Head of NA Sales - CastleGate Forwarding

CastleGate Forwarding (CGF) is a rapidly growing freight forwarding startup within Wayfair moving containers across the globe. We offer a full suite of shipping services (Asia consolidation ocean freight drayage customs brokerage cargo protect etc. that aims to provide Wayfair suppliers with predictable reliable and competitive Freight Forwarding solutions.

As part of CGF you will play a key role in defining and executing Sales strategies across North America. You will collaborate with business unit leaders across the International Supply Chain and drive strategic decisions within and beyond your region. As you pursue strong relationships with Wayfair suppliers success will be demonstrated by increasing supplier satisfaction and growing the volume shipped by CastleGate Forwarding. This is a highly visible and exciting leadership role and one that will offer the right candidate an opportunity to be part of a fast growing environment within the ecommerce industry.

What Youll Do

• Define targets and performance manage a large team to meet CGFs volume and profitability goals in North America for each of our business lines.
• Deliver on cross functional initiatives to maintain high supplier satisfaction across Wayfairs supplier portfolio (ex NPS Targets)
• Build team capabilities to allow for effective acquisition and supplier management of Wayfair suppliers (CGF customers) of all sizes and business models.
• Drive initiatives that improve volume profitability & supplier satisfaction.
• Hire and manage a team of Sales Managers and Associates including launching and overseeing a Lead Generation Team
• Support the professional growth of the team within CGF and overall Wayfair operations
• Partner closely with other supplierfacing teams (e.g. Commercial Inventory Management Fulfillment) to share insights and feedback and drive increased volume
• Identify and drive opportunities for service enhancements to further strengthen our value proposition through our Voice of the Customer Program
• Optimize Sales Efficiencies in our CRM (Salesforce) and through inbound lead sourcing & pipeline management.
• Travel between 2550 of the time to Tradeshows Supplier sites and Industry Conferences

What Youll Need

• 5 years of sales experience/business development in the ocean/freight forwarding or International Supply Chain industry
• 5 years of experience as a sales leader and/or at a premier operations consulting firm strongly preferred
• Proven track record of building and scaling high performing sales teams managing multiple levels of experience and owning both strategy and organizational OKRs/KPIs
• Honed leadership and project management skills with the ability to lead crossfunctional discussions and to effectively scope and deliver projects under tight deadlines using influence vs. a direct reporting approach including across geographically dispersed teams.
• Experience building capabilities and creating a Sales infrastructure through optimized processes enhanced tooling and effective upskilling
• Proven expertise using Google Suite & Salesforce to work with data and communicate ideas
• Demonstrated proficiency in both written and verbal communication in the English language