Head of Sales

About GLS

GLS Group is one of the largest parcel services providers in Europe, with a strong local presence in almost all countries across the continent. It also operates through wholly owned subsidiaries in Canada and on the USA’s West Coast within one GLS network. This allows GLS to seamlessly connect its customers and communities with millions of parcels and stories every day. GLS’ network connects its markets with high velocity and flexibility to respond to their fast-changing and dynamic nature. The company provides high quality service tailored to its customers’ needs across more than 50 countries. The GLS network consists of over 120 hubs and more than 1,600 depots, supported by more than 36,700 vans, light vehicles and walkers, and 6,400 trucks. This offers network resilience, superior flexibility, and extended reach. In 2024/25, GLS generated record revenues of 5.9 billion euros and delivered 926 million parcels across the markets. For more information, visit www.gls-group.com. 

PRIMARY FUNCTION:

The Head of Sales is a senior commercial leader responsible for architecting, scaling, and executing GLS’s national sales strategy across National, Commercial, and SMB segments. This role is accountable for delivering sustained, profitable revenue growth while building a scalable, high-performance sales organization.

This is a build-and-scale leadership role, not a maintenance position. The ideal candidate brings deep experience leading sales transformations in competitive, high-growth parcel, logistics, or transportation environments and has a proven track record of:

• Winning market share against larger incumbents
• Driving disciplined revenue growth in dense and developing markets
• Balancing aggressive top-line expansion with margin and operational rigor
• Scaling sales organizations beyond founder- or personality-driven models
• Integrating direct and indirect revenue channels into a cohesive go-to-market strategy

The Head of Sales is energized by building leaders, driving accountability at scale, and consistently outperforming ambitious revenue targets.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES:

• Own and execute the national sales strategy to exceed GLS revenue and growth objectives
• Drive new revenue acquisition and expansion across National, Commercial, and SMB segments
• Develop vertical-specific penetration strategies and enterprise account expansion plans
• Ensure sales capacity models, headcount strategy, and quota design align with growth goal
• Define and scale indirect revenue streams, including partnerships, resellers, and platform integrations
• Align channel strategy with direct sales motions to maximize total addressable opportunity
• Identify, negotiate, and activate strategic ecosystem relationships that generate incremental volume
• Establish compensation, incentives, and governance models that drive partner performance
• Lead and develop senior sales leaders across National, Commercial, and SMB teams
• Assess and align talent to support accelerated growth and evolving organizational needs
• Establish clear performance expectations, KPIs, quota rigor, and forecasting discipline
• Build and sustain a culture of accountability, operational excellence, and high performance
• Champion value-based and consultative selling methodologies focused on margin, service reliability, and network advantage
• Ensure disciplined pipeline management, accurate forecasting, and data-driven decision-making
• Drive consistent, advanced utilization of Salesforce as the core CRM platform
• Implement standardized reporting, cadence reviews, and performance management frameworks
• Partner closely with Operations, Pricing, Marketing, Finance, and Customer Experience to deliver profitable growth
• Serve as the senior commercial voice of the customer across executive forums
• Own executive-level relationships with key national, enterprise, and strategic accounts
• Influence long-term commercial strategy, product positioning, and market prioritization
• May be required to perform tasks beyond those explicitly listed in this role.

• WHAT SUCCESS LOOKS LIKE (FIRST 12–18 MONTHS)
• Sales performance exceeds overall business growth and profitability targets
• Forecast accuracy, pipeline coverage, and planning discipline measurably improve
• Increased productivity per rep and higher quota attainment across segments
• Scaled and sustainable partnership and platform-driven revenue streams
• Measurable market share gains in priority geographies and verticals
• Strong, promotable sales leadership bench established

FUNCTIONAL REQUIREMENTS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.  

• 12 years of progressive sales leadership experience in parcel, logistics, last-mile, or transportation
• Demonstrated success leading national or multi-segment sales organizations through growth and scale
• Proven ability to deliver significant new revenue while maintaining margin discipline
• Experience managing both direct and indirect (partner, reseller, platform) sales models
• Strong command of value-based selling methodologies and enterprise sales motions
• Advanced proficiency in Salesforce CRM, including forecasting, pipeline management, and analytics
• Deep understanding of parcel pricing models, operational realities, and commercial tradeoffs
• Executive presence with strong business judgment and data-driven decision-making
• Bachelor’s degree required; MBA or equivalent preferred
• The preceding covers the primary duties and responsibilities of the position. It should not be construed as a complete listing of all miscellaneous, incidental, or similar duties that may be required from day to day.