Vice President Sales – Amazon Accounts NA

The Vice President Sales – Amazon Accounts NA is responsible for managing and strategically expanding TGW’s Amazon key account across North America (NA), coordinating all necessary measures. In alignment with TGW's strategic direction, existing resources are utilized to operate a stable and sustainable business with Amazon across the entire value chain — Sales, Realization, Lifetime Services (LTS), and Distributor Business (DB) — within the region. This role acts as the principal and primary contact for TGW across the Amazon key account in North America, and is the escalation point for strategic, commercial and operational topics.

This role will coordinate North America Amazon activities closely with the Global Amazon Lead based in Europe, to ensure alignment on global account strategy, consistent commercial positioning, and shared best practices across regions.

DUTIES AND RESPONSIBILITIES

Principal Duties

• Maintains and develops TGW's Tier 1 status with Amazon across North America and secures a fair and realistically deliverable fixed allocation of Tier 1 projects per year.

• Manages Amazon expectations in terms of response times to different deliverables, like: review of technical specifications, designs, ROM prices, Fix prices, proposal submissions, etc.

• Ensures projects are sold in line with TGW North America's group margin targets.

• Assists the Director of Realization-Amazon in the delivery of projects via support or escalation.

• Assists Lifetime Services team in the provision of spare parts packages and peak support via collaboration or escalation.

• Maintains and continues to develop relationships with Amazon's key stakeholders across North America.

• Creates and maintains a development plan for the next generation of Amazon leadership within TGW.

• Acts in accordance with TGW's values and promotes TGW and its brand in line with our value statements.

• Assumes the role of principal and primary contact for TGW across the whole of the Amazon key account in North America.

• Coordinates regularly with the Global Amazon Lead in Europe on global account strategy, crossregional escalations, and topics requiring alignment across regions.

• Performs other duties as assigned.

Group-Level Account Coordination

• Aligns the North America account strategy with the overall global account strategy to maintain a shared vision and manage expectations (stakeholder management).

• Provides input into and adheres to framework agreements negotiated with Amazon at a global level, adapting local execution to changing conditions.

• Participates in the organizational and process model that supports the global account ("virtual BU"), representing North America's structures and needs.

• Flags strategic investments required for the North America account and escalates to the Global Amazon Lead and relevant TGW stakeholders for decision-making.

• Acts as escalation point, contact person and coach for local North America unit areas (Sales, Realization, Lifetime Services, Distributor Business), working closely with responsible individuals and guiding them in line with TGW values.

• Contributes to feedback sessions and lessons-learned exercises with the Global Amazon Lead to help identify improvement opportunities that can be implemented across the Group.

Key-Account Management Activities (North America)

Stakeholder & Relationship Management

• Serves as the primary communication for Amazon procurement leads in North America for Green Field and large REI projects.

• Develops the communication network to ensure effective interaction with all Amazon departments and project initiatives, including relationships with Middle Mile and Last Mile teams.

• Serves as the TGW contact for ongoing discussions with OneMHS (NA).

• Serves as the TGW contact for ongoing discussions on material-only supply for projects in North America, including coordination with TLOG senior managers to secure full approval on IP, toolchain sharing, and commercial topics.

• Serves as the primary contact for the new initiative to integrate equipment only from DBU.

• Coordinates regularly with the Global Amazon Lead in Europe to ensure North America activities remain aligned with global account strategy and commercial positioning.

Commercial & Sales Management

• Directs the North America Sales support team to deliver high-quality layouts and commercial proposals.

• Reviews and evaluates the suitability of RFPs received from Amazon (bid – no bid).

• Conducts commercial negotiations through to the point of project award in North America.

• Serves as the single point of contact (SPOC) for commercial escalations for projects post-PO that cannot be resolved at project level.

• Forecasts as reliably as possible the Amazon workload in sales and realization for each sales cycle to minimize resource constraints.

