BU FORWARDING – Job desk Update 06/12/2026
Title : ACCOUNT EXECUTIVE Germany
Direct Manager : Head of Sales Forwarding
Forwarding Europe
Reporting Line: Reports directly to the Forwarding Sales Director
XPO LOGISTICS provides innovative transportation and logistics solutions for the world’s most demanding supply chains. At XPO, we are committed to fostering inclusive workplaces and promoting diversity of talent and perspectives. We are proud signatories of the Diversity Charter.
We encourage talented individuals to develop their skills and leverage their strengths. We support career development through a wide range of training programs and growth opportunities. We combine creativity with operational rigor and integrate sustainability into our pursuit of operational excellence.
As we grow, you grow — your own success story starts here.
Our Forwarding (FWD) business unit is looking for an Account Executive to accelerate the development of our activity in Germany.
PURPOSE OF THE ROLE
The Account Executive Germany is responsible for driving profitable growth through both the development of an existing customer portfolio and the acquisition of new business for XPO in Germany (Dorsten).
The role combines Account development (farming) of a large portfolio of industrial and Business development targeting high-potential accounts
The focus is on FTL transport of packaged goods and Bulk transport (food & petrochemical logistics)
The position is key in strengthening XPO’s presence in Germany.
KEY RESPONSIBILITIES
Manage and develop an existing customer portfolio
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Take ownership of a large portfolio of industrial and FMCG customers
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Develop revenue and profitability within existing accounts
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Identify upselling and cross-selling opportunities (FTL, bulk, forwarding solutions)
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Build strong relationships with key stakeholders (procurement, supply chain directors)
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Ensure high customer satisfaction and retention
Drive new business acquisition
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Define and execute a commercial development plan in Germany
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Identify and target new strategic customers in Industrial, FMCG, Chemicals
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Build and manage a robust pipeline of opportunities
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Lead tenders, RFQs and commercial negotiations
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Monitor market trends and competitor positioning
Position XPO solutions
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Promote XPO’s FTL and bulk transport expertise
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Design tailored solutions combining packaged goods transport & bulk logistics (food & petrochemical)
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Act as a trusted advisor for customers
Position XPO’s solutions with our customers
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Map customer decision-makers and influence networks within target organizations.
- Represent XPO at executive levels with prospective customers.
- Promote differentiated XPO transport and forwarding solutions tailored to customer needs.
Drive cross-functional collaboration to support new business implementation
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Engage operational leadership to support customer solution design and implementation.
- Coordinate with transport operations, pricing, procurement, engineering to build competitive and sustainable solutions.
- Ensure operational readiness and successful onboarding of newly acquired customers.
Support commercial transition and long-term customer development
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Ensure effective handover and communication of acquired business to operational teams.
- Support account implementation and ramp-up phases when required.
- Collaborate with Sales and Strategic Account Management teams to ensure long-term customer development and retention.
GEOGRAPHICAL SCOPE: The role covers Germany scope.
TARGET MARKETS & BUSINESS FOCUS
The Account Executive will focus on developing opportunities within our Strategic markets
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FMCG, Industrial, Packaging, Chemicals
- Cross-border European FTL flows
- Regional Distribution Operations
- Brokerage & Forwarding Activities
INTERNAL / EXTERNAL INTERFACES
Internal Interfaces
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European Sales Teams
- Forwarding Europe Leadership Team
- Strategic Account Management Teams
External Interfaces
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Prospects
- Multinational Customers
- Procurement & buyers
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Supply Chain Directors
- Industry Networks and Partners
SPECIFIC JOB REQUIREMENTS
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Some business travel across Germany.
- Strong ability to work within an international and matrix organization.
REQUIRED SKILLS & EXPERIENCE
Professional Skills
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Higher education degree, with significant experience in selling transportation solutions.
- Strong knowledge of the Transport & Supply Chain market.
- Demonstrated experience in business development and account management within transport activities.
- Excellent communication and negotiation skills,
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Proven experience in international transport, forwarding, and brokerage activities.
- Strong understanding of European transport operations solutions.
- Strong business development and hunting capabilities.
Leadership & Behavioral Competencies
Influence & Communication: Ability to influence stakeholders internally and externally and build strong relationships.
Entrepreneurship: Ability to identify new opportunities and develop innovative commercial solutions.
Results Orientation:Strong focus on profitable growth, execution, and performance delivery.
PERFORMANCE INDICATORS
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New Revenue Generated
- Gross Margin Contribution
- New Business Pipeline
- Tender Success Rate
- Annual Commercial Objectives Achievement
- Development of Cross-Border European Business Haut du formulaire
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