Strategic Logistics Executive

7 days ago


Frankfort, Kentucky, United States Iron Mountain Inc Full time
Job Summary

We are seeking an experienced Commercial Director, North America to lead the growth and strategic direction of our Warehousing & Logistics service across North America. This role will drive revenue growth, lead high-performing sales teams, and develop a robust pipeline for contract logistics, warehousing, fulfillment, and value-added services.

About the Role

This is a dynamic leadership position that requires a deep understanding of the logistics industry, strong customer relationships, and a proven track record of closing complex deals in a B2B environment for contract logistics. As a Commercial Director, you will be responsible for developing and executing the commercial sales strategy for the Contract Logistics division, focusing on profitable growth and market expansion.

You will lead market analysis to identify new opportunities, customer needs, and industry trends to inform the sales strategy. You will collaborate with the senior leadership team to align sales objectives with overall business goals.

Main Responsibilities
  • Strategic Leadership:
    • Develop and execute the commercial sales strategy for the Contract Logistics division, focusing on profitable growth and market expansion.
    • Lead market analysis to identify new opportunities, customer needs, and industry trends to inform the sales strategy.
    • Collaborate with the senior leadership team to align sales objectives with overall business goals.
  • Business Development:
    • Identify, engage, and cultivate relationships with key customers in target industries, such as Retail, Consumer Packaged Goods (CPG), E-commerce, Electronics, Automotive, Industrial and Healthcare.
    • Lead the end-to-end sales process for high-value, complex contracts, including negotiations, contract closure, and implementation handover.
    • Own the sales pipeline, ensuring a balanced mix of short-term wins and strategic, long-term opportunities.
  • Customer Solutions:
    • Partner closely with the Solutions Design, Operations, and Implementation teams to develop tailored logistics solutions that meet client needs.
    • Act as the commercial voice in project design, ensuring that proposed solutions are both operationally viable and commercially sound.
    • Lead customer presentations and proposals, demonstrating a deep understanding of the company's value proposition and service capabilities.
  • Team Leadership:
    • Build, mentor, and lead a high-performing sales team, fostering a culture of accountability, performance, and continuous improvement.
    • Establish clear KPIs and performance metrics to measure the effectiveness of sales activities and drive team results.
    • Provide ongoing coaching and development to enhance the team's skills in consultative selling, customer engagement, and solution development.
  • Financial Management:
    • Achieve revenue, margin, and growth targets in alignment with the company's strategic objectives.
    • Oversee budget planning, sales forecasts, and financial performance analysis for the Contract Logistics sales division.
    • Work closely with finance and pricing teams to develop competitive and profitable pricing models.
Requirements

To be successful in this role, you will need:

  • Bachelor's degree or equivalent experience in Business, Logistics, Supply Chain Management, or a related field.
  • 10+ years of experience in sales or business development roles within the Contract Logistics industry.
  • 5+ years in a Senior Leadership position.
  • Proven track record of delivering sales growth, achieving targets, and closing large, complex contracts.
  • Strong network and customer relationships within key vertical markets.
  • Demonstrated expertise in solution selling, contract negotiation, and strategic account management.
  • Experience leading and developing high-performing sales teams.
  • Excellent communication, presentation, and interpersonal skills.
  • Ability to travel extensively (20%) across North America as required.
Compensation

The estimated salary range for this role is $159,400.00 - $212,500.00 + commissions. We offer a comprehensive benefits package, including health insurance, retirement plans, and paid time off.


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