Parcel GTM Manager

About the role

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 insure 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 Key Attributes / Requirements: 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