Vertical Lead - Solar & Industrial

Role Overview and Responsibilities

As a Vertical Lead focused on Solar & Industrial sectors within the freight forwarding domain, you will be accountable for meeting the vertical's sales targets in line with budget expectations while fostering strong team engagement. Key duties include managing a portfolio of 10 to 12 strategic accounts under a Key Account Manager framework, maintaining regular communication with both internal teams and clients, and overseeing the P&L to stimulate business growth.

You will also champion customer engagement initiatives, enforce rigorous pipeline hygiene, and govern sales call standards with business associates to optimize performance.

Customer Insights and Solution Development

This role demands systematic collection and analysis of vertical-specific market intelligence through various sources such as trade shows, research studies, and frontline interactions. You will convert these insights into value propositions, designing tailored packages and integrated solution offers including pricing strategies in collaboration with cross-functional teams like Customer Insights and Product management. You will be responsible for ensuring these offerings meet their expected business outcomes.

Business Development and Growth Initiatives

You will support sales teams by sponsoring key pursuits, guiding value proposition presentations, proposal development, and crucial customer meetings. Acting as a trusted advisor, you will help broaden the client scope of work through senior-level relationship building. The role expects you to be a proactive growth champion who challenges the status quo and cultivates a thriving vertical community within the organization.

Qualifications

• Over 10 years of experience in client-facing sales roles in freight forwarding or logistics.
• Proven track record of securing new business through both individual and team efforts.
• Demonstrated leadership capability.
• Strong communication skills across multiple stakeholder levels.
• Ability to deliver results through a strategy focused on collaboration.
• Strong consultative partnership skills combined with genuine empathy for customers.
• Excellent negotiation, influencing, and problem-solving abilities.