Vice President, Strategic Sales

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries.

We are proudly part of Japan Post —

Location:

Ohio

The Vice President, Sales (Ocean Focus) is accountable for delivering aggressive sales growth and revenue targets from large, key national and strategic customers, with a primary emphasis on Ocean freight solutions. This is an individual contributor role with no direct reports. This leader will set, monitor, and achieve ambitious sales targets and KPIs, ensuring that Ocean freight is the cornerstone of the company’s growth strategy.

The VP will design and execute data‑driven sales penetration strategies, using KPIs to drive performance, profitability, and market share across multiple verticals.

• Develop and execute Ocean freight sales initiatives to achieve and exceed defined sales targets, revenue goals, and margin KPIs
• Recommend and implement enhancements to Ocean product offerings and sales processes, using KPI analysis to improve win rates and strategic sales potential
• Convert client leads to gross profit, prioritizing Ocean freight opportunities and tracking conversion rates against established KPIs
• Collaborate with Product Heads to optimize the product mix, ensuring Ocean solutions are positioned competitively and measured by market share and profitability KPIs
• Analyze key competitors in Ocean freight and provide market intelligence, using competitive benchmarks as KPIs to ensure ongoing pricing and service leadership
• Conduct regular meetings and qualified sales visits with new and existing clients, targeting at least 5 high‑value Ocean‑focused visits per week and reporting on visit KPIs
• Provide accurate and timely information to client services, operations, and sales support, ensuring process and administration efficiency is measured and improved through operational KPIs
• Deliver market feedback to develop and refine Ocean freight offerings, using customer satisfaction and retention KPIs to measure success
• Attend regular meetings with senior managers to align on Ocean market strategies, reporting on progress against strategic KPIs
• Ensure high reliability and consistency in Ocean service delivery, using service quality KPIs to drive continuous improvement
• Complete presentations, proposals, and tender responses to secure new Ocean business, tracking proposal win rates and pipeline KPIs
• Enter all required Ocean sales information into Toll’s Sales platform weekly, ensuring data integrity and KPI visibility
• Submit reports required by the Sales Department and/or senior managers, with a focus on Ocean sales performance and KPI attainment
• Cooperate with Credit Department to collect/settle outstanding Ocean‑related invoices, tracking DSO (days sales outstanding) and collections KPIs
• Incorporate daily use of the Global CRM platform to document Ocean sales activity and relevant customer business details, ensuring all KPIs are accurately tracked and reported

• This position is generally sedentary in nature; involves sitting most of the time but may involve walking or standing for brief periods of time.
• Must be able to travel.
• Ability to occasionally lift up to 10 lbs. required.
• Ability to talk and hear required.
• Ability to perform repetitive motions required.
• Ability to occasionally move inside the office
• Must be able to remain in a stationary position for x amount of time
• Ability to move or position self in order to reach, lift, climb, balance, stoop and crouch required.
• Ability to read PC screens; detect color coding, read fine print, and/or normal type size print required.

• Bachelor’s Degree in Business or related field
• Minimum 10+ years’ relevant experience in Ocean freight development and client relationship building within the freight forwarding industry, with a proven record of meeting or exceeding sales targets…