Head of Sales - Contract Logistics (all genders)

Reporting to our Head of Commercial, the Head of Sales will be responsible for developing the full potential of ZEOS LOGISTICS globally but with a prime focus on new business in Europe. The candidate is expected to initiate and close won EUR 50MM of new and additional annualized sales each year, selling the full portfolio of ZL. services in close collaboration with BU sales and solutions teams.

On a day to day basis you will: Target, develop and generate new business leads with large strategic EU customers ; identifying and prioritizing the sub-sectors that will accelerate growth for ZL.; leveraging existing capability and cross selling in Europe and across the globe to create sustainable and value based solutions to customers. Manage your customers, working across the supply chain to maximize revenue and margin opportunities. Market & sell the entire portfolio of Z. to new and existing accounts. Collaborate with teams to create custom-built / bundled service offerings for prospective customers; working closely with our innovation and product development teams to create opportunities for new and innovative solutions to gain competitive advantage over ZEOS Logistics competitors.

Build a pipeline of opportunities that will support your annual targets and ultimate goals of the business. In addition, we also expect that you:

• Are a trusted advisor, building a strong network of customer relationships that will help you generate growth in our key growth region;

 • Build on the knowledge learnt and customers from other regions if applicable to support pipeline growth.

• Are a senior, established sales professional, able to manage the end-to-end sales cycle, so that the right internal teams (e.g. regional sales, solution design and operations stakeholders) are engaged with the customer at the appropriate stage of the sales cycle;

• Bring a solutions intelligence applicable to this sector that will ensure that solutions developed for customers in the sectors are in line with their expectations and value proposition whilst having the right price/margin realisation;

• Can leverage a multi-sector and multi-channel supply chain experience and knowledge base that will enable creative solutions development for customers;

• Follow a metrics-driven approach to manage your pipeline of opportunities and interface with the Global Sales Operations support structure to enable timely and accurate

To be successful in this role, we expect that you bring proven sales and hunting / business development experience with a confirmed track record of sustained personal and team success in global and/or regional strategic account sales, most likely in a senior leadership position.

We are looking for the following skills and qualities:

• Strategic thinker, able to clearly demonstrate thought leadership in their respective market and the ability to translate their knowledge of the market and understanding of client needs into value-add propositions for the client; 10 years of logistics sales experience, ideally as key account or sales executive for the Fashion sector

• Comfortable and confident in generating and delivering new sales growth by leveraging your personal sector and client networks with positive influence;

• Autonomous & highly organised with the ability to manage multiple priorities in a dynamic and fast paced sales environment;

• Able to identify and target customers which are not operating with ZEOS/ZFS today, including mapping all possible entry point contacts and develop these quickly;

• At ease working with ambiguity with a relentless focus on growing your business and contributing to building something new;

• Strong relationship builder at all levels in an organization, with the capacity to identify and work with both internal and external stakeholders and deliver on client expectations;

• Excellent influencing & negotiation skills, with demonstrated ability to utilize a variety of interpersonal styles and communication skills, to effectively adapt to different organizational structures, processes, cultures and individuals;

• Strong analytical skills and aptitude for understanding and analyzing large amounts of data from multiple sources, including Salesforce CRM or other commercial CRM applications.

OUR OFFER

Zalando provides a range of benefits, here’s an overview of what you can expect. Ask your Talent Acquisition Partner to learn more about what we offer.

• Employee shares program

• 40% off fashion and beauty products sold and shipped by Zalando, 30% off Zalando Lounge, discounts from external partners

• 2 paid volunteering days a year

• Hybrid working model with 60% (or more) remote per week, actual practice is up to each team to best support their collaboration

• Work from abroad for up to 30 working days a year

• 27 days of vacation a year (for Zalando SE)

• Relocation assistance available (subject to prior agreement)

• Family services, including counseling and support

• Health and wellbeing options (including Gympass)

• Mental health support and coaching available

Learn all about Zalando and our values here: https://jobs.zalando.com/en/?gh_src=22377bdd1us

We celebrate diversity and are committed to building teams that represent a variety of backgrounds, perspectives and skills. All employment is decided on the basis of qualifications, merit and business need.