Delivery & Operational Oversight

• Maintains regular overview of TGW North America resources and reports to Amazon on available capacity for future project delivery.

• Leads the TGW North America team in regular QBR and MBR meetings with Amazon management to review operational and strategic topics.

• Serves as the SPOC for operational escalations that cannot be resolved at project level, or issues escalated at Amazon senior level.

• Manages Health & Safety escalations and site visits to ensure the topic receives a high level of focus.

• Drives resolution of process and quality problems to ensure a high level of continuous improvement.

Contribution to Corporate Success

• Adopts and develops the North America Amazon key account plan with defined and measurable key objectives to ensure TGW remains/improves upon its Tier 1 status, in alignment with the global account plan.

• Provides regular and accurate updates related to the status of Sales, Realization and LTS topics within Amazon to TGW North America's C-level and Leadership teams, and to the Global Amazon Lead.

• Provides strategic leadership and guidance to the dedicated Sales, Realization and LTS teams supporting Amazon in North America.

• Where realization or spares & support functions are required from other TGW CUs, ensures plans and actions are aligned with the respective CU leadership teams.

• Drives improvements on product, solution and process levels needed for this key account in North America, as well as adjacent target customers; provides visibility for the wider TGW Group of any technological or process advancements presented by Amazon or its associates.

• Ensures other areas of TGW Group can leverage lessons learned and take advantage of products and solutions developed with this customer.

• Coordinates with Mechanics, where necessary, to understand the relevance of scope provided direct to Amazon (i.e. PIDs).

• Fosters customer intimacy and intercompany collaboration where appropriate.

Standard of Success

• Ensures employees are aligned with the overall strategy and act according to TGW's core values and leadership principles, securing the long-term collaboration and development of the Amazon key account in North America.

• Secures order intake for TGW North America in line with Amazon's fixed allocation models, while also considering where additional projects may serve to assist other TGW CUs.

• Ensures the North America realization team delivers on its commitments, on time and on budget, maintaining or bettering delivery lead-times and group margin expectations.

• Provides a working environment in which the North America Amazon key account team can develop and grow.

• Creates a platform by which a successor to this role can be developed and appointed ahead of any departure from the position.

• Sets realistic short- and mid-term targets that are achievable and measurable via the annual key account plan, in coordination with the Global Amazon Lead.

Education: Bachelor’s degree in Sales, Marketing, Business Administration, Engineering, or related field, or equivalent work experience.

Experience: Minimum of three (3) years of experience as a senior leader in a material-handling or related organization.

Travel: 50% of travel as required.

Skills & Abilities

• Experience managing a large, complex key account with multi-stakeholder decision-making setup.

• Senior sales or project realization management experience.

• Strong influencing skills, coupled with a proactive, problem-solving attitude.

• Ability to inspire confidence and create trust with employees and stakeholders at all levels.

• Excellent people skills, with the ability to partner with a dynamic leadership team.

• Strong leadership skills: managing growth, developing people, navigating changing environments.

• Strong communication, relationship-building and presentation skills, with the ability to convey clear messages to employees and to the customer.

• Comfortable coordinating and building consensus with a peer-level Global Amazon Lead based in a different region and time zone.

Physical Requirements

• Ability to remain stationary at a desk for prolonged periods of time.

• Ability to go to site frequently and move safely around industrial and/or warehouse environment.

• Ability to lift and carry supplies up to 25 pounds at a time.

• Ability to operate computers, tablets, phones, and other electronic devices.

• Ability to communicate with others verbally and in writing, on a frequent basis.

• Ability to tolerate exposure to job site temperature fluctuations due to seasonal weather in geographic region.

The physical demands described above are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Other Requirements

This position may require work at TGW customer sites. TGW’s customers may require background checks before accessing their sites. Refusal to participate in a customer-required background check may result in a customer barring access and a subsequent reduction in work.

Equal Opportunity Employer

TGW Systems Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.