Head of Sales Iberia

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.

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.

• 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.

   

• 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.

Trade is the lifeblood of the global economy, creating opportunities and improving the quality of life for people around the world. DP World exists to make the world’s trade flow better, changing what’s possible for the customers and communities we serve globally.

With a dedicated, diverse and professional team of more than 120,000 employees spanning 75 countries on six continents, DP World is pushing trade further and faster towards a seamless supply chain that’s fit for the future.

We’re rapidly transforming and integrating our businesses -- Ports and Terminals, Marine Services, Logistics and Technology – and uniting our global infrastructure with local expertise to create stronger, more efficient end-to-end supply chain solutions that can change the way the world trades.

What's more, we're reshaping the future by investing in innovation. From intelligent delivery systems to automated warehouse stacking, we’re at the cutting edge of disruptive technology, pushing the sector towards better ways to trade, minimising disruptions from the factory floor to the customer’s door.
 

WE MAKE TRADE FLOW

To Change What's Possible For Everyone
 

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