Job Description
Crane Worldwide Logistics is a leader in supply chain solutions with over 130 locations across 30 countries providing individual services that address our client's logistics challenges.
The position Director Contract Logistics Commercial Development, EMEIA Lead the commercial and sales agenda for Contract Logistics development across EMEIA, with a Year 1 focus on the UK, Ireland and Benelux.
The role will build a high-quality opportunity pipeline, secure profitable new business, expand Contract Logistics solutions within existing customer relationships and establish a scalable platform for wider regional growth.
Working closely with the EMEIA Regional Vice President and the Global Contract Logistics Product Team, the Director will help craft and execute a multi-year roadmap for Contract Logistics growth in EMEIA.
The roadmap will address market priorities, customer verticals, account strategy, product capability, commercial frameworks, talent, operations, property, CRM discipline and cross-product collaboration.
Growth Ambition
Support Crane Worldwide Logistics in building the Contract Logistics business towards more than GBP 100 million in EMEA revenue, focused on new and existing customers in key corporate sectors and higher-margin verticals.
Year 1 Mandatory Requirement
- Develop and execute a focused Contract Logistics commercial growth plan for the UK, Ireland and Benelux.
- Create a prioritised target-customer and account strategy, supported by market intelligence, segmentation, stakeholder mapping and clear pursuit plans.
- Build a qualified and measurable opportunity pipeline, with disciplined CRM data capture, opportunity management, forecasting and reporting.
- Assess current Contract Logistics capability, capacity and market readiness, identifying the product, talent, operational and property enhancements required to win and implement business.
- Secure strategic new business wins and identify expansion opportunities within existing customer portfolios.
- Establish a repeatable commercial framework that can be scaled across the wider EMEIA region.
Key Responsibilities:
- EMEIA Growth Roadmap
- Partner with the EMEIA RVP and Global Contract Logistics Product Team to develop and maintain a multi-year roadmap for Contract Logistics growth across EMEIA.
- Define priority markets, sectors, customers, capabilities, investments and sequencing required to support profitable, sustainable expansion.
- Translate the roadmap into annual commercial plans, pipeline objectives and measurable execution priorities.
- Provide insight on market trends, competitor activity and customer demand to support regional investment decisions.
- Commercial and Sales Leadership
- Lead the Contract Logistics commercial and sales agenda across EMEIA, initially concentrating activity in the UK, Ireland and Benelux.
- Identify, qualify and pursue strategic warehousing, fulfilment and integrated supply chain opportunities.
- Lead senior customer engagement on major pursuits, RFQs, RFPs, tenders and commercial negotiations.
- Ensure proposed opportunities meet agreed revenue, margin, risk and strategic-fit requirements.
- Customer Verticals and Value Proposition
- Develop targeted growth strategies for priority verticals, including technology, healthcare, manufacturing, aerospace and defence.
- Define where Crane can win by leveraging integration, investment and agility as differentiators.
- Create compelling vertical-specific value propositions, customer propositions and go-to-market plans.
- Use customer and market insight to refine the regional Contract Logistics offering.
- Capability and Product Development
- Assess the existing Contract Logistics capability across EMEIA, identifying strengths that support the value proposition and gaps requiring development.
- Work with the Global Contract Logistics Product Team, solution design and operations to align regional capabilities with target-customer requirements.
- Recommend improvements to product offerings, solution-design capability, commercial tools, processes and implementation readiness.
- Confirm that proposed solutions are commercially viable, operationally deliverable and scalable.
- Account Strategy and Pipeline Governance
- Use market intelligence and commercial judgement to determine which customers and opportunities Crane should pursue.
- Develop customer segmentation, stakeholder maps, account strategies and structured pursuit plans.
- Maintain strong CRM discipline covering contacts, opportunity stages, pipeline value, probability, milestones and forecasting.
- Conduct regular opportunity and pipeline reviews with regional leadership and relevant country teams.
- One Crane Collaboration
- Promote a One Crane approach by collaborating across Contract Logistics, Global Account Management, Freight Forwarding, Customs Brokerage and other product teams.
- Identify cross-product opportunities and support the development of integrated customer solutions.
- Engage country leadership, sales, solutions, operations, finance, legal and implementation teams early in the pursuit cycle.
- Create clear ownership and governance for priority opportunities.
- Commercial Framework and Risk
- Help define a differentiated but disciplined contractual and commercial approach for Contract Logistics opportunities.
- Work with finance, legal, operations and product stakeholders to develop appropriate pricing, investment cases, contractual positions and approval pathways.
- Ensure key commercial assumptions, implementation dependencies and risks are clearly identified before commitment.
- Talent, Operations and Property Readiness
- Assess the commercial, solutions, sales and operational talent needed to support Contract Logistics growth.
- Identify capability gaps and contribute to recruitment, development or resource plans where required.
- Evaluate operational skillsets and readiness to implement and scale new business successfully.
- Assess existing warehouse capacity and vacant space, and contribute to the property and network strategy needed to enable growth.
Key Working Relationships
- EMEIA Regional Vice President
- Global Contract Logistics Product Team
- EMEIA country and branch leadership teams
- Global and Regional Account Management
- Sales, Solution Design, Operations and Implementation teams
- Finance, Legal, HR, Procurement, IT and Property stakeholders
- Senior customer and prospect decision-makers
Success Measures
- An agreed and actionable EMEIA Contract Logistics growth roadmap.
- Delivery of Year 1 commercial priorities for the UK, Ireland and Benelux.
- Growth in qualified pipeline value, quality, velocity and forecast accuracy.
- Profitable new business wins and expansion within existing strategic accounts.
- Improved CRM discipline, opportunity governance and commercial reporting.
- Clear capability, talent, operations and property plans that enable sustainable growth.
- Effective collaboration between regional leadership, country teams and the Global Contract Logistics Product Team.
- Contribution to Contract Logistics revenue and gross profit growth across EMEIA.
Experience and Qualifications
- Significant leadership experience in Contract Logistics, warehousing, supply chain or third-party logistics.
- Demonstrable record of originating, shaping and securing complex Contract Logistics opportunities.
- Strong commercial acumen, including solution economics, pricing, investment appraisal and contract negotiation.
- Experience developing multi-country growth strategies and working effectively across international markets.
- Ability to engage and influence senior customer stakeholders and cross-functional internal teams.
- Experience of major RFQs, RFPs, tenders and long-cycle strategic pursuits.
- Strong written, presentation, relationship-management and executive communication skills.
Leadership Competencies
Strategic thinking
Converts market insight into a clear, executable growth agenda.
Commercial leadership
Balances growth, margin, investment and risk.
Customer focus
Builds insight-led propositions around customer needs.
Influence and collaboration
Aligns global, regional and country stakeholders.
Execution discipline
Creates ownership, pace, governance and measurable outcomes.
Entrepreneurial mindset
Identifies opportunities and acts with agility and sound judgement.
Travel Requirement
Regular travel across the UK, Ireland, Benelux and the wider EMEIA region, with international travel as required to support customer engagement, commercial pursuits, site reviews and strategic initiatives.
Disclaimer:
The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Recruitment Agency Policy
At Crane Worldwide Logistics we manage all hiring directly and do not accept unsolicited CVs or candidate profiles from recruitment agencies or search firms. Agencies must not contact our employees or managers directly with candidate details.
Where recruitment support is required, we will engage trusted partners through a formal written agreement. Any CVs received without such an agreement will be treated as direct applications, and Crane Worldwide Logistics will not be liable for any associated placement fees.
We appreciate your cooperation in respecting this policy.
