Job DescriptionThe
Vice President, Sales - Direct (Hi-Tech) is responsible for leading business development, revenue growth, and profitability across the regional Hi-Tech vertical. They partner closely with senior leadership to execute global vertical strategies while driving regional commercial performance, market expansion, and customer retention. They own the end-to-end commercial strategy for the region, including pipeline generation, account growth, forecasting, operational alignment, and talent leadership. They serve as a trusted advisor to key Hi-Tech customers, ensuring differentiated supply chain solutions that strengthen customer partnerships and market share. Working cross-functionally with Sales, Operations, Finance, Marketing, and Enablement teams, this leader drives sustainable growth and operational excellence across the portfolio.
Responsibilities- 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.
Qualifications- 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.
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