Head of Parcel

Job Title

Head of Parcel APAC

Job Description

Position Overview
The Head of Parcel APAC Domain Distribution is crucial for the strategic development, execution, and sales of Parcel projects in the APAC region (China not included). This role focuses on driving revenue growth, market expansion, strategic account management and leading all aspects of operations within the parcel segment, ensuring seamless execution, process optimization, and operational excellence within the Parcel logistics sector. You will be responsible for delivering sales objectives through Order Intake Targets on standardized, repeatable solutions, aiming to maximize efficiencies and reduce days of sales outstanding and driving operational excellence, optimizing execution, and enhancing service delivery across projects in APAC region.

The Head of Parcel APAC works closely with cross-functional teams to ensure sales and execution objectives align with customer needs, operational capabilities, and the broader Fulfilment Solutions strategy.

Key Responsibilities

Strategy & Market Expansion

• Build and maintain executive-level relationships with key Parcel logistics customers to ensure long-term strategic partnerships.
• Establish a clear operating model and rules of engagement.
• Work closely with global key accounts to understand evolving customer needs and tailor solutions that align with operational and financial objectives.
• Negotiate high-value contracts, ensuring competitive yet profitable pricing and commercial terms.
• Collaborate with service and customer success teams to ensure ongoing customer satisfaction and maximize long-term revenue potential.
• Develop and execute a strategic sales plan for Parcel automation solutions in APAC region, targeting major global and regional Parcel carriers and logistics providers.
• Identify and capitalize on new business opportunities, expanding market share in areas with minimal current business and increasing revenue across key customer segments.
• Drive commercial excellence by ensuring a data-driven sales approach that leverages market insights, customer needs, and competitive analysis.
• Align sales strategies with the overall Fulfilment Solutions business objectives, collaborating with leadership to ensure sustainable growth.
• Lead the sales discipline across different regions in APAC for complex projects spanning multiple geographies.
• Achieve Order Intake targets for APAC as per budget and Long Term Plan.
• Drive long-term growth in order intake and sales for the Parcel domain in APAC.
• Collaborate with key customers to ensure growing Parcel sales volumes.
• Act as the final decision-maker for the Parcel sales and execution discipline within APAC in collaboration with the Domain and Commercial Lead.
• Serve as the highest escalation level in APAC for Parcel Sales-related topics on projects.

Execution strategy

• Define and implement an Execution strategic Plan for Parcel Solutions in APAC, ensuring efficiency, scalability, and alignment with customer needs.
• Lead execution of Parcel projects in APAC, ensuring timely and budget- compliant milestones and deliverables.
• Achieve financial targets by collaborating across geographies to meet revenue, profit, order intake, and inventory goals.
• Oversee supply chain management, manufacturing, and project execution in APAC to optimize workflows and productivity.
• Ensure seamless delivery of Parcel automation solutions in APAC, maintaining quality and safety standards.
• Lead continuous improvement initiatives to enhance operational efficiency, reduce costs, and improve customer satisfaction.
• Serve as the highest escalation point for Execution topics on Parcel projects in APAC.

Cross-Functional Collaboration & Sales Enablement

• Partner with the Sales Engineering and Solution Design teams to develop customized proposals that align with customer requirements and technological capabilities.
• Work closely with Marketing and Solutions Management to refine go-to-market strategies and ensure alignment between product offerings and customer demand.
• Collaborate with Service teams to ensure a seamless transition from sales to implementation and long-term customer support.

Team Leadership & Development

• Set up, lead, mentor, and manage a high-performing sales and execution team, fostering a results-driven culture and ensuring continuous skill development and performance enhancement.
• Foster a culture of innovation, collaboration, and excellence within the commercial and execution function.
• Ensure compliance with corporate policies, ethical business practices, and industry regulations.
• Seek global alignment to implement strategic direction within the Business domain while balancing local requirements and global strategies.
• Implement key sales performance metrics (KPIs) and incentive structures to ensure alignment between business objectives and individual/team targets.

 

Key Qualifications & Experience

• 15+ years of experience in sales and execution leadership within Logistics & Materials Handling Business, automation, or material handling industries.
• Proven track record of driving revenue growth, managing large accounts, and leading high-performing sales and execution teams.
• Strong knowledge of Parcel automation solutions, logistics operations, and e-commerce fulfilment technologies.
• Experience managing complex sales cycles, including contract negotiations, pricing strategies, and solution-based selling.
• Exceptional ability to influence and engage executive-level customers, partners, and internal stakeholders.
• Ability to lead and mentor execution teams, fostering a results-driven and customer-centric culture.
• Proven experience in leading large-scale projects within the Parcel industry.
• Excellent leadership and team management abilities.
• Ability to work effectively in a fast-paced and dynamic environment.
• Strong communication and influencing skills.

Other relevant factors

Required to turn-around business in a highly complex environment with a diverse project portfolio. Incumbent needs to be able to set up and transform strategy into action and results. Playing a prominent role in shaping the Distribution Domain is a must. Incumbent must be an expert in the Operations Field.

Diversity & Inclusion:
At Vanderlande Industries, we believe diversity makes us stronger. We are committed to equal opportunities and an inclusive work environment, and base our hiring decisions on qualifications, potential, and motivation. Support or adjustments during the application process are available upon request.