Head of Contract Logistics Sales - US & MX

Our client is the leading provider of worldwide smart end-to-end supply chain logistics, enabling the flow of trade across the globe.

They deliver services through an interconnected global network of over 350 business units in 75 countries across six continents, with a significant presence in high-growth and mature markets.

With their dedicated, diverse and professional team of more than 103,000 people from 161 nationalities, they are committed to delivering unrivalled value to their customers and partners by focusing on mutually beneficial relationships and trust.

Head of Sales, Contract Logistics - US & Mexico

The Head of Sales, Contract Logistics - US & Mexico will focus on developing the business of Contract Logistics in the assigned geography.

The VP will manage a team of sales people and account managers focused on the development of new customers as well as sales activities within existing customers.

Head of Sales, Contract Logistics - US & MX will be responsible for meeting and exceeding all budgeted sales goals without exceeding the approved selling expense budget.

In addition, he / she will be tasked with maintaining and growing the existing book of business for the defined regional accounts through successful contract renewal strategies and addressing scope change opportunities commercially within the existing business.

The position will be responsible to develop and implement strategies to grow the Contract Logistics business in size and scale.

The Head of Sales, Contract Logistics - US & MX will collaborate with the Global Verticals when hunting new customers within those verticals as well as collaborating with Freight Forwarding sales team in identifying and team selling both logistics services.

Job Type : Full-time

Responsibilities :

• Accountable for leading an engaged team of sales people and account managers, providing direction and promoting collaboration while ensuring they are enabled to carry out the goals and objectives of the business.
• Develop and execute a comprehensive plan for achieving the growth goals.
• Generate effective leads and opportunities.
• Measure team members and hold individuals accountable to targets of sales activity and performance.
• Craft and own the growth strategy, including Where to Play and How to Win. Create clear vision for organization on market segments and service offerings to achieve growth goals.

Clarify not only in scope’ but also out of scope’ components of the growth strategy.

• Utilize knowledge of industry and conduct research on market trends to perform market analyzes to inform the growth strategy.
• Identify new capabilities required to support the growth strategy. Collaborate with other functions on initiatives to install those capabilities.
• Drive focus of marketing activities for Contract Logistics to target applicable future customers and increase lead generation.
• Ensure account plans are created and maintained for key existing and target customers to allow for penetration and growth of each account.
• Support team in developing customer relationship strategy for each account including cultivating coaches.
• Ensure team maintains an up-to-date pipeline of current and future opportunities within the CRM with all appropriate fields completed.
• Coordinate that team members own RFQs for new business opportunities and renewals of existing business, engaging other functions as required and own the commercial relationship and contract negotiations.

Support and coach team members throughout individual bids.

• Follow the internal commercial process, procedures and thresholds · Foster a close cooperation between Sales Operations, Operational Excellence and all other functions (Procurement, IT, HR, Finance, etc.).
• Partners with colleagues in other regions on broader opportunities for select customers.
• Act as an ambassador for the Company at all times when working; promoting and demonstrating positive behaviours in harmony with Company Principles, values and culture;

ensuring the highest level of safety is applied in all activities; understanding and following Company Code of Conduct and Ethics policies.

Perform other related duties as assigned.

Experience :

• Degree or equivalent in business administration or transport / logistics
• Proven track record of having consistently achieved on a sales quota at a relevant scale
• Minimum >

8 years’ experience within the contract logistics industry

• Significant sales experience
• Leading and managing a team of salespeople
• Experience in Contract Logistics Industry across multiple verticals
• Experience selling logistics services in US and Mexico
• Exposure to and working knowledge of all facets of contractual requirements

This position offers a competitive base salary.

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