Head of Global Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Define and take ownership of GXO’s global sales strategy that aligns with growth, profitability, vertical priorities, and the solution roadmap.

• Create a strategy for organic growth and aim to double the EBIT margin percentage across more than $13 billion in revenue.

• Convert enterprise strategy into scalable sales plans, identifying target markets, customer segments, vertical priorities, and measurable execution roadmaps.

• Oversee the global "how we sell" methodology while allowing for regional adaptability.

• Develop a global go-to-market strategy for solution-based selling, cross-regional collaboration, and strategic opportunities.

• Identify organic growth opportunities, new logos, strategic vertical prospects, and expansion avenues.

• Shape commercial investment priorities, resource allocation, and long-range growth plans in collaboration with the Chief Commercial Officer and executive leadership.

• Design and establish the target global sales organization, focusing on structure, roles, and headcount.

• Create succession plans and scalable sales capabilities via onboarding, coaching, playbooks, and development programs.

• Cultivate executive-level relationships with key customers, prospects, partners, and international stakeholders.

• Guide regional and global efforts to acquire new logos and accounts in partnership with Customer Success.

• Act as a senior external ambassador for GXO, ensuring a unified “One GXO” customer experience.

• Lead or assist in intricate commercial negotiations that balance customer value, operational feasibility, risk, and profitable growth.

• Capture the global voice of the customer to inform propositions, solutions, technology priorities, and service enhancements.

• Represent GXO at customer forums, industry events, and strategic partner engagements.

• Keep an eye on logistics, supply chain, and sector trends, as well as competitor activity, customer investment patterns, and local regulations.

• Evaluate geopolitical, regulatory, and economic changes impacting sales cycles, market access, customer needs, and commercial risk.

• Set global and regional objectives for revenue, margin, pipeline health, win rates, conversion, account expansion, and forecast accuracy.

• Establish governance for opportunity qualification, pipeline reviews, bid prioritization, pricing, deal approvals, and sales performance.

• Leverage CRM data, analytics, and forecasts to optimize resource allocation, identify risks, and enhance predictability.

• Provide clear, insight-driven reports and recommendations.

• Hold leaders accountable for results, corrective actions, and continuous improvement.

• Collaborate with regional CEOs and departments such as Operations, Solutions, Marketing, Commercial Excellence, Technology, Engineering, Finance, Legal, Procurement, and Human Resources.

• Influence within a complex global matrix and foster shared accountability for customer and growth outcomes.

• Advocate for 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 field is required, or equivalent relevant senior professional experience.

• At least 10 years of progressive experience in global sales leadership, business development, sales operations, or a related commercial area, including significant senior leadership experience.

• Advanced knowledge of global contract logistics and supply chain markets, complex B2B sales, customer solution development, sales governance, commercial risk, and technology-enabled logistics.

• Capability to interpret geopolitical, regulatory, and economic developments and apply them to market access, customer requirements, sales cycles, and investment decisions.

• Demonstrated success in leading complex multi-region B2B sales cycles and converting high-value pipelines into profitable revenue.

• Experience in building or scaling a global sales capability.

• Proven ability to lead regional managers and global teams.

• Experience in managing plans, budgets, forecasts, and metrics.

• Proven track record in building relationships with C-suite customers.

• Background in contract logistics, supply chain, technology-enabled services, or another complex outsourced services environment is highly preferred.

• Essential experience in global matrix leadership and major change or transformation initiatives.

• Mastery in global sales leadership, commercial strategy, strategic account development, complex outsourced-services selling, pipeline economics, pricing, deal structuring, margin management, and return on investment.

• Proficiency in using CRM systems, forecasting, performance dashboards, and business intelligence tools.

• Strong strategic, commercial, and financial acumen; data-driven decision-making; executive communication and negotiation skills; global matrix leadership; customer focus; resilience; and sound judgment.

• Significant international travel is 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

• Comprehensive health insurance (medical, dental, and vision).

• 401(k) plan.

• Life insurance coverage.

• Disability insurance.

• Opportunity to engage in a company incentive plan.