Company Name

Confidential

Search Job Title

VP Intermodal Logistics

Client Profile

The client is a leading provider of technology-enabled transportation and supply chain management services, known for its innovative proprietary technology platform. The company operates across various modes of transportation, including truckload, less-than-truckload (LTL), and intermodal. As a privately held company with an annual worth of $2B-$3B, the client’s primary focus lies within transportation third-party logistics (3PL) and intermodal logistics. With rapid industry changes occurring, the client needed a strategic leader to drive its intermodal sales and expand market share in a competitive landscape.

Role Objectives & Challenges

The VP of Intermodal Sales position, based in Chicago, IL, was identified as a critical role for the client. This role was crucial for developing and executing a sales strategy that would enhance the company’s revenue growth and expand market share in the intermodal division. Additionally, the VP needed to build and manage a high-performing sales team while adapting to the evolving transportation and logistics industry.

However, the hiring process faced several obstacles. The intermodal sector was undergoing significant changes, making it difficult to find a candidate with both the required industry experience and the adaptability to navigate the challenges. During the search process, the client won an intermodal award, which led to a pause in hiring while the leadership team reassessed their needs. This delayed the search and further complicated the recruitment timeline.

Our Approach to Solve the Search

Working directly with the Chief Commercial Officer (CCO) and the senior HR leadership team, we initiated a targeted search strategy focused primarily within the Chicago area while remaining open to considering candidates willing to relocate. We sourced talent from within the 3PL transportation and intermodal sectors, focusing on professionals with a strong sales background, proven leadership abilities, and extensive knowledge of the intermodal transportation industry.

Key candidate qualities we prioritized included:

Leadership and team-building capabilities

Deep understanding of the intermodal sector

Strong sales strategy and revenue growth experience

Change management skills to handle industry shifts

The biggest challenge was finding a candidate who possessed the right level of strategic vision in an industry that was undergoing rapid transformation. Additionally, the unexpected pause in the search process due to the client’s award recognition created uncertainty in the hiring timeline and further complicated the candidate engagement process.

The Hire & Results

The search took approximately six months to complete, largely due to the pause in hiring. Ultimately, we were able to secure a highly qualified candidate who was already based in the Chicago area, eliminating the need for relocation. The chosen candidate brought extensive experience in intermodal sales leadership, had a deep knowledge of the industry, and aligned perfectly with the strategic objectives of the role.

By hiring a VP with strong leadership skills, an impressive sales track record, and the ability to manage the complexities of the intermodal sector, the client was well-positioned to continue its trajectory of growth and success. The new VP has since led the division in expanding its market share and driving significant revenue increases within the intermodal segment, delivering on the role's key objectives and positioning the client as a leader in the 3PL and intermodal space.

This case study demonstrates our ability to adapt to evolving client needs and successfully deliver results even in the face of industry challenges and shifting timelines.