Vice President, Sales – Hi-Tech

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🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

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Forward Air Corporation

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🚗 Transport

📦 Logistics

Transport • Logistics

Forward Air Corporation is a leader in the expedited ground transportation industry, providing a comprehensive portfolio of services for over 25 years. They specialize in expedited linehaul (TL & LTL), pick-up and delivery, intermodal drayage, and pool distribution, along with tailored temperature-controlled logistics services. Committed to innovation, Forward Air continuously enhances technologies, systems, and tools to meet unique customer shipping needs across North America, establishing itself as a single resource and partner for supply chain solutions.

📋 Description

• Ensure full alignment of the region with the global Hi-Tech strategy • Support and drive regional projects to capture additional sales and market share • Drive profitability and stickiness of existing accounts together with the Areas • Map and identify short, mid, and long-term strategic targets for the Region, and translate them into an actionable account and territory plan • Participate in establishing and implementing the global business plan for the vertical in close cooperation with the Global Hi-Tech leader. • Own the regional revenue, margin and pipeline forecast; report progress against target on a recurring cadence and course-correct early when off track • Track competitor activity, market shifts and technology trends in the Hi-Tech space, and adjust the regional plan accordingly • Develop existing and new customers within the vertical, building a qualified pipeline of new logos alongside expansion within the current base • Utilize industry knowledge to diagnose supply chain needs; develop and prepare strategic proposals, and participate in customer-generated RFI, RFQ and RFP processes • Develop, build rapport with and nurture long-term partnerships with Global Accounts and Global Target accounts, translating global capabilities into customer value to maintain and expand account share and penetration • Organize and participate in regular business reviews with accounts to ensure customer satisfaction and a sustainable business relationship • Ensure pricing and services offered to global and sponsored accounts remain in line with best-in-class market offers • Participate in building order management for the organization from a commercial perspective, engaging both SME and CKA/SKA-scale accounts • Support sales representatives on active Hi-Tech pursuits — coaching deal strategy, joining key customer calls and visits, and helping shape proposals to close • Manage and lead regional and area Hi-Tech heads, ensuring customer targets — existing and new — are fully covered • Establish guidelines and standards, and drive implementation of customer SOPs, reporting frequency and formats, and KPIs for new accounts • Supervise the maintenance and continuous improvement of the quality standard required for the Hi-Tech vertical; propose, justify and implement necessary investments in IT tools, hardware, software and assets • Partner with Finance and Operations to keep account profitability, working capital and service levels on target • Enhance the organization's position and personal expertise in the Hi-Tech vertical through contacts with prospects, and presence at fairs, exhibitions, workshops and seminars • Identify and develop talent to satisfy the continuous demand for efficiency and professionalism across the regional team • Act as an internal and external spokesperson for the vertical, representing the Region in cross-functional and global forums • Align and collaborate closely with Sales Enablement and Marketing on sales tools, training and vertical-specific campaigns that support the regional Hi-Tech pipeline • All other duties as assigned to meet evolving business needs.

🎯 Requirements

• Education: Undergraduate degree from an accredited college or university in Business Administration, Supply Chain Management, Logistics, Economics, or a related field required; advanced degree preferred. • Certification/Licensure: Relevant industry certifications in logistics, supply chain, or sales leadership are preferred. • Experience: 10+ years of progressive leadership experience in sales, business development, logistics, supply chain, forwarding, transportation, or related industries, with significant experience leading large-scale commercial organizations. • Demonstrated success driving revenue growth, profitability improvement, strategic account development, and market expansion within the Hi-Tech industry vertical. • Deep knowledge of supply chain solutions, including air freight, ocean freight, customs brokerage, forwarding, and contract logistics services. • Proven ability to develop and execute strategic business plans while translating enterprise objectives into measurable regional results. • Strong executive presence with exceptional negotiation, relationship management, and consultative selling skills across C-suite customer environments. • Experience leading, coaching, developing, and retaining high-performing, geographically dispersed teams. • International business experience and the ability to collaborate effectively across cultures, regions, and global matrix organizations preferred. • Strong analytical and financial acumen with the ability to evaluate business performance, identify opportunities, and make data-driven decisions. • Demonstrated discretion and confidentiality in handling and protecting sensitive information. • Technical: Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) CRMs (Salesforce), and web conferencing (Teams, Zoom, Webex, etc.) • Environment: Comfort commuting to/from and working in a 100% on-site setting (listed in this posting), with significant travel for related meetings/events.

🏖️ Benefits

• Full alignment of the region with the global Hi-Tech strategy • Support and drive regional projects to capture additional sales and market share • Drive profitability and stickiness of existing accounts together with the Areas • Map and identify short, mid, and long-term strategic targets for the Region, and translate them into an actionable account and territory plan • Participate in establishing and implementing the global business plan for the vertical in close cooperation with the Global Hi-Tech leader. • Own the regional revenue, margin and pipeline forecast; report progress against target on a recurring cadence and course-correct early when off track • Track competitor activity, market shifts and technology trends in the Hi-Tech space, and adjust the regional plan accordingly • Develop existing and new customers within the vertical, building a qualified pipeline of new logos alongside expansion within the current base • Utilize industry knowledge to diagnose supply chain needs; develop and prepare strategic proposals, and participate in customer-generated RFI, RFQ and RFP processes • Develop, build rapport with and nurture long-term partnerships with Global Accounts and Global Target accounts, translating global capabilities into customer value to maintain and expand account share and penetration • Organize and participate in regular business reviews with accounts to ensure customer satisfaction and a sustainable business relationship • Ensure pricing and services offered to global and sponsored accounts remain in line with best-in-class market offers • Participate in building order management for the organization from a commercial perspective, engaging both SME and CKA/SKA-scale accounts • Support sales representatives on active Hi-Tech pursuits — coaching deal strategy, joining key customer calls and visits, and helping shape proposals to close • Manage and lead regional and area Hi-Tech heads, ensuring customer targets — existing and new — are fully covered • Establish guidelines and standards, and drive implementation of customer SOPs, reporting frequency and formats, and KPIs for new accounts • Supervise the maintenance and continuous improvement of the quality standard required for the Hi-Tech vertical; propose, justify and implement necessary investments in IT tools, hardware, software and assets • Partner with Finance and Operations to keep account profitability, working capital and service levels on target • Enhance the organization's position and personal expertise in the Hi-Tech vertical through contacts with prospects, and presence at fairs, exhibitions, workshops and seminars • Identify and develop talent to satisfy the continuous demand for efficiency and professionalism across the regional team • Act as an internal and external spokesperson for the vertical, representing the Region in cross-functional and global forums • Align and collaborate closely with Sales Enablement and Marketing on sales tools, training and vertical-specific campaigns that support the regional Hi-Tech pipeline • All other duties as assigned to meet evolving business needs.