Head of Global Sales

Job not on LinkedIn

🔥 9 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 10%

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GXO Logistics, Inc.

WebsiteLinkedInAll Job Openings

10,000+ employees

📦 Logistics

🚗 Transport

🤝 B2B

Logistics • Transport • B2B

GXO Logistics, Inc. is a leading global provider of game-changing logistics solutions to companies in every major industry. The company operates large-scale warehousing, distribution, transportation, and fulfillment services, using technology and operational expertise to optimize clients’ supply chains and improve efficiency. GXO also manages recruitment and staffing for operational roles and emphasizes innovation, accessibility, and equal employment opportunities in its operations.

📋 Description

• Define and own GXO’s global sales strategy aligned to growth, profitability, vertical priorities and solution roadmap • Establish a pathway to organic growth and double EBIT margin percentage across more than $13 billion in revenue • Translate enterprise strategy into scalable sales plans, target markets, customer segments, vertical priorities and measurable execution roadmaps • Own the global “how we sell” approach while enabling regional flexibility • Establish a global go-to-market approach for solution-based selling, cross-regional collaboration and strategic opportunities • Identify organic growth opportunities, new logos, strategic vertical opportunities and expansion opportunities • Shape commercial investment priorities, resource allocation and long-range growth plans with the Chief Commercial Officer and executive leadership • Design and build the target global sales organization, including structure, roles and headcount • Build succession plans and scalable sales capabilities through onboarding, coaching, playbooks and development programs • Build executive-level relationships with strategic customers, prospects, partners and international stakeholders • Lead regional and global pursuits for new logos and accounts in partnership with Customer Success • Represent GXO as a senior external ambassador and ensure a coordinated “One GXO” customer experience • Lead or support complex commercial negotiations balancing customer value, operational deliverability, risk and profitable growth • Capture the global voice of the customer to shape propositions, solutions, technology priorities and service improvements • Represent GXO at customer forums, industry events and strategic partner engagements • Monitor logistics, supply-chain and sector trends, competitor activity, customer investment patterns and local regulations • Assess geopolitical, regulatory and economic developments affecting sales cycles, market access, customer requirements and commercial risk • Set global and regional targets for revenue, margin, pipeline health, win rate, conversion, account expansion and forecast accuracy • Establish governance for opportunity qualification, pipeline reviews, bid prioritization, pricing, deal approvals and sales performance • Use CRM data, analytics and forecasts to focus resources, identify risks and improve predictability • Provide concise, insight-led reports and recommendations • Hold leaders accountable for outcomes, corrective actions and continuous improvement • Partner with regional CEOs and Operations, Solutions, Marketing, Commercial Excellence, Technology, Engineering, Finance, Legal, Procurement and Human Resources • Influence across a complex global matrix and create shared accountability for customer and growth outcomes • Champion automation, AI, data and technology-enabled logistics in customer propositions

🎯 Requirements

• Bachelor’s degree in Business, Sales, Marketing, Supply Chain, Logistics, International Business or a related discipline required, or equivalent relevant senior professional experience • Minimum 10 years’ progressive experience in global sales leadership, business development, sales operations or a related commercial discipline, including substantial senior leadership experience • Mastery-level knowledge of global contract logistics and supply-chain markets, complex B2B sales, customer solution development, sales governance, commercial risk and technology-enabled logistics • Ability to interpret geopolitical, regulatory and economic developments and apply them to market access, customer requirements, sales cycles and investment decisions • Proven success leading complex multi-region B2B sales cycles and converting high-value pipelines into profitable revenue • Experience building or scaling a global sales capability • Experience leading regional managers and global teams • Experience managing plans, budgets, forecasts and metrics • Experience building C-suite customer relationships • Experience in contract logistics, supply chain, technology-enabled services or another complex outsourced-services environment strongly preferred • Global matrix leadership and major change or transformation experience essential • Mastery of global sales leadership, commercial strategy, strategic account development, complex outsourced-services selling, pipeline economics, pricing, deal structuring, margin management and return on investment • Proficiency using CRM, forecasting, performance dashboards and business intelligence tools • Strategic, commercial and financial acumen; data-driven decision-making; executive communication and negotiation; global matrix leadership; customer focus; resilience; and sound judgement • Significant international travel required • Flexibility to operate across time zones and support critical pursuits and executive stakeholders • A recognized supply-chain or logistics certification, such as ASCM CSCP, is advantageous • Change management or program leadership certification is desirable

🏖️ Benefits

• Full health insurance (medical, dental and vision) • 401(k) • Life insurance • Disability insurance • Opportunity to participate in a company incentive plan