Sales Account Executive Vertical

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Description

The Vertical Account Executive is responsible for managing and growing a portfolio of large, strategic Industrial customers. This role is primarily focused on account development (share of wallet growth, retention, and yield optimization), while also identifying and closing net new opportunities within assigned accounts and target segments.

The position requires strong commercial acumen, the ability to navigate complex customer environments, and experience developing multi-year transportation and supply chain solutions. Success in this role depends on building senior-level relationships, leading cross-functional alignment, and delivering measurable business value for both the customer and Purolator.

Responsibilities

Deliver annual and quarterly revenue targets, including:

Share of Wallet (SOW) growth

Net new revenue within existing and target accounts

Revenue retention and contract renewal performance

Yield / profitability targets

Own and execute strategic account plans for assigned customers, aligned to Industrial vertical priorities

Identify and develop growth opportunities within complex customer networks (business units, regions, supply chain functions)

Lead end-to-end sales cycles for expansion opportunities, including solution design, pricing strategy, and contract negotiation

Manage and lead RFPs, ensuring alignment with Purolator processes and cross-functional input (operations, finance, legal, IT)

Conduct regular executive business reviews (QBRs/MBRs) focused on performance, growth opportunities, and long-term partnership development

Act as the primary escalation point for assigned accounts, ensuring timely resolution and strong customer experience

Partner cross-functionally to deliver integrated, scalable solutions that meet customer requirements

Maintain disciplined pipeline management, forecasting accuracy, and CRM hygiene (Salesforce)

Additional Responsibilities

Travel required to support customer engagement with occasional overnight travel across Canada and the U.S.

Contribute to Industrial vertical strategy, including sharing best practices, market insights, and customer trends

Support internal initiatives tied to pricing strategy, solution development, and operational alignment

Education

Post-secondary education in Business, Supply Chain, Logistics, or a related field preferred

Equivalent combination of education and relevant industry experience will be considered

Relevant industry or sales certifications (e.g., CPSA, CSCP) are considered an asset

Experience

7–10+ years of progressive sales experience in transportation, logistics, or supply chain environments

Proven success managing large, strategic (enterprise/national) accounts with multi-million-dollar revenue profiles

Strong track record of delivering revenue growth, retention, and profitability targets

Experience leading complex, multi-stakeholder sales cycles and contract negotiations

Demonstrated ability to grow share of wallet within existing accounts through structured account planning

Strong understanding of transportation, logistics, and supply chain solutions

Experience working cross-functionally to deliver customer solutions across operations, finance, legal, and IT

Advanced communication and presentation skills, including comfort engaging executive-level stakeholders

High level of organization, accountability, and ability to manage multiple priorities in a fast-paced environment

Experience with CRM tools (Salesforce preferred) and pipeline management discipline

Language Requirement: Proficiency in English is required for this position due to the frequent communications that must be conducted in English with various stakeholders. This requirement is justified by the nature of the responsibilities and operational needs.

POSTING DETAILS

Location: 530 - Corporate

Working Conditions: Office Environment; On the Road

Reports to: Manager Sales Vertical

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Purolator complies with Canadian law in all recruitment practices. During pre-screening, we may use an Artificial Intelligence (AI) tool, supported by human oversight, to efficiently manage tasks such as resume screening and candidate matching, enabling our team to connect with qualified candidates faster.

Personal information is used solely for recruitment and managed in accordance with privacy legislation. For AI-related inquiries only, contact TalentCOE@purolator.com. To apply, visit our Careers Page.

We recognize that employees and their families are essential to our success. We strive to provide a safe, healthy, and supportive workplace, ensuring the right people have the tools they need to thrive.

Every day at Purolator is an opportunity to connect with colleagues, customers, and communities to make a positive impact. Learn more about our values at www.purolator.com.