VP Sales & Marketing

Primary Duties & Responsibilities

• Lead the national sales division, including sales strategy, annual planning, pipeline governance, sales process discipline, and performance accountability.
• Develop and execute the annual sales plan designed to meet and exceed Company revenue goals.
• Coach, manage, and develop Account Executives and commercial team members.
• Drive new business generation and strategic account development.
• Lead proposal strategy, pricing discussions, negotiations, and executive customer presentations.
• Ensure effective customer handoffs from Sales to Delivery.
• Serve as a member of the Executive Leadership Team.
• Provide executive leadership for all Marketing functions including brand strategy, demand generation, digital marketing, content development, public relations, thought leadership, social media, and sales enablement.
• Own the Company's integrated commercial strategy by aligning Sales, Marketing, Customer Experience, and Business Development around common growth objectives.
• Develop and manage the annual commercial budget and partner with Finance on forecasting, pricing strategy, and return-on-investment analysis.
• Partner with Delivery leadership to identify, prioritize, and commercialize new products, services, and market opportunities.
• Build executive relationships with strategic clients and represent Aquinas at industry conferences and key customer engagements.
• Champion AI-enabled technologies and data-driven commercial processes that improve customer engagement and organizational effectiveness.
• Recruit, mentor, and develop future commercial leaders while fostering a high-performance culture built on accountability, collaboration, and innovation.
• Provide regular commercial performance updates and strategic recommendations to the President and executive leadership.

Additional Responsibilities

• Complete administrative duties, systems training, CRM/pipeline entries, reporting, expense documentation, and other required Company processes accurately and on time.
• Evaluate, recommend, and implement sales process improvements that support efficiency, accountability, customer satisfaction, and revenue growth.
• Attend internal meetings, collaborate with teammates, participate in Company events including those outside normal business hours, and support ad hoc projects as requested.
• Complete at least four (4) hours of continuing education annually.
• Model Aquinas values and act as a collaborative, detail-oriented, solutions-focused leader.

Leadership Competencies

• Executive presence
• Strategic thinking
• Commercial acumen
• Revenue growth leadership
• Marketing strategy
• Sales leadership
• Customer-centric mindset
• Financial acumen
• Coaching and talent development
• Change leadership
• Cross-functional collaboration
• Negotiation and executive communication

Job Requirements / Skills / Abilities

• Strong leadership skills with demonstrated ability to lead, manage, coach, and develop sales professionals.
• Proven ability to create sales strategy, translate annual goals into actionable plans, and hold a team accountable for results.
• Highly skilled in consultative selling, negotiation, executive communication, proposal strategy, and customer relationship development.
• Demonstrated ability to identify and develop large strategic relationships and expand customer relationships across functional areas and levels.
• Ability to coach sales team members on breaking into new accounts and new functional areas within existing accounts.
• Strong organizational, analytical, forecasting, and pipeline management skills.
• Strong collaboration skills with Marketing, Project Management, Delivery, Finance, and executive stakeholders.
• Ability to navigate ambiguity, define customer needs, align internal teams, and communicate recommendations clearly and timely.
• Understanding of pharmaceutical learning and development, medical products, life sciences, sales training, and related industry issues and trends preferred.
• Prior experience using CRM tools such as Insightly, NetSuite, Salesforce, or similar platforms for pipeline and opportunity tracking preferred.
• Advanced proficiency in Microsoft Excel, Word, PowerPoint, and Outlook.

Education & Experience

• Bachelor’s degree preferred.
• 5+ years of progressive commercial leadership experience.
• Demonstrated success leading both Sales and Marketing organizations.
• Experience developing integrated commercial strategies.
• Proven record of consistent revenue growth.
• Experience building scalable commercial processes.
• Experience selling complex professional services, consulting, learning solutions, or healthcare/life sciences solutions preferred.
• Experience serving on an executive leadership team preferred.

Success Measures

The Vice President will be evaluated on:

• Revenue growth
• Gross margin
• Sales forecast accuracy
• New customer acquisition
• Strategic account growth
• Customer retention
• Marketing-generated pipeline
• Sales cycle improvement
• Brand awareness
• Employee engagement
• Cross-functional collaboration
• Leadership development

Working Conditions and Physical Efforts

• Work is normally performed in a typical interior/office work environment.
• 40% travel may be required, including overnight trips.

This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the role. The employee is expected to perform other related duties necessary for the effective operation of the department and Company. Aquinas is an equal opportunity employer and is committed to an inclusive environment for all employees.