Title: Head COE Sales

Location: GSC BOG

This role leads the global scaling, standardization, and digital enablement of Sales and Sales Support operations across regions.

Its mission is to transform sales back-office activities into a data-driven commercial enabler, allowing Frontline Sales teams to focus on revenue growth, customer relationships, and market expansion.

The role owns global sales service design, process excellence, analytics, and digital enablement to deliver speed, accuracy, insight, and predictable revenue outcomes.

Key Responsibilities

Global Sales Service Design & Governance

• Own the global sales service catalogue, SLAs, and performance metrics
• Drive scalable, cost-transparent, and high-quality delivery across regions
• Enable global workflows to increase responsiveness and reduce cycle times

Sales Process Excellence & Standardization

• Own global Quote-to-Win and Lead-to-Booking process blueprints
• Eliminate regional variations and duplication
• Establish SOPs, governance frameworks, and audit-ready controls
• Lead global best-practice harmonization

Commercial Intelligence & Analytics

• Convert transactional sales data into actionable insights, including:
• Win/loss analysis
• Pricing and margin intelligence
• Sales productivity and hit-rate benchmarks
• Customer and lane-level profitability
• Act as the analytics backbone for global sales leadership

Digital Enablement & Automation

• Partner with Digital Labs and VDC teams to drive automation and AI use cases
• Identify AI-assisted pricing and proposal generation opportunities
• Drive CRM adoption and discipline globally
• Reduce manual effort and sales cycle time at scale

Global Stakeholder & Demand Governance

• Balance competing regional priorities
• Align with Global Process Owners on service outcomes
• Provide visibility on capacity, cost-to-serve, performance, and value delivered

What Makes This Role Unique

• Global ownership of sales service design and evolution
• Direct impact on productivity, scalability, and revenue predictability
• Incubation of high-value commercial and analytical capabilities
• Enterprise-level influence without direct people management

Skills & Experience

Commercial & Logistics Expertise

• Strong knowledge of freight forwarding models (Air, Ocean, LCL/FCL, Contract Logistics)
• Solid experience in pricing, tenders, margins, and sales lifecycle management

Sales Operations & GSC Leadership

• Proven experience building and scaling Global Service Center operations
• Strong process governance, SLA management, and operating model expertise
• Ability to work effectively across regions and cultures

Digital & Analytical Strength

• Advanced CRM, sales analytics, and reporting capabilities
• Strong data storytelling for executive audiences
• Understanding of automation and AI-enabled solutions

Leadership & Influence

• Enterprise mindset with strong stakeholder management
• Ability to influence senior sales leaders without line authority
• Change and transformation leadership capabilities

Qualifications

• Bachelor’s degree in Business, Engineering, Economics, International Trade, or related field
• Postgraduate degree preferred

Experience

• 8+ years of leadership experience within Logistics environments
• Strong background in Sales Operations and back-office processes
• Proven ability to drive continuous improvement and automation initiatives