Interview with Maria - Vice President of Sales at KSM

For over six years, KSM has been more than just a client — they’ve been a true partner, trusting us to support their growth through outsourced services across multiple departments. So when Maria, their Vice President of Sales, stopped by our office, we saw the perfect chance to sit down and talk.

What followed was an honest conversation about persistence, timing, and the kind of credibility that makes KSM stand out in one of the most competitive industries out there.

1. What does your day-to-day look like as a Vice President of Sales at KSM?
   My day-to-day as VP of Sales at KSM involves a mix of strategic outreach and hands-on coordination. I handle new customer email reachouts, ensure we’re maintaining strong relationships with our current accounts, and work closely with our operations team to match capacity with customer needs. It’s a balance of growth, service, and execution.
   
   
2. Do you believe more in persistence or timing? Tell us why with an example.
   I believe in persistence, the more you reach out, the closer you get to the right timing. For example, it took a full year of persistent outreach and consistent communication with one potential customer before the timing was finally right to get us onboarded.
   
   
3. If someone asked you why you’re proud to represent KSM, what would you say?
   I’m proud to represent KSM, first and foremost, for the strong internal communication and positive working atmosphere we’ve built. When we function well internally, it reflects directly in how we serve our clients. Additionally, KSM is a company that continuously invests in all departments, creating opportunities for both company and personal growth.
   

4. Is there something outside of work that surprisingly made you better at sales?
   As a psychology graduate, understanding human behavior and communication has surprisingly become one of my strongest assets in sales.
   
   
5. In your opinion, what’s the “it factor” that makes KSM stand out in our industry?
   I would say it’s our credibility — and the fact that we back it up with real results. Anyone can say they’re reliable, but not every carrier has an ISO 9001:2015 certification, especially in the pharmaceutical space. It’s actually rare to find a company that’s this certified, this specialized, and still consistently delivers. We’ve been trusted by Kuehne + Nagel for three years straight, and being recognized as a Top Performer Carrier by them says a lot. That trust doesn’t happen overnight. It’s earned through precision, reliability, and a team that takes every shipment personally.

6. Do you close with logic or emotion? And how do you read the difference in a customer?
   I close with a mix of both. Logic builds trust, but emotion drives action. I read the difference by listening closely to what they prioritize: numbers or how it makes them feel.
   
   
7. You’re in a pitch with a potential pharma customer and your internet goes out. How do you keep their attention?
   I’d quickly switch to a phone call to keep the conversation going and follow up immediately with a clear recap and supporting materials. Staying calm and responsive shows reliability, especially important in pharma logistics.
   
   
8. What’s your “green flag” moment when you know a customer will sign with us?
   A “green flag” moment is when the client asks detailed questions about our operations and how we handle their specific needs—that shows real interest and trust.
   

By the end of our chat, one thing was clear: Maria doesn’t rely on flashy pitches or buzzwords to get the job done. She believes in the long game — in showing up, following through, and letting results speak louder than promises.

It’s the kind of mindset that doesn’t just win customers — it keeps them. And it’s probably why KSM isn’t just another carrier on the list, but the one trusted to carry the loads that matter most.

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