VP Sales Management - Retail

Overview

This senior sales leadership role is responsible for building, developing, and leading a high-performing team of field sales executives focused on selling Cotiviti’s Retail & Commercial Payment Accuracy solutions—including SaaS-based prevention platforms such as ZHA—to Retail and Commercial organizations across the U.S. The ideal candidate brings extensive experience leading sales teams, deep relationships with senior retail executives, and a track record of selling complex analytics, audit, payment integrity, and SaaS solutions to enterprise-level retailers.

Experience calling on retail C-suite leaders, SVP/GMM/Merchandising, Finance, and Procurement executives is essential. Familiarity with solutions such as audit recovery, contract compliance, data mining, overpayment prevention, and SaaS platforms is highly preferred.

Responsibilities

Sales Team Leadership & Performance

• 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.

Market & Business Development

• 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.

Cross‑Functional Collaboration

• 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.

Sales Execution & Value Delivery

• 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.

Performance Management & Culture

• 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.
• Must be able to perform duties with or without reasonable accommodation.

This job description is intended to describe the general nature and level of work being performed and is not to be construed as an exhaustive list of responsibilities, duties and skills required. This job description does not constitute an employment agreement and is subject to change as the needs of Cotiviti and requirements of the job change.

Qualifications

• 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.

Cognitive/Mental Requirements:

• Assessing the accuracy, neatness, and thoroughness of the work assigned.
• Demonstrated ability to balance activities across multiple internal customers, campaigns, tasks, and performance pressures.
• 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. Understands that internal customers’ interests are best served through continuous prospecting and intelligence gathering activities and proactive communication with sales partners.
• Must be able to perform daily functions with little or no direct supervision.

Working Conditions and Physical Requirements:

• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Repeating motions that may include the wrists, hands, and/or fingers.
• Must be able to provide a dedicated, secure work area.
• Must be able to provide high-speed internet access/connectivity and office setup and maintenance.
• No adverse environmental conditions are expected.