What are the responsibilities and job description for the Strategic Account Executive position at GLS US?
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 Strategic Account Executive is responsible for driving revenue growth through the acquisition, expansion, and retention of high value, strategic customers. This role manages complex, multi stakeholder sales cycles, builds long term executive relationships, and acts as a trusted advisor to customers. The Strategic Account Executive partners closely with cross functional teams to deliver solutions that align with customer business objectives and maximize lifetime value.
ESSENTIAL FUNCTIONS & RESPONSIBILITIES:
Strategic Sales & Account Management
- Own and grow a portfolio of named strategic accounts, focusing on long term revenue, expansion, and retention.
- Develop and execute strategic account plans aligned with customer business goals and company objectives.
- Lead complex, consultative sales cycles involving multiple decision makers and influencers.
- Identify and close new business opportunities within existing accounts and through net new strategic prospects.
Executive Relationship Building
- Establish and maintain strong relationships with C level and senior stakeholders.
- Act as a trusted advisor by deeply understanding customer challenges, priorities, and success metrics.
- Lead executive business reviews and strategic planning sessions with customers.
Pipeline & Forecasting
- Build and maintain a healthy, multi quarter pipeline of strategic opportunities.
- Accurately forecast revenue and deal progression using CRM tools.
- Navigate complex pricing, contract negotiations, and procurement processes.
Cross-Functional Collaboration
- Partner with Customer Success, Solutions Engineering, Product, Marketing, and Leadership to deliver comprehensive solutions.
- Champion customer needs internally and provide market feedback to inform product and go to market strategy.
Market & Competitive Insight
- Maintain expertise in industry trends, competitive landscape, and customer use cases.
- Position products and services as differentiated solutions to strategic customer challenges.
- May be required to perform tasks beyond those explicitly listed in this role.
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.
- Bachelor’s degree or equivalent work experience.
- 7 years of B2B sales experience, including experience selling to enterprise or strategic accounts.
- Proven success closing large, complex deals with long sales cycles.
- Demonstrated ability to engage and influence executive level stakeholders.
- Strong experience using CRM tools and managing complex pipelines.
- Familiarity with structured sales methodologies.
- Track record of exceeding quota in high value or strategic account segments.
- Strategic thinking and business acumen
- Executive presence and communication
- Consultative and solution oriented selling
- Negotiation and contract management
- Collaboration and influence without authority
- Results driven and customer centric mindset