DP World
Head of Sales, Contract Logistics - US and Mexico
DP World, Charlotte, North Carolina, United States, 28245
We are the leading provider of worldwide smart end-to-end supply chain & logistics, enabling the flow of trade across the globe. Our comprehensive range of products and services covers every link of the integrated supply chain – from maritime and inland terminals to marine services and industrial parks as well as technology-driven customer solutions.
The
Head of Sales, Contract Logistics – US and Mexico
will focus on developing the business of Contract Logistics in the assigned geography. The SVP 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.
The
Head of Sales, Contract Logistics - US/Mexico
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 role will be responsible for driving double digit growth year over year.
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/Mexico
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.
KEY ACCOUNTABILITIES
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 DP World at all times when working; promoting and demonstrating positive behaviours in harmony with DP World’s Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World’s Code of Conduct and Ethics policies.
40-50% international travel.
Perform other related duties as assigned.
QUALIFICATIONS, EXPERIENCE AND SKILLS
Degree or equivalent in business administration or transport/logistics.
Minimum 12 years’ experience within the contract logistics industry.
Minimum 15 years’ experience in sales.
Effectively communicates by motivating and inspiring others through clear and proactive communication.
Delivers results and drives customer success by committing and focusing on outcomes to deliver results and making the customer the center of decisions.
Makes balanced decisions and thinks strategically by being a forward thinker.
Proven track record of developing high-performing teams by providing inclusive leadership, attracting and developing world-class talent, providing ongoing feedback, and building trust across the organization.
Definite asset:
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.
ABOUT DP WORLD
We deliver these services through an interconnected global network of 128 business units in 60 countries across six continents, with a significant presence both in high-growth and mature markets. Wherever we operate, we integrate sustainability and responsible corporate citizenship into our activities, striving for a positive contribution to the economies and communities where we live and work.
Our dedicated, diverse and professional team of more than 115,000 employees from 131 countries is committed to delivering unrivalled value to our customers and partners. We do this by focusing on mutually beneficial relationships – with governments, shippers, traders, and other stakeholders along the global supply chain – relationships built on a foundation of mutual trust and enduring partnership.
We think ahead, anticipate change and deploy industry-leading technology to further broaden our digital vision to disrupt world trade and create the smartest, most efficient and innovative solutions, while ensuring a positive and sustainable impact on economies, societies and our planet.
DP World is committed to the principles of Equal Employment Opportunity (EEO). We strongly believe that employing a diverse workforce is central to our success and we make recruiting decisions based on your experience and skills. We welcome applications from all members of society irrespective of age, gender, disability, race, religion or belief.
By submitting your resume and application information, you authorize DP World to transmit and store your information in the world-wide recruitment database, and to circulate that information as necessary for the purpose of evaluating your qualifications for this or other job vacancies.
#J-18808-Ljbffr
The
Head of Sales, Contract Logistics – US and Mexico
will focus on developing the business of Contract Logistics in the assigned geography. The SVP 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.
The
Head of Sales, Contract Logistics - US/Mexico
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 role will be responsible for driving double digit growth year over year.
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/Mexico
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.
KEY ACCOUNTABILITIES
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 DP World at all times when working; promoting and demonstrating positive behaviours in harmony with DP World’s Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World’s Code of Conduct and Ethics policies.
40-50% international travel.
Perform other related duties as assigned.
QUALIFICATIONS, EXPERIENCE AND SKILLS
Degree or equivalent in business administration or transport/logistics.
Minimum 12 years’ experience within the contract logistics industry.
Minimum 15 years’ experience in sales.
Effectively communicates by motivating and inspiring others through clear and proactive communication.
Delivers results and drives customer success by committing and focusing on outcomes to deliver results and making the customer the center of decisions.
Makes balanced decisions and thinks strategically by being a forward thinker.
Proven track record of developing high-performing teams by providing inclusive leadership, attracting and developing world-class talent, providing ongoing feedback, and building trust across the organization.
Definite asset:
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.
ABOUT DP WORLD
We deliver these services through an interconnected global network of 128 business units in 60 countries across six continents, with a significant presence both in high-growth and mature markets. Wherever we operate, we integrate sustainability and responsible corporate citizenship into our activities, striving for a positive contribution to the economies and communities where we live and work.
Our dedicated, diverse and professional team of more than 115,000 employees from 131 countries is committed to delivering unrivalled value to our customers and partners. We do this by focusing on mutually beneficial relationships – with governments, shippers, traders, and other stakeholders along the global supply chain – relationships built on a foundation of mutual trust and enduring partnership.
We think ahead, anticipate change and deploy industry-leading technology to further broaden our digital vision to disrupt world trade and create the smartest, most efficient and innovative solutions, while ensuring a positive and sustainable impact on economies, societies and our planet.
DP World is committed to the principles of Equal Employment Opportunity (EEO). We strongly believe that employing a diverse workforce is central to our success and we make recruiting decisions based on your experience and skills. We welcome applications from all members of society irrespective of age, gender, disability, race, religion or belief.
By submitting your resume and application information, you authorize DP World to transmit and store your information in the world-wide recruitment database, and to circulate that information as necessary for the purpose of evaluating your qualifications for this or other job vacancies.
#J-18808-Ljbffr