Vice President, Sales – Hi-Tech

This is a fully remote position, open to applicants in California.

📋 Description

• Ensure complete alignment of the region with the global Hi-Tech strategy.

• Support and drive regional initiatives aimed at capturing additional sales and increasing market share.

• Enhance profitability and customer retention of existing accounts in collaboration with the Areas.

• Identify and map short, mid, and long-term strategic objectives for the Region, converting them into actionable account and territory plans.

• Contribute to the creation and execution of the global business plan for the vertical in close partnership with the Global Hi-Tech leader.

• Take ownership of the regional revenue, margin, and pipeline forecasts; report progress against targets regularly and make early adjustments if necessary.

• Monitor competitor activities, market changes, and technology trends within the Hi-Tech sector, and modify the regional plan as needed.

• Cultivate existing and new customer relationships within the vertical, creating a qualified pipeline of new logos while expanding within the current customer base.

• Leverage industry expertise to assess supply chain requirements; develop strategic proposals and engage in customer-initiated RFI, RFQ, and RFP processes.

• Build and maintain long-term partnerships with Global Accounts and Global Target accounts, translating global capabilities into customer value to sustain and grow account share and penetration.

• Organize and participate in regular business reviews with accounts to ensure customer satisfaction and maintain sustainable business relationships.

• Guarantee that pricing and services offered to global and sponsored accounts align with best-in-class market offerings.

• Engage in establishing order management processes from a commercial viewpoint, involving both SME and CKA/SKA-scale accounts.

• Assist sales representatives in active Hi-Tech pursuits, including coaching on deal strategy, participating in key customer calls and visits, and helping to shape proposals for closure.

• Oversee and lead regional and area Hi-Tech heads, ensuring comprehensive coverage of customer targets — both existing and new.

• Set guidelines and standards, driving the implementation of customer SOPs, reporting frequency and formats, and KPIs for new accounts.

• Supervise the ongoing maintenance and improvement of the quality standards required for the Hi-Tech vertical; propose, justify, and implement necessary investments in IT tools, hardware, software, and assets.

• Collaborate with Finance and Operations to ensure account profitability, working capital, and service levels meet targets.

• Strengthen the organization's presence and personal expertise in the Hi-Tech vertical through networking with prospects and participating in fairs, exhibitions, workshops, and seminars.

• Identify and nurture talent to meet the continuous demand for efficiency and professionalism within the regional team.

• Serve as an internal and external spokesperson for the vertical, representing the Region in cross-functional and global forums.

• Work closely with Sales Enablement and Marketing on sales tools, training, and vertical-specific campaigns that support the regional Hi-Tech pipeline.

• Undertake any other responsibilities as assigned to accommodate evolving business needs.

⛳️ Requirements

• Education: A bachelor's degree from an accredited college or university in Business Administration, Supply Chain Management, Logistics, Economics, or a related discipline is required; an advanced degree is preferred.

• Certification/Licensure: Relevant industry certifications in logistics, supply chain, or sales leadership are desirable.

• Experience: A minimum of 10 years of progressive leadership experience in sales, business development, logistics, supply chain, forwarding, transportation, or related fields, with considerable experience in leading large-scale commercial organizations.

• Proven track record of driving revenue growth, enhancing profitability, developing strategic accounts, and expanding market presence within the Hi-Tech industry vertical.

• Extensive knowledge of supply chain solutions, including air freight, ocean freight, customs brokerage, forwarding, and contract logistics services.

• Demonstrated capability to develop and implement strategic business plans while translating enterprise objectives into measurable regional outcomes.

• Strong executive presence, along with exceptional negotiation, relationship management, and consultative selling skills in C-suite customer environments.

• Experience in leading, mentoring, developing, and retaining high-performing teams that are geographically dispersed.

• International business experience with the ability to collaborate effectively across cultures, regions, and global matrix organizations is preferred.

• Strong analytical and financial skills, capable of evaluating business performance, identifying opportunities, and making data-driven decisions.

• Proven discretion and confidentiality in managing and protecting sensitive information.

• Technical: Proficient in common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.), CRMs (Salesforce), and web conferencing tools (Teams, Zoom, Webex, etc.).

• Environment: Willingness to commute to/from and work in a 100% on-site environment (as stated in this posting), with considerable travel for relevant meetings and events.

🏝️ Benefits

• Comprehensive alignment of the region with the global Hi-Tech strategy.

• Support and drive regional initiatives aimed at enhancing sales and increasing market share.

• Boost profitability and customer retention for existing accounts in collaboration with the Areas.

• Identify and map strategic targets for the Region, translating them into actionable account and territory plans.

• Engage in establishing and implementing the global business plan for the vertical alongside the Global Hi-Tech leader.

• Take ownership of regional revenue, margin, and pipeline forecasts; provide regular updates on progress against targets and make necessary adjustments promptly.

• Monitor competitor activities, market changes, and technology trends in the Hi-Tech sector, adjusting the regional strategy as needed.

• Nurture relationships with existing and new customers within the vertical, creating a pipeline of new logos while expanding within the current customer base.

• Use industry knowledge to assess supply chain needs; develop strategic proposals and participate in customer-initiated RFI, RFQ, and RFP processes.

• Build and maintain long-term partnerships with Global Accounts and Global Target accounts, delivering customer value to sustain and increase account penetration.

• Organize and engage in regular business reviews with accounts to ensure satisfaction and foster sustainable business relationships.

• Ensure competitive pricing and services for global and sponsored accounts align with market standards.

• Contribute to the establishment of order management processes from a commercial perspective, involving both SME and CKA/SKA-scale accounts.

• Assist sales representatives with active Hi-Tech initiatives by coaching on strategy, participating in key customer engagements, and helping finalize proposals.

• Supervise regional and area Hi-Tech heads, ensuring comprehensive coverage of customer targets — both existing and new.

• Set guidelines and standards, and oversee the implementation of customer SOPs, reporting frequency and formats, and KPIs for new accounts.

• Ensure continuous improvement of quality standards for the Hi-Tech vertical, proposing and implementing necessary IT investments.

• Collaborate with Finance and Operations to ensure account profitability, working capital, and service levels are achieved.

• Enhance organizational expertise in the Hi-Tech vertical through networking and participation in industry events.

• Identify and cultivate talent to meet the ongoing demand for efficiency and professionalism within the regional team.

• Act as an internal and external representative for the vertical, engaging with cross-functional and global forums.

• Collaborate closely with Sales Enablement and Marketing on sales tools, training, and vertical-specific campaigns supporting the regional Hi-Tech pipeline.

• Fulfill any additional duties as assigned to adapt to evolving business requirements.