Head of Sales - B2B Logistics Business (all genders)

22 Feb 2022
30 Jun 2022
Zalando is evolving its Connected Network business, investing further to grow our innovative online platform for logistic solutions, serving partners with tailored B2B warehouse, shipping and return solutions, connecting customers and brands across 22 markets. Our logistic solutions support more than 1,500 fashion brands helping them to bring head-to-toe fashion to more than +46 million active customers. If you are passionate about logistics and are looking for an opportunity to shape the future of logistics and help your partners/clients in a rapidly growing, dynamic environment - then join our innovative team and accelerate your personal development.

As a Head of Sales (w/m/d) for this brand new business - you will lead a team of sales leaders who each have around 5 sales-people, responsible for selling, negotiating and convincing strategic partners to adopt our logistics solutions. You and your team will sign contracts that will deliver double-digit millions in revenue by selling the best logistics solutions that will help our partners have success on Direct-To-Consumer platforms and with their own e-com operations. Your team, your work and your consultancy will create positive impacts for our partners, their respective customers and the Connected Network.
At Zalando, our vision is to be the starting point for fashion - one that is inclusive by design. We only assess candidates based on qualifications, merit, and business needs. We welcome applications from people of all gender identities, sexual orientations, personal expressions, racial identities, ethnicities, religious beliefs, and disability statuses. We only want to know why you're great for this role, so please avoid including your picture, age, and marital status in your CV as well.

We want to provide you with a great candidate experience. Please feel free to inform us of any accommodations you may need, so we can best support and assist you throughout the hiring process.

do.BETTER - our diversity & inclusion strategy: https://corporate.zalando.com/en/diversity-inclusion

Our employee resource groups: https://corporate.zalando.com/en/diversity-inclusion/our-employee-resource-groups
  • Sales Strategy: Own the design and delivery of the B2B sales strategy, embracing the ambiguity, complexity and fast pace that are typical of a start-up venture with an established organization and building a world-class sales organization with ambitious 1-5 year goals and vision
  • Leadership You are an experienced and passionate senior leader, eager to build and develop a high performing team of people leads and sales people. You can motivate your team in achieving challenging goals
  • Logistics consulting & solutions: Build a profound understanding of logistics solutions and lead a successful function of sales leaders with logistics expertise, whose salespeople are equipped to promote the holistic array of Zalando Logistics solutions to brands, vertical retailers and multi-branded retailer partners, specifically focusing on partners operating on Zalando's marketplace (zDirect). Support and uphold the overarching, holistic Zalando strategy in the approach to sales strategy.
  • Sales: Empower the team to build successful business cases, convincing pitch decks and negotiation tactics to successfully sell logistics solutions to partners with a high level of complexity and impact.
  • Stakeholders Management: Build strong relationships with internal and external stakeholders at all levels across Zalando's and our partner's organization. Build a network with relevant stakeholders to drive multiple projects to conclusions in a timely manner. Interface up to SVP level, sharing monthly business reviews and representing progress against core KPI's, deliverables and annual strategy
  • Contract Negotiations. Enable your team to successfully and efficiently close contracts negotiations with partners with a high level of complexity and business impact. Proactively resolve challenges by analyzing relevant operational and financial data and identifying the correct solutions.
  • Improvement. Challenge the status quo in team discussions by sharing your successes, failures and learning with the Sales team. Act as a role model for your team and internal stakeholders
  • You have a University degree in the field of business administration, supply chain management, logistics, economics or any other related discipline for 'Head of Sales'
  • You have a deep knowledge of sales, business development and strong negotiation skills, with an experience of 7+ years in sales and/or business development, as well as deep expertise leading high-performing teams. You have gained your experience in the contract logistic industry and understand the challenges and requirements of the e-commerce industry
  • You are an experienced leader with minimum 5 years of experience building, developing and leading large teams. You have proven experience as a 'leader of leaders' or head of department.
  • You have excellent communication skills, written and oral, in English with the ability to engage with a multilingual international customer base and teams at various levels (Sr. Management to C level). German skills are of a huge advantage
  • You enjoy selling, building a high-performance team, engaging others, working collaboratively and developing strong working relationships. You are excited to prioritize and manage multiple sales projects across different functions, while motivating your team and collaborating with others to achieve great results.
  • You translate complex concepts in easy to understand ways for partners, stakeholders and team members. You are passionate about leading strategic, complex sales conversations and coordinating high-level technical discussions.
Career Development
  • We offer peer-to-peer performance reviews twice a year
  • Learn and develop through our extensive Zalando training platform
  • Join regular all-hands, team meetings, Q&A-sessions, and quarterly anonymous employee surveys to ask your questions and provide your feedback
  • Support from an international team of experts; mentoring and professional development opportunities

  • 2 days paid leave per year for volunteering
  • Minimum of 27 holiday days per calendar year
  • Online sports courses, wellbeing, and nutrition advice offered by Humanoo personal wellbeing coach app
  • Mental wellbeing support by our Employee Assistance Program and professional consultants to help you find health resources

  • Flexible working hours
  • Relocation assistance for internationals
  • Home office equipment available for hybrid working, to support you working from home
  • Hybrid working model with 60% remote per week
  • Opportunity to work from abroad for 30 (working) days per calendar year

  • Access to the employee shares program
  • 40% shopping discount on products shipped and sold by Zalando, and 30% discount on Zalando Lounge
  • Discounts from a wide range of external partners

  • Employee parents' forums and employee resource group
  • Supported transition into and out of parental leave, with a buddy and re-onboarding plan
  • 3 fully-paid child sick days per year
  • Free counselling, assistance, and referral service for all matters concerning yourself and your family via the F├╝rstenberg Institute
It's the perfect time to join Zalando on our journey, from being a pioneer in the world of e-commerce, to the starting point for fashion in Europe. We connect customers, brands, and partners across 23 markets.

Help us drive digital and sustainable solutions for fashion, logistics, advertising and research, bringing head-to-toe fashion to more than 46 million active customers through a team of diverse skill-sets, cultural backgrounds, and interests.

Our values: https://jobs.zalando.com/en/our-founding-mindset

do.More - our sustainability strategy: https://corporate.zalando.com/en/sustainability

Follow us on Instagram: instagram.com/insidezalando

Please note that all applications must be completed using the online form - we do not accept applications via email.

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