Parcel GTM Manager

Role Description

The Manager of Parcel GTM is a critical leadership position responsible for directing the Go-To-Market strategy and operational execution for Stord’s Customer Experience (CX) and Mergers & Acquisitions (M&A) business lines. This role oversees a high-impact team of Senior Analysts, ensuring the delivery of precise simulations, competitive pricing, and robust parcel engineering solutions to support a rapidly scaling network. Reporting directly to the Director of Parcel GTM, you will own the end-to-end GTM lifecycle for your assigned "book of business," from initial deal modeling to formal implementation handover.

Core Responsibilities

• Strategic Business Line Oversight
  • CX & M&A Partnership: Serve as the primary GTM lead for the CX and M&A organizations, supporting the CX team and M&A personnel and managing specialized GTM requirements for active acquisition lines.
  • Margin & Revenue Management: Drive margin optimization and revenue recovery initiatives, consistently targeting and exceeding parcel margin goals.
  • Network Optimization: Conduct deep-dive network analytics to optimize node selection and carrier service groupings (economy, standard, expedited, international etc); drive simulation enhancements targeted specifically around CX and M&A needs.
• People Leadership
  • Team Management: Lead and mentor a team of 2 to 3 Senior Analysts, managing their professional development and daily throughput across their respective books of business.
  • Operational Rhythm: Facilitate and enhance the prioritization and measurement of internal KPI's, success metrics for clients, and deal throughput.
• Process Engineering & Tooling
  • Process Standardization: Establish and refine business processes to ensure the timely delivery of simulations and pricing models, transitioning the team from ticket-based workflows to a structured business-line management approach.
  • Simulation & Tool Building: Oversee the development and enhancement of proprietary GTM tools, including Stord1Parcel.ai and the integration of AI (Gemini/Claude) for automated rate card building and cost/margin analysis designed for and supporting CX and M&A.
  • Implementation Handover: Formalize the handoff process from GTM to Parcel Experience, Implementations and Parcel Systems to ensure seamless integration for existing clients and acquired accounts.
• Financial & Data Integrity
  • Rate Card Creation: Direct the creation and maintenance of complex rate structures and cards, ensuring accuracy and margin optimization to achieve GTM margin goals.
  • Costing Accuracy: Maintain rigorous oversight of parcel costing basis, cross-referencing carrier RFPs and weighted average buy costs.

Qualifications

• Operational Experience and experience managing logistics costs and revenues.
• Supply Chain Modeling with specific expertise in small parcel and direct to consumer shipping.
• Domestic and International Parcel shipping.
• Creation and implementation of Programs, SOPs and tools.
• Expertise in network modeling and costing with small parcel.
• Project and Program Management.
• Proven ability to manage a high performing team of analysts.
• High degree of ownership.

Requirements

• Proven experience in parcel management, including a comprehensive understanding of fulfillment center operations, international shipping, and industry best practices.
• Deep small parcel knowledge understanding all details of carriers and all parcel shipment methods (experience creating and managing costing and pricing models).
• Proficiency in domestic and international shipping processes and regulations.
• Knowledge and hands-on experience in managing outbound operations within the parcel industry.
• Experience with MS Excel and Visual Basic for data analysis, reporting, and decision-making purposes.
• Experience with data reporting tools (DOMO/Tableau).
• Exceptional communication skills, both written and verbal, to facilitate collaboration and convey complex ideas clearly.
• Strong critical thinking abilities with a track record of effectively solving analytical problems using a data-driven approach.
• Demonstrated ability to lead and manage projects, ensuring successful outcomes within defined timelines.
• A proactive and results-driven mindset with a focus on continuous improvement and operational excellence.

Basic Qualifications

• 5+ years in Parcel Logistics, Supply Chain Engineering, or GTM Strategy.
• Proven experience managing analytical teams in a high-growth environment.
• Proficiency in advanced parcel simulation modeling and data visualization tools.
• Ability to manage complex M&A migrations and cross-functional business lines.
• Excellent communicator with ability to articulate complex strategies internally and externally and has previous experience and skill working with clients (Preferred in the direct to consumer space).

Success Metrics

• Margin Performance: Achievement of quarterly and annual margin targets across the CX and M&A books of business.
• Operational Speed: Reduction in turnaround time for simulation requests and rate card iterations.
• Launch Quality: Successful implementation handovers with zero "operational friction" due to scoping errors.