VP of Partnership

Capstone Logistics is a premier provider of 3PL logistics services in distribution centers across the nation. With a footprint of over 600+ DCs in 48 states, and Canada, Capstone is the preferred partner for many major Retailers, Grocers and specialty companies. With even more growth expected this year, we are looking for top talent that is interested in career opportunities to grow with us!

The Vice President of Partnership is responsible for developing, managing, and scaling strategic customer partnerships that drive revenue growth, service expansion, and competitive advantage for Capstone Logistics Last Mile.

This is an individual contributor role, tasked with strengthening relationships with Capstone customers, technology providers and industry alliances to expand the company’s footprint and enhance end-to-end logistics solutions. Working with Capstone’s last mile delivery division, this person is responsible for achieving defined partnership goals, retaining existing business, and achieving new revenue and margin growth targets.

This position is a critical part of the team that drives growth and will play a key role in developing the company’s last mile and transportation strategy.

The ideal candidate can quickly develop broad and deep relationships with customers of last mile delivery and distribution services. These include parcel consolidation, dedicated route deliveries, fleet replacement, local line haul and priority courier services. Experience with consumer product companies, healthcare providers, industrial manufacturers, retailers, and/or distributors is required. The candidate needs to be an effective collaborator and motivator who can lead a team of subject matter experts to partnership and sales success.

This is a high-impact, highly visible role that requires a strategic, personable, creative, analytical, results-oriented, and organized leader.

• Develop and execute comprehensive strategic account plans aligned with company growth, margin and service objectives
• Proactively seek growth opportunities to expand customer relationships and increase revenue with the partner. Engage the Business Development team in the process when necessary.
• Negotiate partnership agreements, pricing structures, SLAs, and performance metrics

• Serve as the executive sponsor and advocate for key strategic customers, partners, and alliances
• Build senior-level relationships with partner executives and decision-makers
• Resolve escalations and ensure long-term, mutually beneficial partnerships
• Represent the company at industry events, conferences, and partner forums
• Identify business opportunities, design creative solutions with internal stakeholders, support new customer sales, and build/maintain relationships throughout diverse organizations
• Collaborate closely with Sales, Pricing, and Operations to ensure partner solutions are commercially viable and operationally scalable
• Establish KPIs and industry benchmarking to measure partner service, quality, profitability, and customer satisfaction
• Track renewals, support new bids and repricing efforts. Maintain key procurement relationships and proforma/model development for renewals and new business opportunities.

• Work and collaborate with all company divisions to integrate partner solutions to successfully execute cross-selling activities
• Ensure partnerships meet regulatory, contractual, and risk management standards
• Influence product and service development based on partner and market insights
• Identify opportunities for differentiation through partnerships and ecosystem expansion
• Provide strategic recommendations to executive leadership
• Perform additional responsibilities as assigned

• 10+ years of experience in a leadership position with at least 5 years of experience in last mile logistics and/or supply chain management consulting
• Proven success building and managing strategic partnerships in a 3PL, freight brokerage, warehousing, or supply chain technology environment
• Experience in connecting and developing relationships
• Executive presence with the ability…