Vice President, Solution Sales - Distribution & Fulfillment (P/LS)

Echo Global Logistics•Chicago, IL

34d•Onsite

About The Position

ITS Logistics is seeking a proven hunter with a career dedicated to selling warehouse and fulfillment solutions within the pharmaceutical and life sciences space. This role emphasizes understanding that compliance capability is paramount in this vertical. The position involves selling the full ITS + Roadtex Distribution & Fulfillment (D&F) platform, which includes ITS's omnichannel ambient warehouse and fulfillment services for CPG manufacturers, food shippers, and e-commerce customers, as well as Roadtex's temperature-controlled (confectionery-grade, 55–65°F) warehouse, distribution, and value-added services for customers requiring food-safe, OTIF-compliant, retail-ready distribution. The role requires prospecting, qualifying, designing solutions, and closing deals from the initial contact through contract finalization. The platform is differentiated, presenting a real opportunity for someone who can execute.

Requirements

7+ years as an individual contributor selling 3PL warehouse and fulfillment solutions (not sales management).
Proven track record of closing $12M+ per year in new logo warehouse and fulfillment revenue within the food, beverage, or nutrition space.
Demonstrated ability to generate own pipeline through active hunting, not relying on marketing programs or handed-off account lists.
Experience selling physical 3PL warehouse and fulfillment services (not transportation brokerage, TMS, or managed services).
Understanding of how shippers evaluate 3PL outsourcing decisions, including the RFP process, stakeholders, and contract structuring.
Experience selling into food, beverage, nutrition, or CPG verticals and understanding of the compliance environment (OTIF, MABD, retail routing guide requirements).
Ability to engage confidently at VP and C-suite level and lead complex, multi-stakeholder sales processes independently.
Bachelor's degree in Business, Supply Chain, or a related field.

Responsibilities

Prospect and close new business within the pharma and life sciences vertical, targeting pharmaceutical manufacturers, specialty distributors, clinical logistics providers, medical device companies, and nutraceutical brands.
Sell the full ITS + Roadtex D&F platform: ambient omnichannel fulfillment (ITS) and confectionery-grade temperature-controlled warehouse, distribution, and VAS (Roadtex).
Build and manage your own pipeline from scratch.
Qualify opportunities, design integrated solutions, coordinate pricing, and lead pursuit cycles through close.
Engage VP and C-suite supply chain, logistics, and procurement contacts.
Build multi-service proposals and ROI models, combining ambient warehouse, temp-controlled storage, VAS, and transportation into a single integrated solution.
Work with ITS and Roadtex operations and pricing teams to validate solutions operationally before proposals go out.
Use the Echo enterprise account base to identify cross-sell opportunities for ITS D&F and Roadtex capabilities.
Keep CRM clean with accurate deal values, stages, timelines, and probabilities on every active opportunity.
Transition closed accounts cleanly to the Enterprise Account Management team and stay involved where needed to protect revenue actualization.
Show up at trade events, customer meetings, and industry forums specific to food and nutrition supply chain.
Give leadership straight pipeline reporting, including what's real, what's at risk, and what's closing.