Vice President Sales & Marketing

Job Location US
Type
Regular Full-Time

Overview

ITS ConGlobal (“ITSC”) is North America’s leading operator of intermodal, finished vehicle, and depot service terminals. With operations in locations across the US, Mexico, and Costa Rica and more than 50 years of industrial experience, ITSC serves as the industry’s go-to experts in terminal operations. ITSC’s service and product offerings anchor on complementing specialized industrial equipment operations with advanced, technology-enabled systems and processes. We are seeking an experienced  Vice President of Sales and Marketing with a track record of success. 

 

The Vice President—Sales & Marketing leads the team responsible for enterprise sales and marketing activities for ITS ConGlobal.  This role develops and executes go-to-market programs and strategies, emphasizing the rail operations business unit. This is a senior leadership position, reporting to the CEO. 

 

AS VP of Sales & Marketing, you will be responsible for current and prospective customer engagement, product positioning and pricing and new business development across all revenue streams and areas of operation, including:

 

  • Intermodal Terminal Operations
  • Automotive Terminal Operations
  • Railcar Switching Operations.
  • Technology enabled terminal solutions.
  • Collaborating with Depot Operations to expand cross-segment opportunities (e.g., wheeled storage, etc.).

 

 

Responsibilities

 

We expect the Vice President—Sales & Marketing to lift profitability and drive growth. The role is part of ITSC’s executive team and is crucial to corporate strategy.  Our ideal candidate will define and capture ITSC's commercial opportunities today and those that will exist in the future to craft and deliver the appropriate strategy to leverage ITSC’s developing platform to maximize new business streams and deliver value-enhancing results. 

 

The Vice President—Sales & Marketing will be responsible for the following:

  • Strategic & Commercial Planning:
    • Conduct market monitoring, market size assessment, and market share and customer analysis.
    • Take ownership for devising and articulating persuasive commercial strategies, and translating them into objectives and actions which will deliver real value to the P&L.
  • Own pricing and overall contract structures:
    • Drive ITSC’s pricing structures and models.
    • Set pricing, volume, and yield targets and monitor performance against growth objectives.
  • Commercial Growth:
    • Grow ITSC’s core business lines, primarily in the Rail Business Unit
    • Develop ITSC’s products
      • Research, analyze and identify market opportunities.
      • Review and communicate customer key priorities.
      • Drive growth across all rail business unit revenue streams.
    • Responsible for developing strong relationships with customers and leveraging those relationships to drive positive outcomes
    • Drive strategic, data-driven decisions with the Executive Team, the Board, and external stakeholders, including partnering closely with the Chief Executive Officer and Chief Financial Officer in order to drive and monitor performance of the commercial function.
      • Develop new business opportunities and manage a pipeline of commercial growth projects.
      • Deliver new business opportunities and new commercial projects.
      • Develop the business case for investment opportunities based on key parameters such as IRR and payback periods.
      • Understand and absorb the commercial impacts of economic, regulatory, and operational changes.
    • Commercial Operational Management:
      • Drive a culture change across the organization focusing on the highest standards of customer service, operational efficiency, and safety.
      • Prepare and monitor commercial performance against budgets and business plans.
      • Work with the CFO and finance team to formulate business plans, proposals, and commercial offers.
      • Position industry-leading technologies and business processes into market opportunities.

 

Qualifications

Leaders with the following experience & expertise will excel:

  • Sector Experience - Demonstrated leadership experience working within the railroad industry or engaging with the broader supply chain environment.
  • Proven Commercial Leadership - Experience in a commercial leadership role of a credibly sized organization.
  • Demonstrated Growth Experience - Brings a track record reflecting a contribution to profitable growth, process improvement, and cost control to create customer and enterprise value.
  • Operational Change & Excellence - Proven ability to drive enterprise-wide change, organizational evolution, and inspire and develop people. Demonstrate and foster an aspiration for customer-orientated excellence and growth.
  • Strategic & Analytical - Data-focused with a robust understanding of the commercial impacts of economic, regulatory, and operational changes.
  • Commercial - Experienced in raising visibility and impact, fostering relationships with potential partners to deliver growth and the broader commercial value.
  • Stakeholder Management - Able to engage with conviction and gravitas with a broad mix of stakeholders.
  • Team & Leadership Development - Focused on talent and team development to lead the business through change, ensuring the establishment and future continuity of an effective senior management team.

 

Qualifications:

Ideally educated to degree level or above.

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