Executive Vice President of Sales

TCI Transportation

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

The Opportunity

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

The successful candidate will bring:

• 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.

Qualified candidates are invited to apply to lead TCI’s sales organization and help drive its next stage of profitable growth.