Commercial Director, North America Warehousing & Logistics

About the position

The Commercial Director for North America - Warehousing & Logistics at Iron Mountain is responsible for leading the growth and strategic direction of the company's logistics services. This role focuses on driving revenue growth, managing high-performing sales teams, and developing a strong pipeline for contract logistics, warehousing, fulfillment, and value-added services. The ideal candidate will have extensive experience in the logistics industry and a proven track record in B2B sales, particularly in closing complex deals.

Responsibilities

• 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.
• Identify, engage, and cultivate relationships with key customers in target industries such as Retail, 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.
• 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.
• 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.

Requirements

• 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.

Benefits

• Competitive salary with commissions
• Remote work eligibility in New Hampshire
• Opportunities for professional development and growth
• Participation in a culture that values unique contributions