DIRECTOR OF SALES

Job Description

Job Description

Description:

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

PRIMARY FUNCTION:

GLS is building a high-performance, growth-oriented parcel network across the Western United States. As we expand our footprint and sharpen our competitive position, we are investing in commercial leadership that can accelerate profitable revenue growth and scale a disciplined, data-driven sales organization.

We are seeking a proven revenue builder to lead GLS’s sales organization across National, Commercial, and SMB segments. This is not a maintenance role, it is a build-and-scale opportunity for a leader who thrives on driving performance, building teams, and exceeding ambitious growth targets. This leader is inspirational, results-oriented, and performance-driven, with a hands-on leadership style and a strong belief in coaching in the field.

The ideal candidate understands how to compete in a dynamic logistics environment and has experience:

• Winning against larger incumbents
• Capturing market share in dense and developing markets
• Balancing aggressive growth with operational and margin discipline
• Scaling sales organizations beyond personality-driven selling
• Leveraging both direct and indirect revenue channels
• May be required to perform tasks beyond those explicitly listed in this role.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES:

Revenue Acceleration

• Build and execute a national sales strategy that exceeds GLS growth targets
• Drive new revenue across National, Commercial, and SMB customer segments
• Lead and develop a team focused on retention and new business development
• Develop vertical penetration strategies and enterprise expansion plans
• Ensuring sales capacity planning supports the company’s growth ambitions

Channel & Partnership Development

• Expand partnership, reseller, and platform relationships that generate incremental volume
• Integrate indirect channel strategies alongside direct sales execution
• Identify ecosystem partnerships that accelerate customer acquisition and market penetration
• Establish incentive structures and alignment models that maximize partner performance

Organizational Scale

• Lead and elevate sales leaders and account teams across the organization
• Align talent, territories, and account coverage to support accelerated growth
• Establish clear KPIs, forecasting discipline, and quota accountability
• Build a high-performance culture focused on results, ownership, and continuous improvement

Commercial Discipline & Value Selling

• Champion value-based selling focused on service reliability, network advantage, and total customer value
• Ensure disciplined pipeline management and forecasting accuracy
• Drive strong CRM utilization and reporting through Salesforce
• Implement structured sales processes, performance reviews, and operating rhythms

Cross-Functional Leadership

• Partner closely with Operations, Pricing, Marketing, and Customer Experience to support profitable growth
• Serve as the executive voice of the customer across the organization
• Maintain executive relationships with key national and enterprise accounts
• Advocate internally to ensure customer and sales team needs are addressed

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.

• Proven experience (10+ years) leading high-performing sales teams in a fast-paced, growth-oriented environment.
• Strong track record of driving revenue growth through both customer retention and new business development.
• Demonstrated ability to coach and develop sales professionals through hands-on leadership and field engagement.
• Exceptional communication, relationship-building, and cross-functional collaboration skills.
• Strategic thinker with strong business intuition and the ability to prioritize and act decisively in dynamic environments.
• Experience in logistics, transportation, supply chain, or related industries preferred.
• Bachelor’s degree in business, marketing, or a related field (or equivalent experience).

EEO STATEMENT:

General Logistics Systems US, is an Equal Employment Opportunity (EEO) employer and is committed to a diverse workforce. We welcome all qualified applicants to apply to at GLS and we strive to select the best qualified applicant for each position in our organization. Applicants will receive fair and impartial consideration without regard to race, sex, color, national origin, age, disability, veteran status, genetic data, gender identity, sexual orientation, religion or other legally protected status, or any other classification protected by federal, state, or local law. GLS complies with all laws and regulations relating to employment discrimination, and is always committed to doing what's right.