Vice President, Parcel Sales

The VP, Parcel Sales will spearhead Echo’s parcel growth strategy, driving commercial execution, customer acquisition, and product innovation across the organization. This individual will serve as the primary architect and champion of Echo’s parcel go-to-market plan, ensuring strong alignment between sales, operations, technology, and carrier partners. The ideal candidate is a forward-thinking, strategic sales leader with deep parcel industry expertise and a proven ability to build, scale, and lead high-performing commercial teams in a dynamic logistics environment.Key Responsibilities:

Commercial Leadership & Strategy

• Develop and execute Echo’s parcel growth strategy, driving revenue expansion and profitability.

• Define and refine Echo’s parcel value proposition, pricing models, and market positioning.

• Collaborate with leadership to align parcel initiatives with broader company goals and operational capabilities.

• Identify and pursue partnership and acquisition opportunities to accelerate growth.

Sales Enablement & Client Engagement

• Partner with Account Executives, Sales Leaders, and Operations to drive parcel sales performance and customer success.

• Lead strategic client pursuits, executive business reviews, and solution design for key parcel accounts.

• Develop and deliver training and education programs to strengthen parcel knowledge across the sales organization.

• Build and maintain strong relationships with shippers, carriers, and technology partners to ensure mutual success.

Operational & Financial Performance

• Oversee commercial pricing, RFP responses, and profitability analysis for parcel accounts.

• Collaborate with IT, Pricing, and Audit teams to ensure accurate rate loading, billing validation, and compliance with pricing rules.

• Partner with Finance and Operations to monitor performance metrics, margin health, and carrier incentive structures.

• Drive process improvements that enhance accuracy, scalability, and operational efficiency.

Cross-Functional Collaboration

• Work closely with Echo’s technology and analytics teams to enhance the parcel product offering and customer experience.

• Support integration efforts across systems and platforms to enable seamless parcel execution and reporting.

• Serve as a key liaison between internal stakeholders to ensure alignment, communication, and consistent delivery of value to clients.

Qualifications:

• 10+ years of experience in transportation, logistics, or parcel shipping (with a strong focus on sales, commercial strategy, or operations).

• Proven success in leading teams and scaling parcel or e-commerce solutions.

• Deep understanding of carrier pricing, parcel audit processes, and rate negotiation.

• Strong analytical, financial, and strategic planning skills.

• Excellent interpersonal and communication skills, with the ability to influence across all organizational levels.

• Bachelor’s degree in Business, Supply Chain, or related field (MBA preferred).

• Entrepreneurial mindset with a passion for innovation, collaboration, and results.

Echo Global Logistics is a leading provider of technology-enabled transportation and supply chain management services. We simplify transportation management for our clients by leveraging advanced technology, deep carrier relationships, and industry expertise to deliver cost-effective, reliable shipping solutions. From coast to coast and across every mode, Echo connects businesses that need to ship their products with carriers that deliver results — quickly, securely, and efficiently.

Benefits

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

Compensation

$1.00-999,999,999.00 per year

This role is eligible for a bonus that is based on a combination of personal and business performance.