Commercial Director, North America – Warehousing & Logistics - Iron Mountain

Iron Mountain Commercial Director, North America – Warehousing & Logistics

Remote Eligible in Washington - J0081613

At Iron Mountain, we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.

Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

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:

1. 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.
2. 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.
3. 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.
4. 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.

Reasonably expected salary range: $159,400.00 - $212,500.00 + commissions.

Iron Mountain is committed to intentionally creating and supporting an inclusive and diverse workforce.