As JUNA's Strategic New Business Manager - Logistics Service Providers, you'll own a small number of high-priority logistics service provider accounts from account strategy and first contact through qualification, commercial negotiation and close. Reporting to our Head of Sales, you'll combine deep knowledge of the logistics service provider market, an active industry network and hands-on sales execution to open doors, build senior relationships and turn selected focus accounts into large, structural partnerships. Your goal is to grow JUNA's presence within leading logistics service providers by identifying where electric trucks fit operationally and commercially and converting that potential into deployments.
Strategic Prospecting & Account Development
This is a quality-over-quantity new business role. While our Sales Development Representatives continue to generate opportunities at scale, you'll dedicate your time to a deliberately selected set of logistics service providers where JUNA sees the highest strategic and commercial potential. These may include large international players such as DHL or Kuehne+Nagel as well as other priority logistics service providers with relevant road-freight networks.
- Own a defined portfolio of strategic logistics service provider focus accounts selected against clear fit criteria.
- Build detailed account plans.
- Map and multi-thread senior stakeholders across logistics, procurement, sustainability and management.
- Create tailored entry strategies, value hypotheses and outreach plans for each focus account.
- Use your active logistics service provider network, existing relationships, events, referrals and direct outreach to open doors and create access to the right decision makers.
Qualification & Deal Conversion
Once an opportunity is created, you'll own the commercial process end to end and drive it toward a clear decision. You'll work closely with Commercial Strategy to translate customer transport data into a strong operational and commercial case for electrification.
Once an opportunity is created, you'll own the commercial process end to end and drive it toward a clear decision. You'll work closely with Commercial Strategy to translate customer transport data into a strong operational and commercial case for electrification.
- Lead discovery and needs assessment with operational and senior commercial stakeholders.
- Shape the electrification roadmap and feasibility case together with Commercial Strategy.
- Coordinate customer data collection and translate analysis into a compelling executive-level business case.
- Qualify opportunities rigorously against lane, volume, network, timing and decision-making criteria.
- Develop proposals and commercial structures that create meaningful value for both the customer and JUNA.
- Own commercial negotiations and navigate stakeholder approval processes.
- Maintain momentum through clear next steps, stakeholder alignment and disciplined pipeline management.
- Close strategic deals and ensure a structured handover into Customer Success and post-sale delivery.
- Strategic opportunities created within the defined focus-account portfolio.
- Qualified pipeline value and qualification rate.
- Strategic deals won and contracted deployment potential.
In the beginning (0-6 months):
- Ramp Up Quickly: Build a deep understanding of JUNA's product, commercial model, qualification criteria and priority use cases across logistics service provider networks.
- Build Account Plans: Take ownership of your first focus accounts and create clear strategies for how to access, qualify and convert them.
- Activate Your Network: Re-engage your existing logistics service provider relationships and establish access to senior decision makers across your target accounts.
- Create Opportunities: Turn account insight into concrete discovery conversations, data exchanges and qualified sales opportunities.
- Own the Full Cycle: Independently run complex strategic opportunities from account strategy through commercial close.
- Convert Focus Accounts: Build a track record of converting selected high-value accounts into structural JUNA partnerships.
- Become the LSP Expert: Develop a strong point of view on logistics service provider business models, transport network dynamics, buying processes, electrification needs and the decision makers required to scale electric truck deployments.
- Build a Repeatable Playbook: Turn successful account strategies into a scalable approach that can be reused across similar customers in the industry.
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