Seeking a talented and driven VMI Sales Leader to build and scale the Vendor-Managed Inventory (VMI) business unit within a leading industrial distributor. This role focuses on acquiring new customers, programs, and long-term contracts, with an emphasis on creating repeatable processes that drive sustained revenue growth.

The position requires deep experience in VMI sales, a strong technical understanding of fasteners and C-class components, and the ability to collaborate across departments to deliver customer value.

Responsibilities:

• Rapidly develop the VMI business unit through strategic customer acquisition and program deployment. Build and manage a qualified VMI sales pipeline and launch/expand large OEM VMI programs and stocking agreements.
• Create and refine a scalable sales and onboarding playbook for VMI customers. Define and implement a repeatable process for identifying, selling, and onboarding VMI accounts.
• Build and maintain a qualified pipeline aligned with the company’s growth and revenue goals.
• Lead end-to-end sales efforts for new VMI programs, from initial outreach through contract execution and onboarding.
• Qualify high-value prospects using clearly defined criteria aligned with business objectives.
• Develop tools, templates, and processes to standardize the sales and implementation cycle.
• Present and negotiate solutions with senior stakeholders, including supply chain and operations executives.
• Collaborate with marketing to develop VMI-specific messaging and outbound targeting strategies and coordinate closely with internal teams to ensure successful program delivery.
• Use data to forecast sales, manage the pipeline, and identify areas for improvement and maintain accurate reporting and documentation of all sales activities, forecasts, and customer interactions.

Requirements:

• 4-year degree in business, engineering, or related field preferred; equivalent education/experience will be considered.
• 5+ years of related experience with a demonstrated record of success in VMI and/or program sales and complex deal structure selling to manufacturing customers, particularly OEMs.
• Deep product knowledge of C-parts (electronic hardware, connectors, industrial components, fasteners, consumables, etc.) and how to effectively work with engineering, supply chain, and production teams to manage accuracy, inventory, and cost effectiveness.
• Skilled at strategic prospecting and lead qualification to focus on targets who fit the “Ideal Customer Profile” (ICP) and have the potential to yield high-value deals.
• Professional presence and ability to engage confidently with senior and executive leadership, framing total cost of ownership, and managing multi-stakeholder deals.
• Process builder who creates systems, tools, and workflows for repeatable success.
• Collaborative and able to work well with all functional areas to ensure customer commitments are delivered with excellence.
• Analytical thinker who uses data to quantify opportunities, forecast revenue, and identify bottlenecks. Comfortable running a pipeline review or building a business case.
• Clear, direct communicator, both verbal and written, able to tailor communication style to buyers, internal teams, and executives.
• Persistent and competitive hunter with aggressive drive.
• Open to 25% day travel and limited overnight travel.

Compensation and Benefits:

• Base Salary: $90,000-$100,000 plus generous commission structure with high earning potential
• Paid Time Off (PTO) and paid holidays 
• 401(k) with 3% company match
• Comprehensive health, dental, vision, and life and disability insurance