Job details

President, Digital Brokerage

ARE YOU INTERESTED IN JOINING A HYPER-GROWTH LOGISTICS TECH COMPANY?

Loadsmart is a growth-stage start-up technology company valued at over $1 billion (a true Tech Unicorn)!

We have recently created a new President of Brokerage/EVP position to lead both supply and demand side of our Loadsmart brokerage business. This role requires a demonstrated track record of success leading entire brokerage P&Ls with direct experience on both the shipper and carrier side for sales and operations. The ideal candidate must have significant scale-up experience as a builder and clear examples of doing this at scale.

This individual will be someone who has consistently overachieved in high-growth environments and has actively contributed to building high-performance, customer-centric organizations. It will be critical that this individual has been a part of scaling a rapidly growing business by driving adoption within a solution-oriented team. The role will require an individual to establish results and performance-based culture while leveraging their leadership team to build out the organization and vision for the shipper/carrier sales and operations teams.

DEPARTMENT: Digital Brokerage

LOCATION: This position can be remote anywhere in the US (or in offices in Chicago); the expectation is this role will generally work during Central business hours as Chicago is HQ. If not based in Chicago, regular travel to HQ, as well as key Customer sites, would be expected.

WHAT YOU GET TO DO: 3 Key Areas

Strategy and Leadership
Sales - Alignment and Execution
Operations - Customer Growth and Adoption

Strategy and Leadership

Lead both shipper and carrier teams consisting of enterprise, mid market and SMB along with carrier operations, pricing strategy, capacity development, carrier sales and specialized services
Build and drive a strategy for the supply side(carrier) and the shipper side(brokerage) that leverages an integrated approach and delivers a sustainable service experience
Identify and prioritize target markets and prospects for current and new products, according to growth opportunities
Monitoring industry trends to identify new opportunities for growth or ways to improve existing products or services in both the shipper and carrier areas
Establishing pricing structures, terms of payment and other contractual obligations with clients
Work directly with CTO and CPO to create new products and solutions for shippers, such as drop and hook, trailer leasing, etc. Focus areas and roadmaps, bringing customer needs and revenue opportunities together to drive higher revenue per customer.
Demonstrate unrelenting commitment to achieving the plan numbers, and establish the required positive tension and energy with the team

Sales - Alignment and Execution

Attract and retain a team of stellar performers
Operationalize leading edge execution across the teams and achieve world class performance from lead generation to sales conversion, applying advanced methodologies and tools, automation and programmatic execution where applicable
Create and drive specific programs such as account plans to increase adoption and share of wallet on existing clients, whilst acquiring new clients
Create and drive specific programs to increase customer satisfaction and retention, across all products and services
Align the different teams’ structures, performance standards, metrics and commission programs to best in class practices
Systematically staff against highest return market opportunities, explicitly planning capacity and allocation against ROI goals
Provide solid forecasting and the ability to explain results on a period by period basis through detailed variance analysis

Operations - Customer Growth and Adoption

Prioritize service delivery as #1 KPI for growth and retention
Review and develop plan to formally tier and manage our carrier customers to ensure engagement and delivery on shipper side and carrier satisfaction and growth on carrier side
Formalize a carrier tiering program with reward/penalty and allows us to better control outcomes with shippers
Leverage and scale teams to improve operational excellence in pricing, RFP strategy, account planning, account management, forecasting and reporting processes
Manage key customer relationships, driving success and satisfaction, and creating additional commercial opportunities
Lead customer-centric, customer journey and value proposition initiatives by partnering with Product, Marketing and Operations
Clearly define and track against a quantitative definition of success, which includes operational metrics such as churn, customer satisfaction and NPS
Manage key customer relationships and participate in closing strategic opportunities; Increasing and maintaining customer happiness with their offerings and, in their ability to address their needs, elevating their chances to recommend their offerings to others

MAIN REQUIREMENTS:

At least 15 years in organizations in a GM-type role leading teams both selling and delivering multiple products to both enterprise and SMB customers (ideally a blend of software and services), with 5+ years in a senior leadership position leading cross-functional teams over 50 people
Extensive experience leading a fast-paced brokerage and freight, operations, account management or customer experience organizations, with demonstrated results in driving enhanced productivity and improved operational metrics (ideally leveraging OKRs)
Proven track record on partnering with product and engineering teams to launch new successful products and services in a fast-paced, iterative and hypothesis-driven framework
Proven ability to systematically and rapidly diagnose the opportunities and challenges facing a business, set strategy, decide on a course of action, then enroll & mobilize the organization to deliver successful outcomes
Conceiving, developing and executing commercial and/or customer journey strategies for a multi-product company selling across SMB and Enterprise
Driving change, growth strategy implementation, strategic planning, complex financial analysis, analytical and valuation skills with strong critical-thinking and sound business judgment, including the ability to develop a strategic perspective for target identification and evaluation
Demonstrated track record of recruiting and fielding an "A" team Experience while building new capabilities where one has not previously existed is desirable
P&L experience is a must, as would experience with software-based products and services

Due to position requirements, this position cannot be performed in New York City or the states of Colorado, Washington, or California.

WORKING AT LOADSMART

Competitive base salaries - we believe in rewarding top talent
Extremely competitive Equity package - become a shareholder in our company!
Loadie Time Off - PTO and sick days without a limit
Comprehensive Medical, Dental, and Vision insurance plans (US applied)
401k Match

Apply today!

At Loadsmart, we believe our biggest asset is our people. We are proud to be an equal opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. Loadsmart treats all candidates and employees with respect and does not discriminate in our recruiting, hiring, and promoting processes, including on the basis of race, color, religion, sex, age, sexual orientation, gender identity and/or expression, national origin, veteran status, or disability.

It is the policy of Loadsmart that all offers of employment made shall be contingent upon successful completion of electronic background check(s). These checks will be job-related, consistent with business necessity and conducted by our vendor, pursuant to all applicable laws, rules, policies and procedures of our candidates' specific locale.

Loadsmart Glassdoor Company Review

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