Executive Vice President of Sales [915]

TCI Transportation; Phoenix (AZ); Hybrid; USD 300,000 - 400,000; Full time

Job summary

TCI Transportation is seeking an Executive Vice President of Sales to lead the enterprise revenue strategy and commercial execution across a national, multi-division organization. The role requires building strong sales leaders, accountability, and disciplined forecasting.

You will align Sales, Operations, Finance, and Marketing to drive pipeline quality, pricing discipline, and CRM adoption, while developing a scalable sales model and delivering measurable revenue growth.

Qualifications

• Leading large sales teams with distributed territories and multiple levels of management.
• Advanced pipeline management and revenue forecast accuracy.
• Experience implementing CRM systems and driving CRM adoption.

Responsibilities

• Own revenue strategy and performance; develop corporate sales plan and detailed forecasts by segment.
• Lead and develop the sales organization with coaching, performance standards, and reviews.
• Build a scalable sales model across business development, account executives, account management, and leadership.
• Strengthen forecasting and CRM discipline with pipeline reviews and accurate records.
• Protect profitability through Deal Desk, pricing thresholds, margin requirements, and approvals.
• Align Sales, Operations, Finance, and Marketing to remove barriers and coordinate strategy.
• Direct market development and enablement with target-account strategies and disciplined expansion.
• Ensure onboarding and sales playbooks translate strategy into execution.

Skills

Leading large sales teams

Revenue forecasting

Pipeline management

Revenue operations systems

Structured sales methodologies

Quarter-over-quarter growth

CRM systems

Data reporting practices

Margin & pricing strategy

Coaching senior sales leaders

Negotiation

Communication skills

Analytical skills

Organizational skills

Job description

Executive Vice President of Sales

TCI Transportation

The Opportunity

Annual Base Salary: $200,000 + Performance Incentives Projected Annual On-Target Earnings: $300,000–$400,000 Work Arrangement: Hybrid | Full-Time

TCI Transportation is seeking an Executive Vice President of Sales to lead enterprise-wide revenue strategy and commercial execution. This executive will be accountable for profitable growth, sales organization performance, forecasting accuracy, pricing discipline, and the processes that turn commercial opportunities into consistent results.

This is a senior leadership role for an executive who combines strategic judgment with operational discipline. The mandate is to develop strong sales leaders, establish clear accountability, strengthen pipeline quality, and deliver measurable improvements in revenue and profitability across a national, multi-division sales organization.

Leadership Scope

The Executive Vice President of Sales will have four direct reports :

• VP of Dedicated Sales
• VP of Brokerage Sales
• VP of Leasing & Rental Sales
• Commercial Used Truck Sales Manager

Working closely with executive leadership, Operations, Finance, and Marketing, this leader will align commercial strategy with the company’s operational capabilities, financial objectives, and customer commitments.

Key Responsibilities

• Own revenue strategy and performance. Develop and execute the corporate sales plan, establish divisional revenue objectives, and maintain detailed forecasts by business segment, region, and sales stage. Drive accountability for pipeline coverage, win rates, deal size, and renewals.
• Lead and develop the sales organization. Set clear expectations for sales executives, managers, and individual contributors. Establish role-specific performance standards, structured coaching, quarterly reviews, and timely action to address underperformance.
• Build a disciplined, scalable sales model. Define responsibilities across business development, account executives, account management, and divisional leadership. Reinforce consistent prospecting, sales processes, and leadership accountability.
• Strengthen forecasting and CRM discipline. Lead structured pipeline reviews and ensure CRM records are accurate, complete, and actively used to evaluate opportunities, identify risks, and support forecast commitments.
• Protect profitability through commercial controls. Develop and manage the Deal Desk, enforcing pricing thresholds, margin requirements, and executive approval processes. Ensure sales growth is supported by sound deal economics.
• Align Sales, Operations, Finance, and Marketing. Remove execution barriers, improve revenue operations workflows, strengthen customer retention, and ensure each business unit has a clear value proposition and coordinated sales strategy.
• Direct market development and sales enablement. Establish target-account strategies, use competitive intelligence to refine positioning and pricing, and guide disciplined market expansion. Ensure onboarding, training, and sales playbooks translate strategy into consistent execution.

Qualifications

• A demonstrated record of leading sales organizations of 20 or more people, including multiple management levels and geographically distributed territories.
• Strong command of revenue forecasting, advanced pipeline management, revenue operations systems, and structured sales methodologies.
• Proven ability to deliver consistent quarter-over-quarter growth while improving sales productivity and maintaining clear performance standards.
• Experience implementing CRM systems, driving adoption, and establishing reliable data and reporting practices.
• Financial fluency and direct experience partnering with CFOs and COOs on margin performance, pricing, and deal strategy.
• The ability to coach senior sales leaders, make sound talent decisions, and address performance gaps directly and constructively.
• Excellent negotiation, communication, analytical, and organizational skills, with the judgment to lead effectively in a demanding environment.

The position requires a valid driver’s license and the ability to travel for customer meetings and sales presentations.

What Success Looks Like

Success will be measured through divisional revenue growth, qualified pipeline coverage, close rates, renewals, net revenue retention, gross margin performance, CRM data integrity, and sales productivity —not activity alone.

Within the first year, the expectation is a clearly defined sales organization with accountable leadership, consistent operating standards, and CRM adoption exceeding 90%, supported by accurate weekly reporting. The organization should have sufficient pipeline to support quarterly growth, consistent pricing and contract discipline, and forecasts within 10% variance quarter over quarter .

About TCI Transportation

Founded in 1978 , TCI Transportation is a family-owned transportation company serving customers across the United States. Our services include dedicated transportation, freight brokerage, truck leasing and rental, fleet maintenance, commercial truck sales, and workforce solutions.

Our business is built on long-term customer relationships, operational accountability, and the people who deliver dependable service every day. This position offers the opportunity to shape commercial strategy across multiple businesses while developing the leadership, systems, and execution standards that support sustained growth.

Since 1978, TCI Transportation has been dedicated to serving our clients in the only way we know how — with integrity, passion, and ingenuity. We’ve spent the past 4 decades expanding our locations from coast to coast and have been aggressively adding new services for our clients to help them grow their businesses as effectively and efficiently as possible. Our story has a long history, and yet we have only just begun.