Director - Cross Border Sales (Air Express)

Job description

**About the Role:** We are looking for a seasoned sales leader to drive the growth of our Cross-Border Air Express and Parcel business. This role will be responsible for building and scaling enterprise customer acquisition, developing strategic partnerships, and expanding market share across international parcel and express logistics solutions. The ideal candidate will bring deep expertise in international express, e-commerce logistics, courier and parcel networks, air cargo solutions, and cross-border shipping. As a business leader, you will own revenue growth, market expansion, solution design, and strategic customer relationships while building a high-performing sales organization. **Key Responsibilities:** **Revenue & Business Growth** - Own and deliver ambitious revenue targets for the Cross-Border Air Express and Parcel business through new customer acquisition and strategic account expansion. - Drive growth across export and import parcel volumes, international express shipments, and cross-border e-commerce logistics solutions. - Develop and execute market penetration strategies across key customer segments including e-commerce, D2C brands, marketplaces, retail, consumer electronics, healthcare, and manufacturing. **Enterprise Sales Leadership** - Identify, engage, and close large enterprise accounts with international shipping requirements. - Build relationships with CXOs, founders, supply chain leaders, and procurement stakeholders to position end-to-end cross-border logistics solutions. - Lead complex commercial negotiations, contract discussions, and strategic partnerships. **Solutioning & Market Expansion** - Design tailored solutions covering international parcel delivery, air express, customs clearance, last-mile delivery, returns management, and cross-border fulfillment. - Work closely with product, operations, pricing, and network teams to create differentiated customer offerings. - Identify emerging trade corridors, industry opportunities, and market trends to drive sustainable business growth. **Strategic Account Management** - Develop long-term growth plans for key accounts and ensure strong customer retention. - Drive wallet share expansion through upselling additional logistics services and international shipping solutions. - Act as an executive sponsor for strategic customers and manage high-impact escalations. **Team Leadership** - Build, mentor, and scale a high-performing sales team focused on cross-border express and parcel solutions. - Establish robust sales governance, pipeline management, forecasting, and performance tracking mechanisms. - Foster a culture of customer-centricity, accountability, and execution excellence. **Business Planning & Performance Management** - Own sales forecasting, pipeline health, revenue planning, and business reviews. - Monitor key business metrics including shipment volumes, customer acquisition, retention, yield, and profitability. - Present business performance and growth strategies to senior leadership. **Preferred Background & Skills:** - 9+ years of experience in Business Development, Enterprise Sales, or Commercial Leadership roles within international express, courier, parcel logistics, cross-border e-commerce logistics, air cargo, or integrated logistics organizations. - Proven track record of driving large-scale revenue growth and closing high-value enterprise deals. - Strong understanding of international shipping, air express networks, customs regulations, cross-border trade, parcel operations, and e-commerce logistics. - Experience managing strategic accounts, marketplaces, D2C brands, exporters, and global supply chain customers. - Demonstrated success in building and leading high-performing sales teams. - Strong commercial acumen, negotiation skills, and solution-selling capability. - Ability to thrive in a fast-paced, high-growth environment and drive business transformation initiatives.