BU FORWARDING – Job desk Update 05/12/2026
Titre de la fonction : BUSINESS DEVELOPMENT MANAGER
Responsable hiérarchique : Head of Sales Forwarding Europe
Central & Eastern Europe – Forwarding Europe
Reporting Line: Reports directly to the Forwarding Europe 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 a Business Development Manager (M/F) to accelerate the development of our activity in Central & Eastern Europe.
PURPOSE OF THE ROLE
The Business Development Manager is responsible for driving profitable business growth through the acquisition of new strategic customers across Central and Eastern Europe.
The role focuses on developing XPO’s Forwarding activities across key European markets including Luxembourg, Germany, Poland, Slovakia, Romania, and Italy, by targeting strategic prospects, multinational customers, and high-potential industry verticals aligned with the Forwarding Europe growth strategy.
The position plays a key role in supporting XPO’s European expansion ambitions through cross-border transport solutions, FTL brokerage, dedicated transport solutions, and regional distribution operations.
KEY RESPONSIBILITIES
Define and implement a strategic new business acquisition plan
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Analyze target markets and identify high-growth business opportunities across Central & Eastern Europe.
- Develop strategic sales approaches and customer acquisition plans for priority markets and verticals.
- Identify and target strategic multinational accounts and key regional prospects.
- Build a robust pipeline of new business opportunities aligned with the Forwarding Europe business plan.
- Monitor market trends, competitor activities, and customer expectations to adapt commercial strategies.
- Support customers throughout their projects by coordinating countries with project teams to design solutions.
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Negotiate strategic agreements with key customers while ensuring compliance with quality and regulatory standards.
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Manage the full project lifecycle, from pre-sales activities to operational implementation.
Position XPO’s solutions with strategic customers
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Map customer decision-makers and influence networks within target organizations.
- Represent XPO at senior management and executive levels with prospective customers.
- Promote differentiated XPO transport and forwarding solutions tailored to customer needs.
- Lead or coordinate responses to tenders and RFQs across the European scope.
- Ensure XPO is positioned within major European transport procurement processes and strategic consultations.
Drive cross-functional collaboration to support new business implementation
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Engage operational leadership teams across Europe to support customer solution design and implementation.
- Coordinate with transport operations, pricing, procurement, engineering, and commercial teams to build competitive and sustainable solutions.
- Lead transversal project teams in a European matrix organization.
- 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 local commercial and 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.
- Act as a strategic business partner for major customers during the launch phase.
GEOGRAPHICAL SCOPE
The role covers the following countries and regions:
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Luxembourg
- Germany
- Poland
- Slovakia
- Romania
- Italy
TARGET MARKETS & BUSINESS FOCUS
The Business Development Manager will focus on developing strategic opportunities within:
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Strategic markets (FMCG & Retail, Industrial, Packaging, Aeronautic, Defense.
- Automotive
- Chemicals & Packaging
- Consumer Goods
- Cross-border European FTL flows
- Regional Distribution Operations
- Brokerage & Forwarding Activities
The role will also contribute to the development of new strategic verticals defined by Forwarding Europe.
INTERNAL / EXTERNAL INTERFACES
Internal Interfaces
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European Sales Teams (Country Sales Directors, Agency Directors, Pricing Teams)
- Forwarding Europe Leadership Team
- Strategic Account Management Teams
External Interfaces
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Strategic Prospects
- Multinational Customers
- Procurement Directors & buyers
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Supply Chain Directors
- Industry Networks and Partners
SPECIFIC JOB REQUIREMENTS
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Frequent business travel across Europe.
- Strong ability to work within an international and matrix organization.
- Flexibility to manage multiple countries and projects simultaneously.
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 strategic account management within contract logistics and dedicated transport activities, ideally within a transport or supply chain provider environment.
- Excellent communication and high-level negotiation skills, with the ability to manage complex projects and handle multiple priorities simultaneously.
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Proven experience in international transport, forwarding, and brokerage activities.
- Strong understanding of European transport operations solutions.
- Ability to lead transversal projects across multiple countries.
- Strong business development and hunting capabilities.
- Experience managing European tenders and multinational customers.
Leadership & Behavioral Competencies
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Influence & Communication: Ability to influence strategic stakeholders internally and externally and build strong executive-level relationships.
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Relationship Management: Strong interpersonal and networking skills with the ability to create long-term business partnerships.
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Entrepreneurship: Ability to identify new opportunities and develop innovative commercial solutions.
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Results Orientation:Strong focus on profitable growth, execution, and performance delivery.
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Collaboration: Ability to work efficiently within multicultural and cross-functional European teams.
PERFORMANCE INDICATORS
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New Revenue Generated
- Gross Margin Contribution
- New Business Pipeline
- Strategic Accounts Acquired
- Tender Success Rate
- Annual Commercial Objectives Achievement
- Development of Cross-Border European Business
