Vice President of Sales

Position Summary: Carstens is seeking a dynamic, experienced Vice President of Sales to lead and scale our national sales and customer service organization. Reporting directly to the President & CEO, the VP of Sales will be responsible for setting strategic direction, driving revenue growth, developing key accounts, and building a high-performing team. This is a pivotal leadership role for a proven sales executive who thrives in a relationship-driven, consultative healthcare environment and is passionate about delivering solutions that make a real difference at the point of care.

Key Responsibilities: Sales Strategy & Revenue Growth•      Develop and execute a comprehensive national sales strategy aligned with Carstens' growth objectives and market opportunities.•      Own revenue targets across all product lines – including medical charting supplies and organizational solutions, and related equipment such as workstations and mobile carts.•      Identify new market segments, distribution channels, and partnership opportunities to expand Carstens' customer base, both in healthcare and other relevant industries.•      Analyze market trends, competitive dynamics, and customer needs to inform product positioning and go-to-market strategies.•      Lead a business turnaround initiative — working with Finance and Operations to diagnose root causes of revenue decline, establishing a recovery roadmap, and executing with urgency to restore growth momentum and competitive positioning. Team Leadership & Development•      Build, recruit, lead, mentor, and retain a high-performing national sales team from the ground up, including internal team and independent/1099 sales reps, and establish the structure, culture, and talent foundation needed to scale effectively.•      Establish clear performance metrics, KPIs, and accountability structures to drive consistent results.•      Foster a culture of customer-centricity, collaboration, and continuous improvement across the sales organization.•      Provide ongoing coaching, training, and professional development opportunities for all sales team members. Key Account Management & Customer Relationships•      Cultivate and maintain strategic relationships with key health systems, GPOs (Group Purchasing Organizations), IDNs (Integrated Delivery Networks), and distribution partners.•      Serve as an executive sponsor for top accounts, ensuring superior service levels and long-term retention.•      Collaborate with customer service and operations to resolve escalated issues and deliver an exceptional customer experience. Cross-Functional Collaboration•      Partner with Marketing to develop effective sales campaigns, collateral and lead generation programs.•      Work closely with Product Development to provide voice-of-customer insights that inform new product innovation.•      Collaborate with Finance and Operations to develop accurate forecasting, budgeting, and pipeline reporting.•      Represent sales leadership in executive meetings and strategic planning sessions.

Qualifications: Required•      10+ years of progressive B2B sales experience, with at least 5 years in a senior sales leadership role.•      Demonstrated success selling into hospitals, health systems, long-term care, behavioral health or clinical/acute care environments.•      Proven track record of consistently meeting or exceeding revenue targets at a national or multi-regional scale.•      Experience managing and developing sales teams.•      Strong understanding of GPO contracting, IDN selling, and healthcare distribution channels.•      Exceptional communication, negotiation, and executive-level presentation skills.•      Proficiency with CRM platforms (Salesforce or equivalent, with knowledge of Acuamatica a plus) and sales analytics tools.•      Demonstrated experience managing omnichannel sales operations, including both direct/field sales and e-commerce channels, with hands-on familiarity managing an Amazon storefront (Seller Central or Vendor Central), optimizing listings, and driving online revenue growth.•      Bachelor's degree in Business, Marketing, or related field. Preferred•      Experience selling medical supplies, clinical furniture, IT workstations, or healthcare equipment.•      Established relationships within major health systems and national GPOs.•      MBA or advanced degree.•      Familiarity with supplier diversity programs and working within WBENC-certified or women-owned business environments.

Compensation & Benefits: •      Competitive base salary commensurate with experience.•      Performance-based incentive compensation tied to revenue and growth objectives.•      Comprehensive health, dental, and vision insurance.•      401(k) with company match.•      Paid time off, holidays, and flexible work arrangements.•      Opportunity to shape the future of a storied, values-driven company with 130+ years of history. Why Carstens? As a family-owned, WBENC-certified company, we bring the agility of a mid-sized organization with the credibility of a 130-year legacy. Our team is passionate, close-knit, and mission-driven. The VP of Sales will have a seat at the leadership table, direct access to the CEO, and the opportunity to make a tangible impact — not just on our bottom line, but on the quality of care delivered to patients across America.