Head of Customer Management – Strategic Sales Leader for Logistics & SaaS Solutions (Retail & FMCG) at arenaflex

About arenaflex – Pioneering the Future of Logistics and SaaS

arenaflex is a global leader in delivering cutting‑edge logistics technology and SaaS platforms that empower retailers, FMCG manufacturers, and supply‑chain partners to operate with unprecedented efficiency, transparency, and agility. With a heritage of innovation, arenaflex combines deep industry expertise, advanced data analytics, and a culture of relentless transformation to help customers navigate the complexities of modern commerce. Our mission is to turn logistics challenges into strategic opportunities, driving measurable growth for both our clients and our own organization.

Why This Role Matters

As the Head of Customer Management – Strategic Sales, you will be the catalyst that expands arenaflex’s market presence within existing enterprise accounts, particularly in the Retail and Fast‑Moving Consumer Goods (FMCG) verticals. This senior leadership position sits at the intersection of customer success, strategic account planning, and high‑impact sales execution. You will own the roadmap for revenue growth, shape the customer experience, and lead a high‑performing team that delivers results in a fast‑moving, data‑driven environment.

Key Responsibilities

• Strategic Account Leadership: Define and execute a multi‑year account strategy for each enterprise customer, aligning arenaflex’s logistics and SaaS solutions with the client’s business objectives.
• Revenue Growth & Bookings: Drive incremental bookings, upsell and cross‑sell opportunities, and achieve aggressive revenue targets across the Retail and FMCG portfolio.
• Team Development & Management: Recruit, mentor, and inspire a diverse team of account managers, solution consultants, and sales engineers, fostering a culture of accountability, collaboration, and continuous improvement.
• Market Intelligence & Research: Conduct deep market analysis, monitor competitive dynamics, and translate insights into actionable go‑to‑market tactics that keep arenaflex ahead of industry trends.
• Cross‑Functional Collaboration: Partner closely with Product, Marketing, Customer Success, and Engineering to ensure product roadmaps, messaging, and service delivery are tightly aligned with customer needs.
• Negotiation & Deal Structuring: Lead complex contract negotiations, develop value‑based pricing models, and secure long‑term agreements that maximize profitability while delivering customer value.
• Data‑Driven Decision Making: Leverage CRM analytics, pipeline dashboards, and performance metrics to make informed decisions, forecast accurately, and adjust strategies in real time.
• Change Management & Transformation: Champion arenaflex’s transformation agenda, guiding customers through digital adoption, process redesign, and cultural shifts required for successful logistics modernization.
• Thought Leadership: Represent arenaflex at industry conferences, webinars, and client workshops, positioning the company as a trusted advisor and innovator in logistics technology.

Essential Qualifications

• Minimum 5 years of experience in a frontline sales leadership role, with a proven record of delivering bookings and revenue growth in enterprise environments.
• Demonstrated ability to lead and develop high‑performing teams, fostering a results‑oriented culture.
• Exceptional negotiation, presentation, and communication skills, with fluency in English (additional languages a plus).
• Strong analytical mindset; comfortable interpreting complex data sets to drive strategic decisions.
• Hands‑on experience in the logistics, LogTech, or SaaS sectors, preferably with exposure to Retail and FMCG customers.
• Proficiency in data‑driven decision‑making tools (e.g., Salesforce, Power BI, Tableau) and a track record of using metrics to improve performance.
• Adaptability to thrive in a dynamic, fast‑paced business environment and a passion for continuous transformation.

Preferred Qualifications & Additional Experience

• Advanced degree in Business Administration, Supply Chain Management, or a related field.
• Experience managing multi‑regional accounts and navigating global enterprise procurement processes.
• Background in building and scaling SaaS subscription models, including ARR (Annual Recurring Revenue) growth.
• Demonstrated success in leading digital transformation initiatives that resulted in measurable efficiency gains for customers.
• Familiarity with emerging technologies such as AI‑driven demand forecasting, IoT‑enabled freight tracking, and blockchain for supply‑chain transparency.

Core Skills & Competencies

• Strategic Vision: Ability to see the big picture, anticipate market shifts, and craft long‑term plans that align with arenaflex’s growth objectives.
• Leadership & Influence: Inspire confidence, motivate teams, and influence senior stakeholders across both arenaflex and client organizations.
• Customer‑Centric Mindset: Deep empathy for client challenges and a relentless focus on delivering value.
• Analytical Acumen: Strong quantitative skills to interpret sales data, forecast trends, and optimize pipelines.
• Communication Excellence: Clear, persuasive storytelling that translates technical capabilities into business outcomes.
• Negotiation Mastery: Skilled at structuring complex deals that balance profitability with customer satisfaction.
• Technology Fluency: Comfortable discussing logistics platforms, SaaS architectures, and integration considerations with technical and non‑technical audiences.
• Change Management: Proven ability to guide organizations through process redesign, technology adoption, and cultural shifts.

Career Growth & Learning Opportunities

arenaflex invests heavily in the professional development of its leaders. In this role, you will have access to:

• Executive mentorship from the Global VP of Sales and the Chief Commercial Officer.
• Leadership development programs focused on strategic thinking, digital transformation, and high‑impact negotiation.
• Opportunities to lead cross‑functional initiatives that influence product roadmaps and corporate strategy.
• International exposure through collaboration with regional offices across Europe, North America, and APAC.
• Continuous learning resources, including certifications in SaaS sales methodologies, supply‑chain analytics, and emerging logistics technologies.

Culture & Work Environment at arenaflex

Our culture is built on three pillars: Transformation, Collaboration, and Results. We celebrate bold ideas, encourage experimentation, and reward outcomes that drive real business impact. Employees enjoy:

• A flexible hybrid work model that balances remote productivity with vibrant in‑office collaboration spaces.
• Inclusive teams that value diverse perspectives and foster a sense of belonging.
• Regular “innovation sprints” where employees can pitch new product concepts or process improvements.
• Transparent communication from leadership, with quarterly town halls and open‑door policies.
• Health‑focused initiatives, including wellness stipends, mental‑health resources, and on‑site fitness facilities.

Compensation, Perks & Benefits

arenaflex offers a competitive total rewards package designed to attract and retain top talent. While exact figures will be discussed during the interview process, candidates can expect:

• Base salary aligned with senior leadership market benchmarks.
• Performance‑based bonuses tied to revenue targets and strategic milestones.
• Equity participation through stock options or restricted stock units.
• Comprehensive health, dental, and vision coverage for employees and dependents.
• Generous paid time off, parental leave, and flexible holiday policies.
• Retirement savings plans with company matching contributions.
• Professional development budget, conference attendance allowances, and tuition reimbursement.
• Technology stipend for home office setup and ongoing equipment upgrades.

How to Apply

If you are a visionary sales leader with a passion for logistics technology and a track record of driving enterprise growth, we want to hear from you. Please submit your resume and a compelling cover letter outlining your relevant experience and why you are excited to join arenaflex.

Visit our careers portal at arenaflex Careers to apply directly. For any inquiries, reach out to our Talent Acquisition team at [email protected].

Join arenaflex – Shape the Future of Logistics

At arenaflex, you will be part of a forward‑thinking organization that is redefining how goods move around the world. Your leadership will directly influence the success of some of the largest retail and FMCG brands, while you grow your own career in a dynamic, supportive environment. Take the next step in your professional journey—apply today and become a driving force behind arenaflex’s next chapter of growth and innovation.