Head of High Tech Vertical Sales - Americas

SUMMARY

Reporting to the Head of Global Vertical Development, the Head of Regional Vertical – High Tech is responsible for driving top-line revenue growth and healthy gross profit across the network supporting the High Tech Vertical. This role owns the NAM regional commercial strategy for High Tech and is accountable for expanding market share across all relevant service offerings, including but not limited to Contract Logistics, Transportation, Consulting, and Customs Brokerage.

A critical component of this role is directly leading, coaching, and managing a high ‑ performing, globally distributed sales organization dedicated to the High Tech vertical. The incumbent must bring deep, proven people ‑ management experience, with a demonstrated ability to build, inspire, and scale sales teams that consistently deliver results.

The High Tech market presents significant global growth opportunities, and we are well positioned to strengthen its footprint by leveraging its network, solutions, and industry expertise. This role acts as both a strategic leader and hands ‑ on commercial executive, ensuring alignment between global strategy, regional execution, and customer success.

ESSENTIAL FUNCTIONS:

Strategic Responsibilities  

· Develop scalable commercial programs that deliver profitable growth for all company network and service portfolio  

· Financial planning:  

· Set, review, and implement Revenue, GP and cost budgets (direct reports only), and ensure that cost control programs are effectively implemented to manage expenses  

· Provide leadership for the development and implementation of programs and tools to support growth of the vertical and promote use for accountability, institutional learning, and effective management of Automotive clients  

· Talent and Performance Management Strategy  

· Implement strategy for recruiting, onboarding, and developing peerless industry resources  

· Cultivate a high-performance team with a service culture that nurtures and encourages excellence, quality, continuous improvement and a ‘can do’ mindset  

· Ensure all team members are coached through their own Professional Excellence Plan; conduct quarterly progress reports  

· Create a highly skilled team through on-going training and reinforcement strategies  

· Develop best in class succession planning strategies  

· Marketing Strategy  

· Implement strategies that drive vertical brand recognition and differentiate us in the marketplace  

· Drive credibility and reputation and a knowledge-based service provider through the development of customer education forums and focus groups  

· Identify parameters for targeted marketing campaigns and lead generation with Marketing Department  

· Define vertical value proposition and positioning strategy  

· Customer Retention Strategy  

· Implement strategies with Products and other necessary functions that drive up customer retention and increase shares of wallets.

· Directly lead and manage a high ‑ performing High Tech sales team, setting clear expectations, performance metrics, and execution standards.

· Establish a robust talent and performance management strategy, including:

o Recruiting, onboarding, and retaining top ‑ tier sales and commercial talent

o Coaching and developing team members through structured Professional Excellence Plans

o Conducting regular performance reviews and quarterly progress assessments

o Building succession plans and ensuring leadership bench strength across regions

· Foster a performance ‑ driven sales culture that emphasizes collaboration, accountability, continuous improvement, and a strong customer ‑ first mindset.

Tactical Responsibilities  

· Responsible for the development and execution of annual plans to achieve revenue, GP, and other commercial targets internally, as well as externally with clients in collaboration with Regional EVPs, Sales RVPs, Account Management, Global and Regional Products.  

· Oversee the use, alignment, and effectiveness of tools and programs implemented to support Verticals, Account Management, Transition & Implementation and RFQ Management  

· Provide strategic direction for customer-facing resources to maximize sales revenue and GP.  

· Monitoring customer activity and stewarding relationships for additional projects  

· Work closely with the extended team of operations, product management, transition and implementation, and account management to ensure that account acquisition, onboarding and business maintenance are as efficient and effective as possible  

Qualifications, Skills and Competencies  

· Strong knowledge of business models, objectives, financial metrics, etc. used in decision-making; ability to build sound business cases to support investments and initiatives  

· Demonstrated ability to influence decisions at all levels, excellent negotiation skills  

· Strong problem-solving skills: ability to proactively identify and implement effective solutions  

· Demonstrated ability to build new relationships and nurture existing relationships with internal and external clients  

· Outstanding oral/written communication, presentation, interpersonal and listening skills; someone who can clearly articulate the department’s vision, be an effective ambassador of our message and inspire and earn the respect of his/her internal and external stakeholders  

· Mandatory: extensive experience leading, coaching, and developing global sales and commercial teams, with a track record of driving sustained high performance.

· Demonstrate character that builds and maintains strong followership and morale; “Whatever it takes” spirit  

· Sets an example of character, humility and drive  

· Ability to inspire a culture of encouragement, empowerment, camaraderie, and loyalty  

· Uncanny ability to see around the corners  

· Excellent facilitation, training and presentation skills  

· Fostering and managing internal and business partnerships  

Measurements  

· Revenue/GP Growth (New Customers and Existing Customers) 

· Customer Retention/Size of Wallets Increase (Gross Profit) 

· CRM Pipeline  

· Win Rate

· Success in building and leading a high ‑ performing sales organization, measured by direct report results, team stability, bench strength, and progression against development plans.

· Additional KPIs aligned with the global development stage of the High Tech vertical

SUPERVISORY RESPONSIBILITIES:

• Direct management of a high-performing High Tech sales organization
• Conduct performance evaluation for direct reports
• Recommend hiring, firing and promotion
• Identify and resolve personnel issues
• Ongoing coaching and mentoring of staff to develop skills to the highest level

Required Education and Experience:

· Bachelor’s Degree in Business, Engineering, or Sciences (or equivalent) preferred  

·15 years of experience in General Management of large and complex service-related businesses or visionary start-ups preferably in the Logistics Industry and/or with MNCs will be a distinct advantage  

· Diversified experiences in different disciplines in commercial and operations are preferred  

· Vast, hands ‑ on experience managing people is mandatory, including leading geographically dispersed, multicultural teams

· Proven history of building, scaling, and sustaining high ‑ performing sales organizations

· Demonstrated strong leadership skills are must

Salary : 150K-200K plus bonus depending on experience.