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.
1. 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
2. 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
3. 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
4. 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
5. 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
