At Maersk, we're on a journey to become The Global Integrator of container logistics, connecting and simplifying our customers' supply chain. We're dedicated to becoming a truly customer-centric company, catering to our customers' needs. Are you ready to be a part of this groundbreaking journey?
The role:
As the Global Head of Government & Defense Growth, you will lead the growth strategy for the MPL product within the Government and Defense market segment. Your role involves coordinating efforts across regions to guide customers and sales teams through the Lead-to-Agreement process. You will collaborate with sales, product, legal, and finance teams to develop market-leading solutions, expand our customer base, and drive success in alignment with our product growth goals.
Responsibilities:
- Contribute to the Go-to-Market and Pricing Strategy for the Government & Defense (GOV/DEF) market, including identifying target customers and competitive strategies. Also, provide input for the annual budget process.
- Develop and execute strategic growth initiatives, making necessary adjustments to achieve annual revenue and volume targets.
- Coordinate pricing across the product line, ensuring alignment with the GOV/DEF pricing strategy, including pricing for large RFQ opportunities.
- Lead product stakeholders in sales and marketing efforts, ensuring market-driven, competitive solutions.
- Gather and share market insights, including trends in competition, customer needs, and pricing.
- Support the annual sales target-setting process, ensuring a strong and profitable sales pipeline to achieve growth objectives.
- Manage the conversion ratio performance of the MPL product family for GOV/DEF customers.
- Ensure consistent monthly achievement of budgeted gross profit and volume targets by monitoring the global sales pipeline, tracking business wins, and analyzing conversion ratios.
- Engage proactively with sales teams to drive target development, opportunity identification, and lead qualification for a high-quality sales pipeline.
- Increase business win rates by actively pursuing and engaging with targeted opportunities.
Requirements
- Extensive technical knowledge including defense logistics contracting, defense supply chains, and experience in product pricing and go-to-market strategies.
- Experience in customer-facing engagements and presentations.
- Understand the key profitability drivers in defense logistics and supply chain management within GOV/DEF operations.
- Strong presence and access to leaders & decision-makers in the defense logistics & supply chain community.
- Strong communication and presentation skills.
Nice-to-have:
Previous experience in armed services and/or ministry of defense at O-5/O-6 level, or government civilian service at senior level in defense supply chain planning and/or procurement, or senior commercial or sales role in freight forwarding with global responsibilities in the government and defense market segment.
Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law. We will consider qualified applicants with criminal histories in a manner consistent with all legal requirements.
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