Position Summary
The VP, Sales APAC is accountable for defining and delivering the regional growth strategy and executive commercial agenda across Asia Pacific, with ownership of revenue, margin and pipeline outcomes. The role provides senior leadership to a multi-country sales organisation, sets the operating cadence for opportunity governance and forecasting, and represents the region with global leadership to shape investment priorities and go-to-market direction. This position owns C-suite customer relationships and leads complex negotiations for strategic wins and renewals, ensuring solutions are scalable, contract-compliant and operationally executable. Inpartnership with Operations, Solutions, Finance and Legal, the role drives disciplined commercial decision-making, risk management and performance improvements that accelerate profitable growth for customers and GXO.
Responsibilities
- Own and deliver the APAC commercial growth strategy and multi-year plan, translating regional market priorities into annual targets, pipeline strategy, conversion, and revenue/margin performance align with APAC Regional Head and global sales leadership.
- Lead, scale, and develop the regional sales organisation across multiple countries, including operating model design, performance management, coaching, talent acquisition, and succession planning.
- Own executive-level customer and partner relationships and serve as the senior commercial sponsor for strategic accounts lead complex negotiations for priority pursuits, renewals, and partnerships.
- Establish disciplined opportunity governance (pipeline health, forecasting, bid/no-bid, pricing guardrails, and approval forums) and provide transparent, executive-ready reporting to regional and global leadership.
- Partner with Solutions, Operations, Finance, Legal, and HR to shape offerings, investment cases, and delivery plans that are operationally executable, commercially competitive, and financially sound resolve cross-functional trade-offs.
- Oversee tender/RFP strategy and commercial negotiations, ensuring consistent commercial rigor, contract governance, and risk management across the region.
- Drive performance outcomes (revenue, margin, win rate, forecast accuracy, and conversion) and implement corrective actions continuously improve the end-to-end sales process and executive cadence.
- Standardize, implement, and continuously improve the APAC sales process, methodologies, and tools (including CRM), ensuring adoption, data quality, and alignment with GXO sales technology and governance requirements.
- Lead regional whitespace analysis, segmentation, and target-account prioritization, translating insights into actionable pursuit plans that focus resources on the highest-value opportunities and expansion plays.
- Own the regional competitive intelligence agenda and bid response strategy for priority pursuits, ensuring differentiated positioning, disciplined win-themes, and consistent quality across proposals and customer-facing materials.
- Oversee regional sales performance management, including weekly/monthly governance board updates on pipeline, insights, metrics, and corrective actions ensure reporting is efficient, accurate, and drives measurable improvement.
- Identify and execute market expansion opportunities (including Japan/Korea/Australia), build strategic partnerships, and sponsor development of differentiated solutions/products to accelerate growth.
- Champion GXO values and ensure the sales organization operates with strong governance, ethical and compliant business practices, and robust controls.
Qualifications Summary
- BachelorDegree in Logistics Management, Business Management or related fields.
- Executive communication and presence strong negotiation and commercial judgement.
- Strong operating cadence: forecasting, pipeline management, and performance rigor.
- Ability to influence across functions and drive alignment from strategy through execution.
- Comfort navigating ambiguity and translating market signals into action.
- Strong analytical, commercial and numerical skills proficiency with CRM (preferably Salesforce) and sales reporting/BI tools to drive data-led decisions, governance, and performance improvement.
