VP Sales Management – Retail

Role Overview

• Build, mentor, and lead a high‑performing retail sales team; drive a culture of accountability and continuous improvement
• Lead the identification, qualification, and conversion of new retail & commercial sales opportunities across global, national, and regional retailers
• Achieve or exceed team booking targets through new logo acquisition and expansion within existing retail clients
• Develop sales strategies, annual budgets, and accurate forecasts that align with organizational priorities
• Identify new market opportunities through strategic prospecting, competitive displacement, and expanding Cotiviti’s footprint across the retail & commercial landscapes
• Establish and maintain executive‑level relationships with key decision makers and influencers
• Ensure disciplined pipeline management, CRM hygiene, and accurate sales reporting
• Partner with Product, Retail Operations, Client Engagement, and Marketing teams to support solution launches, enhance market penetration, and ensure strong early‑stage revenue performance
• Lead the team in developing compelling value propositions grounded in client‑specific business metrics and profit‑impact scenarios—not just product features
• Support and, when necessary, personally lead strategic sales pursuits to ensure successful outcomes
• Oversee the transition of new clients to Client Engagement, ensuring a seamless handoff and long‑term retention
• Collaborate with Client Engagement teams to support renewals and expansion opportunities
• Use performance and talent management tools to set goals, monitor outcomes, develop talent, and manage succession
• Establish a sales culture where planning, strategy, analytics, and execution are tightly linked
• Hire, develop, coach, lead and retain top-tier talent, with a focus on building and improving a team and culture that is able to assist in employing best in class practices to support and drive high levels of internal and external customer satisfaction.

Requirements

• Bachelor's degree in business, or a related field
• 7–10 years of experience prospecting and selling enterprise‑level software or analytics solutions in a new‑business (hunter) sales role
• Minimum 5+ years selling into national or large regional retailers; 7+ years preferred
• 3+ years leading field sales teams of 5–7 reps
• Demonstrated experience selling high‑value retail solutions (e.g., payment accuracy, audit recovery, supplier compliance, data analytics, or operational intelligence)
• Strong network of executive‑level contacts across major U.S. retail organizations
• Proven track record of leading teams to achieve multimillion‑dollar quotas in enterprise retail environments
• Excellent understanding of market development, segmentation, and penetration strategies relevant to the retail industry
• Experience selling into suppliers or distributors (e.g., CPG, DSD) a plus.

Benefits

• medical, dental, vision, disability, and life insurance coverage
• 401(k) savings plans
• paid family leave
• 9 paid holidays per year
• 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service