Job Description
Job DescriptionDescription:
Vice President of Sales
Transformational leadership opportunity with a third-generation, family-owned brand.
About Us
We are a third-generation, family-owned company known for high-quality outerwear, timeless style, and strong community engagement. Since 1983, we’ve built a reputation for craftsmanship and customer relationships that last. Today, we are modernizing our go-to-market strategies, scaling growth opportunities, and investing in leadership to position the company for long-term success. Our culture is built on four core values — Caring, Integrity, Pride, and Growth Mindset — which guide how we work with customers, partners, and each other.
The Role
We’re seeking a transformational VP of Sales — a leader who can bring a fresh perspective, strengthen an already strong team, and drive organizational growth through internal transformation.
· Reports directly to the President and sits on the senior leadership team.
· Oversees two Sales Directors managing ~30 reps across Promotional Products, Retail, College, Sporting Goods, and Uniform channels.
· Leads efforts to modernize sales processes, strengthen accountability, develop inside sales, and drive cross-functional alignment with Customer Service and other departments.
Location: Sharon, MA (local preferred; relocation assistance available if needed)
Travel: ~30-40% (varies based on trade shows, customer needs, and field support)
What You’ll Do
- Drive Growth: Lead the next stage of Charles River’s growth by bringing new ideas, modern practices, and a fresh perspective to the sales organization.
- Set Go-to-Market Direction: Design and execute channel-specific strategies that identify long-term growth opportunities and priorities.
- Elevate Sales Processes: Redesign and implement modern, customer-centric sales processes — including CRM adoption, pipeline management, accountability systems, and consultative selling.
- Champion Customer Experience: Transform the customer journey by working cross-functionally to ensure seamless integration between sales, marketing, customer service, and operations.
- Develop & Support the Team: Coach, mentor, and empower the sales team; strengthen accountability while building a culture of pride and performance.
- Harness Technology & Data: Champion the use of CRM, analytics, and emerging AI tools to improve forecasting, increase sales productivity, and inform smarter decision-making.
- Advance Strategic Accounts: Lead strategy and implementation for key accounts, strengthening Charles River’s external presence, deepening partnerships, and driving sustainable growth.
- Expand Retail & Emerging Channels: Grow opportunities in resort, e-commerce, and other evolving markets.
- Optimize Sales Structure & Coverage: Assess and refine territories, account assignments, and channel strategies to ensure balanced coverage, efficiency, and growth potential.
- Strengthen Customer Relationships: Build and maintain executive-level relationships with customers and industry partners, representing Charles River as a trusted advisor.
- Unify Across Functions: Partner with Marketing, Product, IT, and Customer Service to align growth strategies and execution.
- Deliver Profitable Growth: Accelerate top-line revenue while safeguarding margins to ensure sustainable, long-term profitability.
- Represent the Brand: Serve as a visible ambassador at trade shows, industry events, and key account meetings.
Requirements:
Why You’ll Want to Work Here
- The Company: A third-generation, family-owned business with a proud history and story. Under new leadership, we are modernizing while staying true to our roots.
- The Reputation: Customers consistently praise the quality, design, and value of our apparel — trusted for over 40 years.
- The Opportunity: This is a newly structured, high-impact role with broad scope and influence. You’ll help shape the company’s future direction and growth.
- The People: Passionate, motivated colleagues who care deeply about the company, the customers, and each other. You’ll build relationships that last a lifetime.
Who You Are
· Empowering Leader ? Proven ability to modernize and unify a traditional sales org; leads through trust and influence.
· Change Agent ? Experienced in driving transformation and bringing fresh perspective to shift cycles and accelerate growth.
· Growth Mindset ? Curious, adaptable, and energized by transformation; sees challenges as opportunities.
· Tech & Data Fluent ? Skilled in CRM, analytics, and emerging AI tools to improve forecasting, sales productivity, and customer experience.
· People Developer ? Strong coach and mentor with a track record of building teams and elevating talent.
· Collaborative & Low Ego ? Works seamlessly across departments; puts customers and company first.
· Hands-On Operator ? Strategic yet engaged in pipeline reviews, customer insights, and sales activity where needed.
· Metrics-Driven ? Excels at setting KPIs, dashboards, and clear accountability systems.
· Industry Knowledge ? Experience in the promotional products industry preferred; adjacent industries (apparel, consumer goods, wholesale/distribution) also valued if paired with channel/distributor expertise.