President/EVP, Digital Brokerage

ARE YOU INTERESTED IN JOINING A HYPER-GROWTH LOGISTICS TECH COMPANY?
Loadsmart is a growth-stage start-up technology company valued at over $1 billion (a true Tech Unicorn)!
We have recently created a new President of Brokerage/EVP position to lead both supply and demand side of our Loadsmart brokerage business. This role requires a demonstrated track record of success leading entire brokerage P&Ls with direct experience on both the shipper and carrier side for sales and operations.  The ideal candidate must have significant scale-up experience as a builder and clear examples of doing this at scale.
This individual will be someone who has consistently overachieved in high-growth environments and has actively contributed to building high-performance, customer-centric organizations. It will be critical that this individual has been a part of scaling a rapidly growing business by driving adoption within a solution-oriented team. The role will require an individual to establish results and performance-based culture while leveraging their leadership team to build out the organization and vision for the shipper/carrier sales and operations teams.
DEPARTMENT: Digital BrokerageLOCATION: This position can be remote anywhere in the US (or in offices in Chicago); the expectation is this role will generally work during Central business hours as Chicago is HQ. If not based in Chicago, regular travel to HQ, as well as key Customer sites, would be expected.

WHAT YOU GET TO DO: 3 Key Areas

• Strategy and Leadership
• Sales - Alignment and Execution
• Operations - Customer Growth and Adoption

Strategy and Leadership

• Lead both shipper and carrier teams consisting of enterprise, mid market and SMB along with carrier operations, pricing strategy, capacity development, carrier sales and specialized services
• Build and drive a strategy for the supply side(carrier) and the shipper side(brokerage) that leverages an integrated approach and delivers a sustainable service experience
• Identify and prioritize target markets and prospects for current and new products, according to growth opportunities
• Monitoring industry trends to identify new opportunities for growth or ways to improve existing products or services in both the shipper and carrier areas
• Establishing pricing structures, terms of payment and other contractual obligations with clients
• Work directly with CTO and CPO to create new products and solutions for shippers, such as drop and hook, trailer leasing, etc. Focus areas and roadmaps, bringing customer needs and revenue opportunities together to drive higher revenue per customer.
• Demonstrate unrelenting commitment to achieving the plan numbers, and establish the required positive tension and energy with the team

Sales - Alignment and Execution

• Attract and retain a team of stellar performers
• Operationalize leading edge execution across the teams and achieve world class performance from lead generation to sales conversion, applying advanced methodologies and tools, automation and programmatic execution where applicable
• Create and drive specific programs such as account plans to increase adoption and share of wallet on existing clients, whilst acquiring new clients
• Create and drive specific programs to increase customer satisfaction and retention, across all products and services
• Align the different teams’ structures, performance standards, metrics and commission programs to best in class practices
• Systematically staff against highest return market opportunities, explicitly planning capacity and allocation against ROI goals
• Provide solid forecasting and the ability to explain results on a period by period basis through detailed variance analysis

Operations - Customer Growth and Adoption

• Prioritize service delivery as #1 KPI for growth and retention
• Review and develop plan to formally tier and manage our carrier customers to ensure engagement and delivery on shipper side and carrier satisfaction and growth on carrier side
• Formalize a carrier tiering program with reward/penalty and allows us to better control outcomes with shippers
• Leverage and scale teams to improve operational excellence in pricing, RFP strategy, account planning, account management, forecasting and reporting processes
• Manage key customer relationships, driving success and satisfaction, and creating additional commercial opportunities
• Lead customer-centric, customer journey and value proposition initiatives by partnering with Product, Marketing and Operations
• Clearly define and track against a quantitative definition of success, which includes operational metrics such as churn, customer satisfaction and NPS
• Manage key customer relationships and participate in closing strategic op