Vice President, Sales - Hi-Tech, North America

Forward Air•Union City, CA

8d•Onsite

About The Position

The 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.

Requirements

Undergraduate degree from an accredited college or university in Business Administration, Supply Chain Management, Logistics, Economics, or a related field required
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.
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.
Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) CRMs (Salesforce), and web conferencing (Teams, Zoom, Webex, etc.)

Nice To Haves

Advanced degree preferred.
Relevant industry certifications in logistics, supply chain, or sales leadership are preferred.
International business experience and the ability to collaborate effectively across cultures, regions, and global matrix organizations preferred.

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.