Abp Engineering

The Director, Sales Executive, Supply Chain Agentic Business Processes (SC ABP) is responsible for leading the commercial success of TraceLink's Supply Chain Agentic Business Process business across an assigned region. This leader owns the regional new-business creation, pipeline growth, and overall commercial performance of the Supply Chain ABP portfolio, while leading a team of Sales Executives responsible for the Supply Chain ABP commercialization journey.

The Director develops and executes the regional commercial strategy to identify, qualify, and win new Supply Chain ABP opportunities, establish TraceLink's vision for the Agentic Supply Chain Operating Model and OPUS Agents with executive stakeholders, and build durable, expanding transformation partnerships with strategic customers.

Working in close partnership with regional Track & Trace ABP Customer Account Management (CAM) leadership, the Director ensures customers experience a coordinated commercial strategy across both commercialization journeys while maintaining clear ownership of the Supply Chain ABP business.

This role combines business leadership, commercial strategy, people leadership, forecasting, and cross-functional execution to drive predictable new-business growth and long-term customer transformation.

• Own the commercial performance of the Supply Chain ABP business across the assigned geography.
• Develop and execute comprehensive regional commercial strategies that maximize new Supply Chain ABP business creation, bookings growth, and account expansion.
• Own regional revenue forecasts, operating plans, and business performance.
• Drive execution against regional new-logo acquisition and existing-customer expansion objectives.
• Identify business risks and develop mitigation strategies to ensure predictable commercial performance.

• Recruit, develop, coach, and lead a high-performing team of Sales Executives, SC ABP.
• Establish performance expectations, accountability, and professional development plans.
• Conduct regular opportunity, forecast, account strategy, and business reviews.
• Drive consistent execution of the Supply Chain ABP commercialization methodology, MEDDPICC qualification, and sales process.
• Foster a high-performance, consultative-selling culture centered on executive business transformation outcomes.

• Develop regional account segmentation, coverage models, and prospect/customer engagement strategies for Supply Chain ABP.
• Ensure execution of executive engagement programs, discovery workshops, Blueprint Reviews, and the Agentic Accelerator Program (AAP) across the region.
• Position TraceLink's vision for the Agentic Supply Chain Operating Model, Agentic Supply Chain Operating System, Agentic Business Processes, and OPUS Agents with C-suite and senior business and IT leaders.
• Drive targeted commercial campaigns that create new Supply Chain ABP business and reinforce TraceLink's differentiated value proposition.
• Monitor competitive activity, customer trends, and market opportunities to refine regional commercial strategy.

• Collaborate closely with regional Track & Trace ABP CAM leadership to deliver a coordinated "One Account" customer experience across both commercialization journeys.
• Ensure Supply Chain ABP opportunities sourced from the Track & Trace business are identified, qualified, and transitioned effectively.
• Instill a team culture of collaboration with Business Process Architects, Value Engineering, Product Management, Professional Services, Customer Success, Marketing, and Channels & Alliances.
• Collaboratively resolve cross-functional issues that impact customer success or commercial performance.

• Maintain accurate regional forecasts, pipeline visibility, and business reporting.
• Ensure hygiene, forecasting discipline, account planning consistency, and MEDDPICC opportunity analysis in WISE and related tools.
• Develop and maintain comprehensive account and territory plans using TraceLink's WISE agentic operating platform.
• Analyze business performance and implement actions that improve pipeline coverage, win rates, and bookings predictability.
• Champion continuous improvement across commercial processes and customer engagement models.
• Establish solid routines and communication cadences that enable operational excellence across the team.

The Director is measured on:

• Regional Supply Chain ABP Annual Recurring Revenue (ARR)
• New Customer Acquisition
• Existing Customer Expansion ARR (MINT, POET, OPUS Agents)
• Regional Pipeline Coverage and Bookings Forecast Accuracy
• Team Performance and Employee Development
• MEDDPICC Qualification Quality and Pipeline Hygiene
• Successful Completion of Agentic Accelerator Programs (AAP)
• Customer Executive Engagement (CxO Meetings, Discovery Workshops, Blueprint Reviews, Proof-of-Value Reviews)
• Qualified Track & Trace ABP Referrals
• Adoption of WISE

• 8-12 years of enterprise software or technology sales experience, including prior sales leadership or management responsibility.
• Demonstrated success leading teams that sell complex enterprise transformation initiatives to executive stakeholders.
• Proven track record building or scaling new enterprise software businesses and consistently achieving bookings objectives.
• Experience leading and coaching sellers through multi-stakeholder enterprise sales cycles.
• Strong executive communication, negotiation, and strategic account planning skills.
• Experience with structured enterprise sales methodologies such as MEDDPICC.

• Life sciences, healthcare, pharmaceutical, or supply chain software experience.
• Experience leading teams that sell supply chain planning, execution, ERP, AI, automation, or digital transformation solutions.
• Knowledge of business process transformation, operational excellence, and enterprise AI.
• Experience leading matrixed, cross-functional, global sales organizations.

• Sales Leadership & Coaching
• Executive Relationship Development
• Enterprise Solution Selling
• Business Transformation
• Strategic Account & Territory Planning
• Business Value Selling
• Commercial Negotiation
• MEDDPICC Opportunity Qualification
• Pipeline & Forecast Management
• Cross-Functional Leadership
• Executive Communication & Presentation

Successful Directors build high-performing Sales Executive teams that consistently create new Supply Chain Agentic Business Process businesses within strategic accounts, helping customers reimagine how supply chain work is performed. They develop and execute regional commercial strategies, develop exceptional sellers, build trusted executive relationships, and drive disciplined, predictable bookings growth. By collaborating seamlessly with Track & Trace ABP CAM leadership and Business Process Architects, they create long-term strategic partnerships that accelerate customer transformation while reinforcing TraceLink's "One Account" commercial strategy and long-term Agentic Business Process vision. They think and operate as regional business leaders, balancing new-business creation with long-term strategic growth.