales organization of comparable scale — roughly 50 sellers across multiple frontline management layers
- Experience selling a multi-product solution (custom, configurable, and standard, or equivalent breadth) rather than a single-line catalog
- Deep fluency in the catalog motion, the MRO and plant-floor buyer, and the specific behaviors being transformed
- Experience applying AI tools to seller productivity, territory planning, or account prioritization
Benefits
- Competitive medical, dental, and vision insurance
- 401K plan
- Parental leave programs
- Paid volunteer days
Company Overview
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