Purpose of the role
The Head of Sales is responsible for leading the sales team, defining and implementing the company’s sales strategy, and achieving the planned business results.
The role focuses on the systematic development of both new and existing customers, increasing the profitability of the sales portfolio, and ensuring effective cooperation between Sales and the individual product and operations teams.
Key responsibilities
- Lead, motivate, and develop the sales team, including Key Account Managers, field sales, and inside sales. Set clear targets and KPIs, and regularly evaluate the performance of the sales team and individual team members.
- Develop and implement the company’s sales strategy.
- Take responsibility for achieving the sales budget, GM/DB targets, and the profitability of new business. Actively manage the sales pipeline and sales forecast. Regularly communicate sales results to the company’s management.
- Identify new business opportunities and market segments. Develop strategic customers and manage key accounts.
- Cooperate with Product Heads and Operations on pricing and product strategy.
- Ensure a high-quality handover of new customers from Sales to implementation and Operations.
- Monitor the market, competitors, and price developments.
- Actively cooperate within the international network and use cross-selling opportunities.
Product Scope
The Head of Sales must be able to work commercially across the company’s entire portfolio, particularly in the following areas:
- International groupage.
- FTL, LTL, and charter transport.
- Domestic distribution.
- Warehousing and logistics projects.
- Potentially home delivery, last mile, and other developing products.
The Head of Sales does not need to be the leading expert in every product area. However, they must be able to connect the customer’s needs with the right product and the appropriate product specialist.
Required Experience
- At least 5–7 years of experience in B2B sales, ideally within logistics, transport, or supply chain.
- Proven experience in leading a sales team.
- Experience in managing a sales pipeline, forecasting, and CRM.
- A sound understanding of P&L and the ability to work with margins, profitability, and sales budgets.
- Experience with complex tenders and commercial negotiations.
- Experience working with larger corporate customers.
- Very good command of English for communication in an international environment.
- A Category B driving licence and willingness to travel.
Personal Profile
We are looking for someone who:
- Is a leader, not merely the best salesperson on the team.
- Has a strong results-driven mindset.
- Works systematically and consistently.
- Can set clear expectations and hold people accountable for delivering results.
- Can develop and motivate people.
- Is commercially driven, energetic, and proactive.
- Has an analytical mindset and makes decisions based on data, not only intuition.
- Can communicate effectively across Sales, Operations, and management.
- Is prepared to take full responsibility for results.
How will success be measured?
The success of the Head of Sales will not be measured solely by revenue.
Key KPIs
- Achievement of the sales budget.
- New-business gross margin.
- Profitability of acquired business.
- Size and quality of the sales pipeline.
- Conversion rate of sales opportunities.
- Number and quality of newly acquired customers.
- Development of existing customers and cross-selling.
- Accuracy of the sales forecast.
- Activity and performance of individual sales team members.
- Retention of key customers.
What do we expect during the first year?
- First 3 months: Take over the sales team and customer portfolio and assess the team, pipeline, and overall sales potential.
- Within 6 months: Establish an effective sales management system, including KPIs, pipeline reviews, individual targets, regular one-to-one meetings, coaching, and systematic customer acquisition.
- Within 12 months: Deliver measurable new-business growth, build a healthy pipeline for the following period, and develop a sales team that operates independently and transparently, with clear accountability for results.
Your main place of work may be either our headquarters in Chrášťany near Prague or our branch in Brno-Modřice. The position also involves occasional business travel to all our locations in Chrášťany, Brno, and Ostrava.
Note : please provide a CV in English version.
