Vice President, Sales – Hi-Tech

🕒 il y a 11 jours

🏄 California – Distant

🏄 California – Remote

⏰ Temps Plein

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👔 Vice-président

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Forward Air Corporation

Site WebLinkedInTous les Emplois

1001 - 5000 employés

🚗 Transport

📦 Logistique

Transport • Logistics

Forward Air est un leader dans l'industrie du transport terrestre rapide depuis plus de 25 ans. Notre portefeuille de services a évolué pour répondre aux besoins uniques de chaque client en matière d'expédition, comprenant le transport rapide de ligne (TL & LTL), la prise en charge et la livraison, le transport intermodal, la distribution en pool et les services logistiques spécialisés à température contrôlée. Chez Forward Air, nous innovons dans l'industrie et nous efforçons continuellement de développer de meilleures technologies, systèmes et outils pour nos clients à travers l'Amérique du Nord – afin de faire avancer votre entreprise. Nous sommes plus qu'une entreprise de transport. En tant que ressource unique pour vos besoins d'expédition, nous sommes votre partenaire de chaîne d'approvisionnement.

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.

🎯 Exigences

• 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.

🏖️ Avantages

• 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.