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Salary: USD 340,000 - 420,000 / annual
MISUMI Americas, a division of MISUMI Group, is a leading provider of standard, configurable, and custom manufacturing solutions. The company integrates a vast catalog of components with a digital manufacturing platform to serve engineers and procurement teams across the Americas.
You will lead the national territory field sales organization as Vice President, Territory Sales, reporting to the Chief Revenue Officer. This is a P&L-minded operator role with full ownership of territory revenue and mandate to sell the entire solution offering across Custom, Configurable, and Standard components.
Key responsibilities include:
**Revenue Ownership & Operating Rigor**
- Own the territory field sales revenue number, including forecast accuracy, pipeline coverage, and quota attainment across six director teams
- Install consistent operating cadence: territory reviews, account plans, pipeline inspection, and win/loss discipline
- Manage to a P&L mindset, balancing growth investment, seller productivity, and gross profit against plan
**Full-Solution, Value-Based Selling**
- Lead the shift from transactional, catalog-led selling to value-based, consultative selling across the field organization
- Drive adoption of MEDDPICC-based discovery and qualification framework
- Reorient territory coverage, account tiering, and time allocation toward expansion of the installed base
**Frontline Leadership Development**
- 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
**One Selling Organization & Coverage Partnership**
- Model and reinforce unified MISUMI Americas identity across legacy organizational lines
- Partner with VP, Emerging Accounts to extend coverage and coordinate account development
- Coordinate with enterprise organization on territory-to-named-account transitions through April 1, 2027 go-live
You will manage approximately 50 sellers across six frontline sales directors. The role requires approximately 50% annual travel, national, in-territory and field-facing, for director ride-alongs, key account visits, sales kickoff, quarterly business reviews, and integration milestones.
**Requirements**
Required:
- Has led a multi-region B2B field sales organization with full revenue ownership and 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
Strongly Preferred:
- 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
Leadership Character:
- 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
