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GXO Logistics, Inc. · 2 days ago

Vice President, Head of Sales (Defense)

United States

Full-time

Hybrid

Director/Executive

20+ years exp

GXO Logistics, Inc. is a leading provider of cutting-edge supply chain solutions. They are seeking a Vice President, Head of Sales for the Defense sector to lead sales strategy, drive growth, and manage relationships with government agencies and defense contractors.

LogisticsSupply Chain Management

Responsibilities

Control, implement and manage sales process, approach & methodologies in alignment with sales technology

Leads and supports division business development team and aids in driving revenue growth

Drives all division level governance to review commercial opportunities pipeline

Directly delivers customer facing presentations to drive pipeline growth

Develop a strong understanding of the GXO business and our key commercial drivers

Manage all aspects of the sales performance model, including individual performance management of direct BD representatives as required

White space analysis and sizing of potential, including divisional reviews of target opportunities and actionable insights that enable business development leaders to effectively prioritize their time

Own the strategy behind competitive intelligence and bid response strategy for customer pursuits

Ensuring sales reports and other internal intelligence is provided to the sales organization in an efficient and effective manner to drive actionable plans for improvement in business results

Provide communications to Sales governance board and teams regarding performance in weekly pipeline updates, insights, metrics, and analysis

Qualification

Sales LeadershipBusiness DevelopmentRevenue GrowthLogistics ExperienceSales Reporting ToolsProject Management ToolsCRM SystemsCommunication SkillsAccount ManagementAnalytical SkillsNumerical SkillsProblem SolvingTeam LeadershipRelationship BuildingWritten CommunicationOral Communication

Required

20+ years of experience in Sales Leadership in the Defense or Logistics markets OR alternatively you may be a commissioned officer with commercial business experience or prior senior military leader with commercial business experience

Successful executive leadership skills including the demonstrated ability to lead change, motivate and enable high performing sales team with proven experience driving revenue growth in a complex organization and market environment

Proficient in sales reporting and project management tools for identifying, organizing, and presenting data required to support sales strategy and confidence using analytics, financial and business reporting tools to make data driven decisions

Operate with a high degree of autonomy, personal integrity, and accountability

Demonstrated problem solving skills, strong communication skills and ability to collaborate effectively with business partners for the benefit of the customer and GXO

US based travel required, :50% travel required, hybrid/remote role experience with additional qualifications listed below:

Strong understanding of business development within large corporate frameworks, coupled with a strategic vision to capitalize on dynamic market trends

Experience in cross-selling products and services, showcasing a holistic approach to business growth

Proven success in orchestrating new business development, preferably within a logistics (3PL) environment

Ability to close out new business opportunities

Very strong commercial & numerical skills, with the ability to think laterally to meet both customer and business requirements

Exceptional written and oral communication skills for adept engagement with stakeholders at all levels

Advanced user of MS packages and CRM systems, with a preference for expertise in Salesforce

Adept at cultivating and nurturing relationships, coupled with exemplary account management skills

Track record of effectively steering high-performing teams in a business development context

Demonstrable success in achieving multi-million new sales targets