Vice President of Sales and Business Development

Responsibilities

Lead Westnet’s national sales organization and revenue strategy, setting targets and pursuing new markets and large-scale contracts with healthcare, university, and public-sector customers. Build and manage the sales team, oversee forecasting and CRM practices, negotiate strategic agreements, and coordinate with Finance, Operations, and Customer Service to support profitable growth and customer commitments.

Requirements

Requires a bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field, plus 12 or more years of progressive sales experience in medical, surgical, or healthcare supply distribution, including at least five years in senior sales leadership. Candidates should have a record of achieving multimillion-dollar targets, winning and managing major contracts, strong negotiation and relationship skills, and proficiency with CRM and sales analytics; an advanced degree and relevant university or government sales experience are preferred.

Skills

• National Sales Strategy
• Business Development
• Sales Leadership
• Revenue Growth
• Contract Negotiation
• GPO And IDN Contracting
• Public-Sector Sales
• RFP And RFQ Management
• Sales Team Development
• Territory Design
• Quota And Incentive Planning
• Pipeline Management
• Sales Forecasting
• CRM Management
• Pricing And Margin Analysis
• Executive Relationship Management

Benefits

• Health Insurance
• Dental Insurance
• Vision Insurance
• Retirement Plan
• Paid Time Off
• Performance-Based Incentive Compensation

About this role

Description
Westnet, Inc. is a national medical and surgical supply distributor serving hospitals, health systems, universities, and public-sector institutions. We are seeking a Vice President of Sales and Business Development to lead our national revenue strategy.
Reporting to the CEO, this executive will own the full sales organization across hospitals, health systems, ambulatory surgery centers, physician practices, universities, and government accounts. The VP will drive new market entry, secure and expand contracted business with GPOs and IDNs, and build a disciplined, data-driven sales culture that delivers consistent, profitable growth.
Strategic Leadership
Develop and execute a national sales and business development strategy aligned with growth, margin, and market-share objectives.
Set annual revenue, gross margin, and new-account targets by region, segment, and product category.
Identify and prioritize new markets, including academic medical centers, public institutions, and federal, state, and municipal buyers.
Serve on the executive leadership team and contribute to company-wide planning, budgeting, and operational decisions.
Business Development & Contracting
Lead pursuit of large-scale opportunities, including RFPs, RFQs, and competitive bids with health systems, universities, and public agencies.
Build and manage relationships with group purchasing organizations (GPOs), integrated delivery networks (IDNs), and strategic distribution partners.
Negotiate pricing, contract terms, and service-level agreements that protect margin and support long-term retention.
Develop partnerships with manufacturers and suppliers to strengthen Westnet's product portfolio and competitive position.
Sales Team Management
Recruit, develop, and lead a team of regional sales managers, account executives, and sales support staff.
Establish territory design, quota structures, and incentive compensation plans that reward profitable growth.
Conduct regular pipeline reviews, forecasting sessions, and performance coaching.
Standardize sales methodology, playbooks, and onboarding across all regions.
Performance, Reporting & Operations
Own CRM adoption and data integrity, and deliver weekly pipeline and monthly revenue forecasts to the CEO.
Partner with Finance on pricing strategy, margin analysis, and customer profitability reviews.
Coordinate with Operations and Customer Service so fulfillment, backorder management, and service levels meet customer commitments.
Monitor market trends, competitor activity, and supply-chain conditions and adjust strategy accordingly.
This role requires national travel of up to 50% to customer sites, industry conferences, and regional offices, and may require extended hours during major bids and contract negotiations.
Requirements
Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field.
12+ years of progressive sales experience in medical, surgical, or healthcare supply distribution, including at least 5 years in senior sales leadership.
Proven record of meeting or exceeding multimillion-dollar revenue targets and building sales organizations.
Demonstrated success winning and managing GPO, IDN, health system, or public-sector contracts.
Strong negotiation, executive presentation, and relationship management skills.
Proficiency with CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics, and with sales analytics.
Preferred
MBA or other advanced degree.
Experience selling to university systems, academic medical centers, or government agencies.
Established network across hospital supply chain, materials management, and procurement leadership.
Familiarity with public procurement processes, supplier diversity programs, and contract vehicles.
Benefits
Competitive base salary commensurate with experience.
Performance-based incentive compensation.
Health, dental, and vision insurance.
Retirement plan.
Paid time off.
Westnet, Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable law.
Requirements
Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field.
12+ years of progressive sales experience in medical, surgical, or healthcare supply distribution, including at least 5 years in senior sales leadership.
Proven record of meeting or exceeding multimillion-dollar revenue targets and building sales organizations.
Demonstrated success winning and managing GPO, IDN, health system, or public-sector contracts.
Strong negotiation, executive presentation, and relationship management skills.
Proficiency with CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics, and with sales analytics.
Competitive base salary commensurate with experience.
Performance-based incentive compensation.
Health, dental, and vision insurance.
Retirement plan.
Paid time off.

About Westnet

Medical Equipment Manufacturing · 11-50 employees · headquartered in Canton, Massachusetts · founded 1994