Vice President Brand Performance
capital giftsMcLean (VA)
Vice President Brand Performance
Posted yesterday
capital giftsMcLean (VA)
SENIORITY
Manager
About the role
About Capital Gifts Capital Gifts is a women-owned corporate gifting and branded merchandise company based in McLean, Virginia. We help leading organizations manage executive gifting, branded merchandise, employee stores, event gifting, and custom programs—from curation and sourcing through fulfillment and global delivery. We're building our next stage of growth and looking for a sales leader who can personally win business, establish a consistent sales process, and recruit and develop a team.
The Opportunity:
As VP of Sales, you will own new business development and build the systems, habits, and team needed to grow profitable revenue. This is a hands-on leadership role. You will prospect, lead client conversations, develop proposals with our internal team, and close business while establishing a disciplined approach to pipeline management and follow-up. You will partner directly with the CEO, who will remain involved in key client relationships, marketing, and operations. As results and capacity support expansion, you will help determine whom to hire and lead the growing sales team. As Capital Gifts grows, this role has the potential to evolve into Chief Revenue Officer, with broader responsibility for sales, marketing, and revenue strategy, based on performance and the needs of the business.
What You'll Do:
- Win profitable business
- Identify and develop accounts with potential for recurring gifting and merchandise programs.
- Personally prospect, conduct discovery meetings, present solutions, negotiate, and close.
- Pursue opportunities across financial services, event agencies, government, hospitality, technology, and other relevant markets.
- Develop relationships with buyers responsible for events, marketing, employee engagement, procurement, and executive gifting.
- Evaluate opportunities based on margin, repeat potential, and execution requirements.
- Turn opportunities into customers
- Take ownership of assigned inquiries, introductions, proposals, and dormant opportunities.
- Establish consistent follow-up with clear next steps and accountability.
- Understand why opportunities advance, stall, or are lost, and use those findings to improve conversion.
- Identify new programs and buying groups within assigned accounts
- Build a repeatable sales process
- Define target accounts, prospecting priorities, qualification criteria, and outreach approaches.
- Test and refine messaging, channels, and offers in partnership with the CEO and marketing team.
- Maintain accurate company records of contacts, activity, opportunities, and forecasts.
- Run regular pipeline reviews and report on sales, gross profit, conversion, and forecast accuracy.
- Coordinate with sourcing and operations to develop competitive proposals and make commitments the team can deliver.
- Build and lead the team
- Develop a practical hiring plan tied to business needs, budget, and results.
- Recruit, onboard, coach, and manage salespeople as the function grows.
- Establish clear territories or account assignments, performance expectations, and accountability.
- Create training and sales resources that help new hires become productive.
- Maintain a culture of integrity, responsiveness, and dependable client service.
What You Bring:
A demonstrated record of personally generating and closing profitable B2B business.
Experience building or improving a sales function in a small or growing company.
Experience hiring, coaching, and holding salespeople accountable.
A disciplined approach to prospecting, follow-up, pipeline management, and forecasting.
Strong commercial judgment, including an understanding of gross profit and the operational demands of custom projects.
The ability to work independently while collaborating closely with a small team.
Clear communication, sound judgment, and a high standard of professionalism.
Experience in corporate gifting, promotional products, branded merchandise, or a closely related business is strongly preferred. Relationships within financial services, event agencies, or other relevant buyer groups arevaluable
What Success Looks Like:
Open opportunities receive timely, purposeful follow-up.
Qualified new opportunities are developed consistently.
New accounts generate profitable orders and repeat business.
Sales records and forecasts provide a reliable view of the pipeline.
The company has a documented approach to acquiring customers.
Additional sales hires are supported by a clear plan, effective onboarding, and measurable expectations.
Location and Compensation:
McLean, Virginia, is preferred, with flexibility considered for an exceptional candidate. Regular collaboration with the team and travel for client meetings and onboarding will be part of the role.
Compensation will include a base salary and performance incentives tied to profitable new business and defined growth objectives.
Capital Gifts is an equal opportunity employer
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