VP, Sales and Marketing at Carolina Handling in Cincinnati, OH

Job description

• VP, Sales & Marketing
• Raymond Storage Concepts is a leading provider of customized material handling solutions, dedicated to warehouse and fleet optimization. We provide a wide range of innovative solutions that drive effectiveness for our customers through the optimization of people, processes and facilities. We are an authorized sales and service center for the Raymond Corporation, a member of the Toyota Industries family of companies, and leading global provider of best-in-class material handling products and intralogistics solutions. Headquarters in Cincinnati, we service our clients throughout Ohio, Kentucky, Southeast Indiana and West Virginia through a network of regional locations, including Columbus and Louisville.
• For additional information on Raymond Storage Concepts, please visit www.raymondsci.com.
• Reporting to the President, the VP of Sales & Marketing is an executive leader responsible for driving profitable revenue growth, increasing market share, strengthening customer relationships, and building a high-performing sales organization. This executive leader oversees New Equipment Sales, Aftermarket Sales, Dock & Door Sales, Inside Sales Support, Business Intelligence, and Marketing, while establishing the strategy, processes, performance expectations, and leadership necessary to achieve both short- and long-term business objectives. The role serves as a key member of the Executive Leadership Team and represents RSC with customers, The Raymond Corporation, dealer partners, suppliers, and industry organizations. The role will be required to travel regionally 20-30% of the time.

Responsibilities

• Sales Strategy & Profitable Growth
• Develop and execute sales strategies that drive revenue, profitability, market share, and customer growth.
• Align sales resources, territories, and account plans with market opportunities and business priorities.
• Drive new business development while expanding existing customer relationships.
• Align sales resources with market opportunities, customer potential, and organizational priorities.
• Lead new product initiatives and sales strategies that support long-term growth.
• Sales Leadership & Organizational Performance
• Provide leadership, direction, and accountability for the sales organization.
• Recruit, develop, and retain high-performing sales leaders and team members.
• Establish clear goals, performance standards, and operating rhythms that promote accountability and execution.
• Build organizational capability and succession strength for future growth.
• Create a culture of ownership, collaboration, continuous improvement, and accountability.
• Forecasting & Business Intelligence
• Own the sales forecasting process and ensure accurate pipeline visibility and performance reporting.
• Establish and monitor key performance indicators related to revenue, bookings, pipeline health, market share, and customer growth.
• Leverage business intelligence and market insights to identify opportunities, risks, and strategic priorities.
• Partner with Finance to align forecasts, revenue expectations, profitability objectives, and annual business plans.
• Regularly communicate performance, trends, opportunities, and risks to the President and Executive Leadership Team.
• Customer & Market Leadership
• Promote a customer-focused, consultative sales approach throughout the organization.
• Maintain executive relationships with key customers and participate in strategic business reviews and negotiations.
• Monitor industry trends, market conditions, and competitive activity to inform business strategy.
• Represent RSC within the Raymond dealer network and the broader material handling industry.
• Marketing Leadership
• Provide strategic direction and oversight for Marketing, ensuring alignment with business objectives and sales priorities.
• Support brand positioning, digital marketing, lead generation, customer communications, events, and sales enablement.
• Measure marketing effectiveness and ensure investments support growth objectives.
• Executive & Cross-Functional Leadership
• Promote enterprise thinking and collaboration, balancing functional priorities with what is best for RSC as a whole.
• Collaborate with and build strong relationships with Operations, Service, Rental, Parts, Finance, and People Operations to ensure alignment and customer success.
• Translate enterprise strategy into clear priorities and actions.
• Champion accountability, collaboration and continuous improvement.
• Drive organizational culture and framework.

Requirements

• Bachelor's degree in Business, Sales, Marketing, Management, or a related field, or an equivalent combination of education and relevant experience.
• 10+ years of industrial, commercial or business sales leadership experience.
• Demonstrated experience leading and developing sales teams, managers, and/or geographically dispersed organizations.
• Demonstrated experience developing new business and expanding existing customer relationships.
• Demonstrated track record of achieving revenue, profitability, market share, and customer growth objectives.
• Demonstrated accountability for understanding financial results and utilizing financial statements to support strategic decision-making.
• Successful P&L Management Experience in and responsibility for Financial Statement management
• Executive & Strategic Leadership
• Strong executive presence, judgment, and ability to influence at all levels.
• Strategic thinker who maintains a big-picture perspective while driving execution.
• Strong business and financial acumen.
• Ability to lead through growth, change, ambiguity, and evolving market conditions.
• Demonstrated ability to lead through other leaders and hold teams accountable.
• Sales & Business Acumen
• Proven ability to build, develop, and lead high-performing sales organizations.
• Strong understanding of consultative selling, territory development, account management, new business development, and customer retention.
• Strong forecasting, pipeline management, negotiation, and customer relationship skills.
• Ability to establish meaningful performance metrics and use data to improve results.
• Ability to understand customer needs and position RSC as a trusted business partner.
• Execution & Analytical Thinking
• Strong analytical and problem-solving skills with the ability to translate information into action.
• Results-oriented with a high degree of ownership, urgency, and follow-through.
• Ability to manage multiple priorities and make sound decisions in complex conditions.
• Willingness to challenge the status quo and implement better approaches when needed.
• Ability to balance commercial opportunity with operational capability, financial discipline, and long-term priorities.
• Communication & Collaboration
• Exceptional interpersonal, written, verbal, and presentation skills.
• Strong cross-functional collaboration, negotiation, and influencing skills.
• Ability to build credibility and trust with associates, customers, manufacturers, suppliers, and industry partners.
• Ability to engage in productive challenges while supporting organizational decisions and shared outcomes.
• Technology & Business Systems
• Strong proficiency with Microsoft Office applications, including Excel, Word, PowerPoint, Teams and Outlook.
• Ability to effectively utilize CRM, sales reporting, forecasting, and business intelligence tools.
• Proven sales leadership experience within a dealership environment; material handling, industrial equipment, B2B distribution, or a similarly complex environment may also be considered.
• Strong experience with sales forecasting, budgeting, pipeline management, performance reporting, and business planning.
• Demonstrated ability to operate effectively within a complex, cross-functional organization and contribute to executive-level decision-making.

Skills

Required

• Executive & Strategic Leadership
• Strong business and financial acumen.
• Sales & Business Acumen
• Execution & Analytical Thinking
• Communication & Collaboration
• Technology & Business Systems

Benefits

• Base salary plus executive level bonus structure
• Competitive benefit package including medical, dental, vision, life & disability
• Company Paid Short-term disability insurance
• 401k retirement plan with company match
• Employee Discount Program
• Volunteer Time Off
• Paid Time Off
• Referral Bonus
• Fun, competitive & team-oriented company culture