Sales Couch

**Sales Coach**

**Department**: ZEOS

**Recruiter**: Chapter2

Below, you’ll find the full job specification.

**ABOUT ZALANDO**

Zalando brings head-to-toe fashion and beauty to around 50 million active customers in 25 markets across Europe. We work with over 7,000 brands and have 15 outlet stores, 12 logistics centres, and offer 20 different payment options. But, perhaps most importantly, we have over 15,000 diverse and brilliant colleagues in tech, fashion & beauty, logistics, and every other area of online retail. And we’re all working to do the same thing: reimagine fashion for the good of all.

**Overview**

Zalando is about to build a new growth vector in the field of B2B by productizing our proven capabilities in technology and operations in order to make brands and retailers successful with their ecommerce strategies. Our vision is to ‘Deliver Europe out of a Box - making ecommerce easier and better’. To this end we are productizing our proven capabilities in European eCommerce to offer them to external brands and retailers. We aim at building an Operating System for the fashion and lifestyle industry in Europe, i.e., providing the full backend that merchants can use to build their online Direct-To-Consumer business on top. Eventually, this Operating system will consist of 3 layers
- The infrastructure layer - Logistics. We will offer merchants access to the most advanced fulfillment network for fashion and lifestyle in Europe. This network consists of 12 international Fulfillment Centers and 23 Return Centers. With our ‘Multichannel Fulfillment Product’ (MCF) Merchants can now use this network to fulfill orders placed on a rich set of European marketplaces such as About You, Amazon, La Redoute or Otto - or on their own eCom. They benefit from flexible access to highly customer centric delivery and returns services - basically the services Zalando has been built on. Of course, merchants can also use our Fulfillment Services for sales done on the Zalando platform where we already serve more than 1000 merchants and generate almost 1B€ in revenue p.a. - this is our ‘cash cow’
- The digital layer - Software. Here we offer software to seamlessly integrate into the richest set of marketplaces across Europe via Tradebyte (not part of this role) and plan to extend value adding software domains, such as our proven size and fit capabilities to drive down size related return rates. This is the layer that generates stickiness with our merchants and ensures margin developments

The value adding laser - Services. Here we offer value added services on top helping our merchants to unblock growth constraints, such as tax services, content production, multi-language customer care, or access to financing options. Mostly, these services are provided by 3rd parties that we seamlessly integrate into our ecosystem. With these services we add value and, in particular, ensure that merchants make more use of our infrastructure and digital layer as we remove important growth bottlenecks.

**THE ROLE**

This role goes beyond traditional coaching - we are looking for a mentor, a sounding board, and a guide who can inspire and drive results. If you thrive in a high-energy, performance-driven atmosphere and have the expertise to transform potential into excellence, we’d love to hear from you.

Key Responsibilities:

- **Upskilling Sales & Commercial Employees**:Identify skill gaps, design (individualized) development plans, and deliver coaching sessions to enhance sales capabilities, particularly in account planning, closing, and converting service opportunities into sales.
- **Mentorship and Guidance**:Act as a trusted mentor and sounding board for our sales employees, offering advice and actionable feedback to build confidence and effectiveness.
- **Sales Process Optimization**: Provide insights and recommendations to improve existing sales processes and strategies, leveraging your B2B sales expertise.
- **Account Planning and Closing**:Guide the team in crafting strategic account plans and executing closing techniques that align with organizational goals.
- **Logistics Context**: Share relevant industry insights (logistics experience is a plus) to help the team address unique challenges in the logistics space.

Qualifications and Skills:

- Proven experience in a B2B sales environment, with a track record of success in account planning, closing, and using structured sales methodologies.
- Deep understanding and practical experience with MEDDPICC methodology (certifications are a plus).
- Strong coaching, mentoring, and communication skills, with the ability to inspire confidence and drive change to develop of high-performing sales team
- Experience working in fast-paced, high-pressure business environments while maintaining a strong customer-centric mindset
- Familiarity with the logistics industry is highly desirable.
- Analytical and data-driven mindset with the ability to assess performance metrics and