Vice President - Enterprise Sales (Logistics)

Position Summary:  
Penske Logistics is a leading provider of logistics and supply chain solutions, offering services such as supply chain management, warehousing, and transportation management. We leverage advanced technology and industry expertise to help businesses streamline their logistics operations and improve efficiency. At Penske, we support many industries; we don’t just move goods, we move lives and businesses forward. We don’t just understand our customers’ businesses; we are embedded in them.

We are seeking a dynamic sales leader to join our enterprise sales organization, someone with a strategic mindset and a passion for driving growth in the logistics sector.

The Vice President of Enterprise Sales at Penske Logistics plays a pivotal role in driving market penetration and executing comprehensive sales strategies across all product lines to meet the company’s revenue and profit goals. This leadership position involves managing major customer accounts and relationships. The VP of Enterprise Sales will oversee a team of up to ten sales executives and will be responsible for achieving annual sales (new add, renewal) quotas aligned with company objectives. This position reports to our Senior Vice President of Solutions and Sales Strategy.

Qualified candidates for this role will have at least ten years of executive-level sales experience, including new business development and major account management within the logistics and supply chain industry. Proven experience in team leadership, with demonstrated success in team development initiatives, is required. Strong communication skills, executive presence, and the ability to connect and build rapport across all levels are essential. Additionally, candidates will be assessed on their ability to develop a strong strategic vision and their financial acumen. 

This position can be based out of one of our core Logistics offices: Reading, PA; Dearborn, MI; Beachwood, OH, or Duluth, GA.

Major Responsibilities:  

People Management    
• Recruit, manage, motivate, coach, and develop staff
• Manage available resources to meet business objectives
• Monitor the performance of staff based on target setting
• Initiates corrective measures to improve performance
• Identify training needs and monitor application of trainings and progress

Customer Relationship Management    
• Thinks from the customer perspective and aligns all measures to meet customer needs and increase customer satisfaction and loyalty
• Seeks permanent ways to add value to customer relationships
• Reacts rapidly to customers / accounts that are in jeopardy of cancelling their contract with churn prevention programs and win-back measures
• Develops cross-selling and up-selling opportunities and improve customer relationship platform
• Explores innovative approaches to addressing specific customer needs and resolving issues.

Strategy & Planning
• Set up customer oriented and segment specific marketing and sales plan for company
• Conduct a thorough analysis of the market situation (including: environmental, competitive, market, customer)
• Develop prospecting and sales strategies that meet business objectives by incorporating markets and customer segments, competitive issues, trends in the industry and external environment
• Leverage tactical marketing programs to meet objectives (products, pricing, retention programs, etc.)
• Monitor results of programs and market conditions and make appropriate changes.

Growth
• With a thorough understanding of the customer’s business model, identify and propose logistics solutions to customers utilizing PL’s products and services
• Take the lead in negotiating and closing deals by uncovering and addressing objections and concerns from the customer
• Develop broad and executive level networks with Enterprise Customers and others through professional organizations, media and speaking engagements and industry conferences
 

Job Qualifications: 
• 10 years of executive level sales experience or experience in a sales support role with executive level exposure with 5+ years of experience managing a successful sales force
• Working knowledge of operations / supply chain field
• Bachelor’s degree in Business, Supply Chain Management, or related field
• Ability to learn and credibly articulate / present PL products and services to C-Level executives both verbally and in writing
• Ability to connect and build rapport / relationships with internal and external customers at all levels
• Ability to understand problems quickly and make effective recommendations 
• Skill in the operation of variety of computer software programs, including Microsoft Word, Ex