Cotiviti

VP Sales Management – Retail

Cotiviti

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $170,000 - $200,000 per year

Job Level

Lead

About the role

  • 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
  • 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.

Requirements

  • 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
  • Experience selling into suppliers or distributors (e.g., CPG, DSD) a plus.
Benefits
  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales strategiespipeline managementCRM hygienesales reportingforecastingprospectingclient retentiondata analyticsoperational intelligencepayment accuracy
Soft Skills
leadershipmentoringcoachingcommunicationstrategic thinkingrelationship buildingteam developmentaccountabilitycollaborationcustomer satisfaction
Certifications
Bachelor's degree in businessrelated field degree