Purpose of the Job

To accelerate profitable growth by converting revenue strategy into actionable market execution - clear value propositions, product positioning, sales tools, pricing communication, training, launch readiness, and market insight - so commercial teams can sell the right products to the right customers with greater consistency, speed, and conversion.

Job Description

• Rationalize the full product portfolio to eliminate overlapping, improve clarity, and strengthen commercial focus.
• Develop product value propositions, GTM messaging, and commercial standards for key offerings.
• Build product tools, sales enablement frameworks, and structured playbooks for country teams.
• Build structured market analysis, customer behavior insights, and strategic recommendations for commercial teams.
• Translate product and pricing strategy into market-facing value propositions, sales narratives, customer segment plays, and proposition sheets for express, e-commerce, cross-border, returns, and value-added offerings.
• Build and maintain commercial playbooks that define target segments, use cases, qualification criteria, offer positioning, objection handling, and escalation paths.
• Convert market and customer insight into commercial actions, such as vertical campaigns, cross-sell motions, retention programs, and market-specific GTM adjustments.
• Create dashboards and reporting packs that help country and regional commercial teams understand funnel quality, performance by segment, performance by lanes, campaign effectiveness, and execution gaps.
• Drive sales capability building through onboarding modules, refresher training, talk tracks, certification paths, and structured feedback loops from the field.

Job Requirements - Experience and Education

• Bachelor’s degree in business, Marketing, Economics, Statistics, Supply Chain, or a related field.
• +7 Years of experience in commercial excellence, sales enablement, product marketing, GTM, business development, commercial strategy, or market intelligence, preferably in express, parcel, logistics, cross-border e-commerce, or B2B services.
• Preferably 2 - 4 years leading cross-functional commercial projects such as product launches, segment campaigns, sales-tool deployment, or process standardization.
• Familiarity with CRM and commercial systems, ideally including pipeline reporting, content management, pricing communication, and sales performance tracking.
• Deep understanding of express and forwarding solutions, trade lanes, and logistics market dynamics.

Leadership Behaviors

Skills