Head of Sales, United States

Working at Damco Freight Forwarding brings a unique blend of being part of an exuberant, enthusiastic and fast-paced logistics company. You will have the opportunity to be exposed to various fields of expertise, from operations to customer service that will accelerate your development. We believe in encouraging our employees to learn, take risks, and grow their careers.

We are looking for people to join our team who show true girt, determination and display an entrepreneurial mindset.

If successful, you will join a global and local organization with a family feel that offers the following competitive compensation and benefits packages which include but are not limited to:

• A competitive salary
• A comprehensive Medical, Dental and Vision Coverage
• A 401k Retirement Plan
• Paid time off
• Tuition Reimbursement
• And More

The District Head of Sales is a commercial leadership role, the purpose of which is to develop and drive District commercial strategy in alignment with Global strategic intent, to deliver agreed commercial results and objectives within the assigned geography for Damco FFW. The District Head of Sales will deliver upon strategic intent and required financial results through leading and developing a professional commercial team and deploying approved Damco commercial blueprints, processes, tools and ‘ways of working’ and through their associated commercial resources.
1. Commercial Strategy development & deployment

• Accountable for the development and deployment of commercial strategy that delivers required financial results the near term, whilst simultaneously developing growth plans for Damco in the District and associated countries.
• Accountable for the complete implementation and leadership of the District Damco commercial blueprint ‘ways of working’ with ensuing delivery of objectives, KPI’s and Metrics.
• Accountable for the development of the District Sales Organization Structure than ensures countries are organizationally aligned to blueprint structures and span of control metrics.
• Accountable for the ongoing development and conversion of the District sales pipelines for New, Additional, Spot and Renewal business, ensuring required result.
• Accountable for commercial collaboration and liaison between Commercial Offices, CSO’s and Damco network commercial resources, in order to ensure client expectations are met and Customer Conversion / Retention levels are maximized.

2. Performance Management

• Accountable for the delivery of GP CRM and ACTUAL TTT (THROUGH THE TILL) budgets and targets at agreed levels for the District, through maintaining and growing existing customers, and acquiring new business aligned to agreed strategies.
• Will be a Key Contributor for formulation and deployment of pricing strategies/policy within corporate guidelines, whilst providing for commercial responsiveness to customer opportunities and enquiries. Act as final point of District escalation for resolution of pricing policy variation requests from team members.
• Accountable for the ongoing management and containment of cost structures with role purview.
• Accountable for ensuring that commercial practices support requisite financial reporting and/or legislative requirements, and corporate ethics / values, without exception.

3. Trade Lane Development & Deployment

• Accountable for the development and deployment of the District Trade Lane Strategies and plans, with formally agreed bilateral agreements between partner countries. Responsible for the effective use and implementation of the Sales methodologies.
• Looking for new out of the box opportunities in line with our strategy.

4. Commercial Leadership & Talent Management

• Accountable for the ongoing leadership and capability improvement of all commercial team members in the District, raising ongoing sales professionalism.
• Accountable for developing a performance management culture within the assigned District and personally coaches sales team leaders, visibly driving and ‘owning’ capability improvement. Ensures PDP and succession planning is in place with ensuing developmental activities being provided for and delivered.
• Capable of creating winning teams

Education and Experience:

• 10+ years in a Sales Leadership role, ideally from within Damco’s industry
• Proven track record of delivering upon commercial financial result targets from leading both transactional (activity based) and portfolio driven sales teams
• Proven track record of aligning global strategic intent into localized commercial strategy and tactics and thereafter leading, managing and growing a sizeable (similarly commensurate) commercial organization with multiple branch (ideally cross border) responsibilities
• Deep understanding of levers to drive both Sales Force Efficiency and Sales Force Effectiveness simultaneously
• Strong experience in leveraging CRM Sales Pipeline KPI’s and Sales Leadership fundamentals to develop planning, set commercial direction and deliver desired financial results
• Proven track record in a matrix, multi-cultural organization
• Must be willing to work M-F, standard hours but need to be available for customer calls and situations before hour, after hours, nights, weekends and holidays and travel up to 50% in North America and internationally
• Must have a Bachelor’s degree
• Fluency in English and local language (where different).

Soft Skills:

• Strategic thinker, yet able to translate strategy into deployable action plans
• Strong communication, influencing and presentation skills… persuasive and confident
• Strong coaching skills and people developer
• Act on fact decision maker, numerate, analytical