Commercial Director, North America - Warehousing & Logistics - Iron Mountain : Job Details

Position Overview: We are seeking a dynamic and experienced Commercial Director to lead the growth and strategic direction of our Warehousing & Logistics service across North America. This role will drive revenue growth,lead high-performing sales teams, and develop a robust pipeline for contract logistics, warehousing, fulfillment, and value-added services. The ideal candidate will possess a deep understanding of the logistics industry, strong customer relationships, and a proven track record of closing complex deals in a B2B environment for contract logistics. Key Responsibilities:

Strategic Leadership:

• Develop and execute the commercial sales strategy for the Contract Logistics division, focusing on profitable growth and market expansion.
• Lead market analysis to identify new opportunities, customer needs, and industry trends to inform the sales strategy.
• Collaborate with the senior leadership team to align sales objectives with overall business goals.
• Business Development:
  • Identify, engage, and cultivate relationships with key customers in target industries, such as Retail, Consumer Packaged Goods (CPG), E-commerce, Electronics, Automotive, Industrial and Healthcare.
  • Lead the end-to-end sales process for high-value, complex contracts, including negotiations, contract closure, and implementation handover.
  • Own the sales pipeline, ensuring a balanced mix of short-term wins and strategic, long-term opportunities.
  • Customer Solutions:
    • Partner closely with the Solutions Design, Operations, and Implementation teams to develop tailored logistics solutions that meet client needs.
    • Act as the commercial voice in project design, ensuring that proposed solutions are both operationally viable and commercially sound.
    • Lead customer presentations and proposals, demonstrating a deep understanding of the company's value proposition and service capabilities.
    • Build, mentor, and lead a high-performing sales team, fostering a culture of accountability, performance, and continuous improvement.
    • Establish clear KPIs and performance metrics to measure the effectiveness of sales activities and drive team results.
    • Provide ongoing coaching and development to enhance the team's skills in consultative selling, customer engagement, and solution development.
    • Achieve revenue, margin, and growth targets in alignment with the company's strategic objectives.
    • Oversee budget planning, sales forecasts, and financial performance analysis for the Contract Logistics sales division.
    • Work closely with finance and pricing teams to develop competitive and profitable pricing models.
    • Market Positioning:
      • Represent the company at industry events, trade shows, and client meetings, acting as a thought leader in the field of Contract Logistics.
      • Drive brand awareness and market positioning through collaboration with the marketing team on campaigns, white papers, and case studies.
      • Monitor competitive landscape and adjust sales strategies to maintain a competitive edge. Qualifications:
        • Bachelor's degree or equivalent experience in Business, Logistics, Supply Chain Management, or a related field.
        • 10+ years of experience in sales or business development roles within the Contract Logistics industry.
        • 5+ years in a Senior Leadership position.
        • Proven track record of delivering sales growth, achieving targets, and closing large, complex contracts.
        • Strong network and customer relationships within key vertical markets.
        • Demonstrated expertise in solution selling, contract negotiation, and strategic account management.
        • Experience leading and developing high-performing sales teams.
        • Excellent communication, presentation, and interpersonal skills.
        • Ability to travel extensively ( 20% ) across North America as required. #J-18808-Ljbffr