Note: The job is a remote job and is open to candidates in USA. Cotiviti is a company focused on providing Retail & Commercial Payment Accuracy solutions, and they are seeking a VP of Sales Management to lead their retail sales team. The role involves building and mentoring the sales team, developing sales strategies, and establishing relationships with key decision makers in the retail sector.
Responsibilities
- 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
- Work within a matrixed organization to leverage shared resources and drive new business referrals
- 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
- Complete all responsibilities as outlined in the annual performance review and/or goal setting
- Complete all special projects and other duties as assigned
Skills
- 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
- Strong analytical skills with the demonstrated ability to research prospective customers and plan sales prospecting activities accordingly
- Excellent oral and written skills
- Strong interpersonal skills are required
- Must be able to perform daily functions with little or no direct supervision
- Minimum 7+ years selling into national or large regional retailers
- Experience selling into suppliers or distributors (e.g., CPG, DSD)
Benefits
- Commission
- 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 with Cotiviti
Company Overview