MAJOR ACCOUNT MANAGER (MAM)

ABOUT THE COMPANY

A well-established leader in the logistics and parcel delivery industry with a deep-rooted commitment to service excellence and operational innovation. Operating in a $24B U.S. parcel market where we currently hold a 0.1% market share, we are in a stage of aggressive U.S. expansion. As part of a $5B global network, we provide regional parcel and final-mile delivery across the Western and Southwestern U.S. The company values autonomy, a growth-oriented culture, and the professional development of its associates.

COMPANY INFORMATION

Headquarters: Phoenix, AZ

Location: Anywhere within GLS's operating footprint (Texas to the West Coast).

Industry: Logistics & Final-Mile Parcel Delivery.

Market Presence: Rapidly expanding regional carrier with a global reach.

Work Environment: High-activity, supportive, and fast-paced.

Culture: Results-oriented, scrappy but professional, and focused on market share acquisition.

CORE VALUES

• Commitment: Dedicated to solving customer problems and supporting the internal team's success.
• Trust: Building long-term relationships through transparency and reliability.
• Growth-Oriented: Constantly expanding market footprint and improving the tech stack to lead the industry.
• Collaboration: Working cross-functionally to ensure every parcel and every employee matters.

JOB DESCRIPTION

The Major Account Manager is a high-volume hunter focused on the mid-market segment. This role requires a resilient self-starter capable of aggressive self-prospecting and closing deals with a shorter sales cycle.

ESSENTIAL JOB FUNCTIONS

• Aggressively prospect and close new mid-market commercial accounts.
• Achieve an annual revenue target of $1.5M through high-volume activity.
• Manage a mix of assigned leads and self-sourced prospecting efforts.
• Maintain account ownership through the first 12 months of service before transitioning to Account Management.
• Effectively communicate the GLS value proposition to mid-sized business owners and logistics managers.

REQUIREMENTS

Must-Haves

• 3–5+ years of B2B sales experience.
• Background in Logistics, 3PL, Professional Services, or high-touch Service/Subscription models.
• Must understand top-of-funnel activity and "math-to-quota" discipline.
• Strong hunter mentality with a focus on top-of-funnel activity and "math-to-quota" discipline.
• Ability to operate independently without heavy Sales Ops support.
• High resilience and a positive, results-driven mindset.

Nice-to-Haves

• History of exceeding quotas in a fast-paced, "scrappy" sales environment.

EDUCATION

• Bachelor’s degree preferred but not required.

COMPENSATION PACKAGE

• Base Salary: $80,000
• Variable (OTE): $60,000 (Uncapped with accelerators/kickers).
• Total Targeted Compensation (TTC): $140,000.

WORKING CONDITIONS

• Remote-first: Home-based; field-based activity required to meet local customers.
• Travel: Travel as needed within the assigned territory for client meetings and events.
• Flexibility: Results-oriented environment where activity levels drive success.

BENEFITS

• Retirement: 401(k) with company match (100% on the first 3%, 50% on the next 2%).
• Health & Wellness: Comprehensive Medical, Dental, and Vision insurance plans.
• Time Off: Standard 2 weeks Paid Time Off (PTO) plus paid holidays.
• Growth: Opportunity to impact the company’s expansion into new markets like Texas.

INTERVIEW PROCESS

1. Initial Screen: Virtual interview with the Recruiting Team.
2. Assessment: Completion of the OMG (Objective Management Group) Sales Assessment.
3. Hiring Manager Interview: 1:1 meeting with the Sales Leader.
4. Panel Interview: Collaborative interview with the commercial sales team peers.
5. Checks: Background check and professional reference verification.