About the Role

The Head of Sales Iberia is responsible for leading, developing and empowering field sales teams in Spain and Portugal to achieve sustainable and profitable growth. Reporting to the VP Commercial Freight Benelux & South and working in close alignment with the Country Managers, this role ensures strong coherence between commercial strategy and country P&L; priorities.

Job Description

The position focuses on driving new business acquisition, reducing customer erosion, strengthening pipeline management and improving conversion rates. The Head of Sales supports a diverse sales team in structured prospecting, CRM excellence, solution selling, implementation handover and long‑term account development, while maintaining a strong growth‑oriented mindset.

Success in this role requires close collaboration with operational leadership, clear target setting, performance monitoring and hands‑on coaching. The Head of Sales acts as a trusted partner to commercial and operational stakeholders, bringing creativity, solution orientation and strong internal coordination to resolve escalations and unlock opportunities across Iberia.

How You Will Contribute

- You lead, coach and develop the Spanish and Portuguese Field Sales teams, fostering a high‑performance culture focused on new business and sustainable growth.
- You align commercial targets and priorities with the VP Commercial and Country Managers, ensuring consistency with country P&L; objectives.
- You translate regional strategy into a clear country sales plan, defining focus industries, target accounts and pipeline priorities.
- You drive structured prospecting, CRM discipline and sales governance to ensure accurate forecasting and pipeline transparency.
- You monitor and analyse individual and team performance, identifying gaps and implementing improvement actions.




- You support key customer acquisition by joining meetings, guiding negotiations and accelerating conversion of strategic opportunities.
- You ensure smooth onboarding and handover to Operations, safeguarding customer experience and implementation quality.
- You develop retention and erosion‑prevention plans to protect and grow the existing customer base.
- You collaborate with Operations, Tender Management and other functions to create competitive, solution‑oriented proposals.
- You act as the first commercial escalation point, resolving challenges through alignment and creative problem‑solving.
- You build trusted relationships with Country Managers and internal stakeholders, strengthening cross‑functional collaboration.
- You ensure compliance with commercial processes, policies and governance standards.

What You Will Bring

- Degree or equivalent in Business Administration, Logistics, Supply Chain or a related field.
- Proven track record of delivering sustainable commercial growth in freight forwarding or international logistics.
- Minimum 8 years of experience in freight forwarding or international transport logistics.
- At least 3 years in a sales leadership or commercial management role.
- Strong background in field sales management with a clear focus on new business development.
- Experience aligning commercial strategy with operational and P&L; stakeholders.
- Demonstrated ability in performance management, pipeline steering and forecasting.
- Willingness to travel within Europe as required.
- Fluency in Spanish and English; Portuguese is an advantage.

Compensation

DP World offers exciting and challenging roles within a growing international organization. We strive to hire and develop the right people, locally and globally, stimulating personal growth and self-development within an informal atmosphere. We offer a market competitive compensation package.

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📌 Head of Sales Iberia (Barcelona)
🏢 DP World
📍 Barcelona