Vice President of Sales

Carstens, Inc. is a Chicago-based, women-owned business with over 130 years of heritage manufacturing and distributing high-quality healthcare support products. Serving more than 30,000 hospitals, clinics, long-term care facilities, and surgery centers nationwide, Carstens offers innovative solutions — from medical charting supplies to CarePod™ mobile workstations — that streamline clinical workflows and enhance point-of-care interactions. As a WBENC-certified supplier, Carstens combines deep industry expertise with a commitment to quality and customer service.

Carstens is seeking a dynamic, experienced Vice President of Sales to lead and scale our national sales and customer service organization. Reporting directly to the President & CEO, the VP of Sales will be responsible for setting strategic direction, driving revenue growth, developing key accounts, and building a high-performing team. This is a pivotal leadership role for a proven sales executive who thrives in a relationship-driven, consultative healthcare environment and is passionate about delivering solutions that make a real difference at the point of care.

Sales Strategy & Revenue Growth

•      Develop and execute a comprehensive national sales strategy aligned with Carstens' growth objectives and market opportunities.

•      Own revenue targets across all product lines – including medical charting supplies and organizational solutions, and related equipment such as workstations and mobile carts.

•      Identify new market segments, distribution channels, and partnership opportunities to expand Carstens' customer base, both in healthcare and other relevant industries.

•      Analyze market trends, competitive dynamics, and customer needs to inform product positioning and go-to-market strategies.

•      Lead a business turnaround initiative — working with Finance and Operations to diagnose root causes of revenue decline, establishing a recovery roadmap, and executing with urgency to restore growth momentum and competitive positioning.

Team Leadership & Development

•      Build, recruit, lead, mentor, and retain a high-performing national sales team from the ground up, including internal team and independent/1099 sales reps, and establish the structure, culture, and talent foundation needed to scale effectively.

•      Establish clear performance metrics, KPIs, and accountability structures to drive consistent results.

•      Foster a culture of customer-centricity, collaboration, and continuous improvement across the sales organization.

•      Provide ongoing coaching, training, and professional development opportunities for all sales team members.

Key Account Management & Customer Relationships

•      Cultivate and maintain strategic relationships with key health systems, GPOs (Group Purchasing Organizations), IDNs (Integrated Delivery Networks), and distribution partners.

•      Serve as an executive sponsor for top accounts, ensuring superior service levels and long-term retention.

•      Collaborate with customer service and operations to resolve escalated issues and deliver an exceptional customer experience.

Cross-Functional Collaboration

•      Partner with Marketing to develop effective sales campaigns, collateral and lead generation programs.

•      Work closely with Product Development to provide voice-of-customer insights that inform new product innovation.

•      Collaborate with Finance and Operations to develop accurate forecasting, budgeting, and pipeline reporting.

•      Represent sales leadership in executive meetings and strategic planning sessions.

Required

•      10 years of progressive B2B sales experience, with at least 5 years in a senior sales leadership role.

•      Demonstrated success selling into hospitals, health systems, long-term care, behavioral health or clinical/acute care environments.

•      Proven track record of consistently meeting or exceeding revenue targets at a national or multi-regional scale.

•      Experience managing and developing sales teams.

•      Strong understanding of GPO contracting, IDN selling, and healthcare distribution channels.

•      Exceptional communication, negotiation, and executive-level presentation skills.

•      Proficiency with CRM platforms (Salesforce or equivalent, with knowledge of Acuamatica a plus) and sales analytics tools.

•      Demonstrated experience managing omnichannel sales operations, including both direct/field sales and e-commerce channels, with hands-on familiarity managing an Amazon storefront (Seller Central or Vendor Central), optimizing listings, and driving online revenue growth.

•      Bachelor's degree in Business, Marketing, or related field.

Preferred

•      Experience selling medical supplies, clinical furniture, IT workstations, or healthcare equipment.

•      Established relationships within major health systems and national GPOs.

•      MBA or advanced degree.

•      Familiarity with supplier diversity programs and working within WBENC-certified or women-owned business environments.

•      Competitive base salary commensurate with experience.

•      Performance-based incentive compensation tied to revenue and growth objectives.

•      Comprehensive health, dental, and vision insurance.

•      401(k) with company match.

•      Paid time off, holidays, and flexible work arrangements.

•      Opportunity to shape the future of a storied, values-driven company with 130 years of history.

• As a family-owned, WBENC-certified company, we bring the agility of a mid-sized organization with the credibility of a 130-year legacy. Our team is passionate, close-knit, and mission-driven. The VP of Sales will have a seat at the leadership table, direct access to the CEO, and the opportunity to make a tangible impact — not just on our bottom line, but on the quality of care delivered to patients across America.