Job Description

This role owns commercial growth for SPX Express's Brand & Corporate segment — a portfolio that demands customized service, technical integration (API), longer evaluation cycles, and a much higher standard of account care.

The role requires someone who can operate credibly in front of senior, sophisticated buyers,procurement, supply chain, and sometimes regional/HQ stakeholders, shaping commercial strategy for a segment where deals are fewer, larger, and structurally complex.

Enterprise & Brand Business Development
Identify, prioritize, and pursue target brand/corporate accounts (manufacturers, retailers, fulfillment dependent businesses)
Lead a consultative, multi-stakeholder commercial cycle: understand the client's supply chain/fulfillment needs, shape a customized solution, and manage a longer evaluation and procurement process through to signed contract
Build and manage a pipeline appropriate to enterprise sales cycle length and deal complexity, fewer accounts, higher value, longer cycle, more touchpoints
Solution & Commercial Deal Structuring
Design customized service propositions (SLA commitments, fulfillment model, delivery requirements) tailored to each brand/corporate client's operating model not a standard rate card
Coordinate with Product/Tech on API integration requirements and technical feasibility before committing to a client's technical requirements
Structure commercial terms (pricing, SLA, volume/service commitments) that balance client requirements against SPX's operational and margin constraints; work with Pricing/Finance on non-standard, high-complexity deals
Strategic Account Management & Growth
Own the commercial relationship post-onboarding as a high-touch, senior-level relationship
Track service and volume performance against contract; proactively identify expansion opportunities (new brands within a group, additional fulfillment scope, new regions)
Serve as the client's senior commercial point of contact, able to represent SPX credibly to the client's supply chain/procurement leadership when service or contract issues escalate
Market & Competitive Intelligence
Track how competitors serve the brand/corporate/fulfillment segment specifically (service model, technical capability, pricing structure), this competitive set is different from the SME competitive set
Feed client requirements and win/loss patterns back into service design, technical roadmap, and pricing for the B2B segment
Cross-Functional Coordination
Work closely with Product/Tech on API integration and technical onboarding, this role must be technically fluent enough to scope requirements accurately, not just relay them
Work with Operations to validate that customized fulfillment/service commitments are deliverable before signing
Work with CS to ensure the account receives the elevated service level a brand/corporate client expects post-signing

Requirements

6–8 years of B2B sales or account management experience selling to brands, corporates, or manufacturers, not mass/SME sales
Experience in logistics, 3PL, fulfillment, freight, or supply chain services strongly preferred; experience selling to brand/enterprise clients in adjacent industries (e.g. enterprise FMCG distribution) also relevant
Demonstrated ability to manage long sales cycles (6–12+ months) involving multiple stakeholders and a formal evaluation/procurement process
Experience coordinating technical requirements (API, system integration) with a client's technical team is a strong plus

Enterprise Growth & Commercial Strategy Manager - SPX Express