Global Head of Sales Growth

The objective of the role is to ensure that the Integrated Sales channel delivers double digit growth for our LNS customers and protects and optimise our Ocean business. You will be accountable for the growth within the Integrated Sales Channel delivering growth through 2-3 key programs focused on continuous development and retaining our most important customers (25-40 customers), growing our key customers (50 customers) and delivering accelerated growth through a focused portfolio of 200 customers. Next to that we expect 7 to 10% growth for the remaining customers in the Integrated sales channel. Your responsibilities centres around continuously developing and managing the Integrated Sales channel and our customer programs, so they deliver the strategic intend of the programs in terms of outcome and cost. You will do this through close engagement and follow-through with Area Sales Managers driving transparency of performance and support or intervene where we don’t see the performance expected. You will furthermore be responsible for the execution of our Strategic Customer Council, managing our Customer Program Managers program and delivering our growth ambitions for our sustainability ambitions. You are expected to be act and engage at C-suite level with our customers but also deep-dive and support at task level when we see growth challenges in individual customers or more structural challenges. You will be responsible for a team of ~20 people of which half is dedicated to growth. Your key stakeholders will be the global product functions, the global vertical heads and the Area Sales Managers.

Additional Key Responsibilities

Govern the Integrated Sales Channel

• For each sales program define the customer value proposition (not product or vertical value propositions) outlining our customer promise and benefits setting the requirements before handing over to Sales Excellence to include in the sales standards.
• Decides and govern which customers are in KC and Growth Programs and the sales coverage.
• Consistently monitor effectiveness and efficiency of the programs and remove growth inhibitors identified within the programs
• Structure and formalise the IS program ensuring consistent NSS, SSS performance and industry appropriate churn performance so that the Areas can performance manage customers outside KC and Growth programs.

Deliver Growth

• Steering growth towards company strategic direction and outcomes
• Set program targets and drive global growth through transparency on what delivers and what does not.
• Sets program growth targets with the Area Sales Managers.
  

Govern the Integrated Sales Channel

• For each sales program define the customer value proposition (not product or vertical value propositions) outlining our customer promise and benefits setting the requirements before handing over to Sales Excellence to include in the sales standards.
• Decides and govern which customers are in our Integrated Sales programs e.g. KC and Growth Programs and the sales coverage.
• Consistently monitor effectiveness and efficiency of the programs and remove growth inhibitors identified within the programs
• Structure and formalise the IS program ensuring consistent NSS, SSS performance and industry appropriate churn performance so that the Areas can performance manage customers outside KC and Growth programs.
• Commercially drive our sustainability agenda
• Manage our Strategic customer council events and community

What You Bring

• Ability to connect strategic direction with practical and efficient frontline designs and outcomes.
• Ability to work in a matrix organization, creating followership and primarily delivering results through others
• Good interpersonal, communication and excellent influencer skills
• Ability to engage and link multiple parties across functions and geographies
• Strong analytical skills, ability to understand and interpret performance data, with high focus on getting things done
• Personality: passionate, result oriented, self-starter, well-structured, professional
• Comfortable with approximately 20% international travel per annum.

Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law. We will consider qualified applicants with criminal histories in a manner consistent with all legal requirements.

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Work type:
Full time

Locations:
DK - Copenhagen