Vice President, Solution Sales - Distribution & Fulfillment (F&B)

About the Position

We're looking for a proven hunter who has spent their career selling warehouse and fulfillment solutions into the pharmaceutical and life sciences space - and who understands that in this vertical, compliance capability is the sale, not a checkbox.

This role sells the full ITS + Roadtex D&F platform: ITS omnichannel ambient warehouse and fulfillment for CPG manufacturers, food shippers, and e-commerce customers, and Roadtex temperature-controlled (confectionery-grade, 55-65F) warehouse, distribution, and value-added services for customers who need food-safe, OTIF-compliant, retail-ready distribution.

There is no existing book to manage. You will prospect, qualify, design solutions, and close - from first call through contract. The platform is differentiated. The opportunity is real. We need someone who can execute.

Key Responsibilities

• Prospect and close new business within the food, beverage, and nutrition vertical - targeting manufacturers, co-packers, CPG brands, and distributors with complex outsourced warehousing and fulfillment needs.
• Sell the full ITS + Roadtex D&F platform: ambient omnichannel fulfillment (ITS) and confectionery-grade temperature-controlled warehouse, distribution, and VAS (Roadtex).
• Build and manage your own pipeline from scratch. Qualify opportunities, design integrated solutions, coordinate pricing, and lead pursuit cycles through close.
• Engage VP and C-suite supply chain, logistics, and procurement contacts. This is not a coordinator-level sales motion.
• Build multi-service proposals and ROI models - combining ambient warehouse, temp-controlled storage, VAS, and transportation into a single integrated solution.
• Work with ITS and Roadtex operations and pricing teams to validate solutions operationally before proposals go out.
• Use the Echo enterprise account base to identify cross-sell opportunities for ITS D&F and Roadtex capabilities.
• Keep CRM clean - accurate deal values, stages, timelines, and probabilities on every active opportunity.
• Transition closed accounts cleanly to the Enterprise Account Management team and stay involved where needed to protect revenue actualization.
• Show up at trade events, customer meetings, and industry forums specific to food and nutrition supply chain.
• Give leadership straight pipeline reporting - what's real, what's at risk, what's closing.

About the Requirements

• 7+ years as an individual contributor selling 3PL warehouse and fulfillment solutions. Not sales management - field sales, closing deals.
• You've consistently closed $12M+ per year in new logo warehouse and fulfillment revenue within the food, beverage, or nutrition space. We'll ask for specifics.
• You built that pipeline yourself. Not from marketing programs, not from account lists handed to you. You know how to generate your own opportunities.
• You are actively hunting in your current role - not managing accounts, not renewing contracts. You find new business and close it.
• The product you've been selling is warehouse and fulfillment - physical 3PL services. Not transportation brokerage, not TMS, not managed services.
• You understand how shippers evaluate 3PL outsourcing decisions - the RFP process, the stakeholders involved, how multi-year contracts get structured and won.
• You've sold into food, beverage, nutrition, or CPG verticals and understand the compliance environment: OTIF, MABD, retail routing guide requirements.
• You can engage confidently at VP and C-suite level and lead a complex, multi-stakeholder sales process without hand-holding.
• Bachelor's degree in Business, Supply Chain, or a related field.

This job operates in an office environment and uses a computer, telephone and other office equipment as needed to perform duties. The noise level in the work environment is typical of that of an office with an open seating floor plan. The employee may encounter frequent interruptions throughout the work day. The employee is regularly required to sit, talk, or hear.

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, status as a qualified individual with a disability, or Vietnam era or other protected veteran.

Benefits

For more information about our benefit offerings, please visit our careers page at https://www.echo.com/company/careers.

Compensation