Head of Partnerships

Own Partnerships as a growth engine for Nova Global.

Build and develop a partner ecosystem that creates new revenue opportunities, unlocks new markets and services, strengthens Nova Global’s network capabilities, and improves the economics of the existing business.

This is not a procurement or reactive network-support role. The Head of Partnerships is expected to generate business opportunities through partners in the same way Sales generates opportunities through clients, from the ecosystem side.
Success is measured not only by partner costs, coverage and service performance, but by revenue and gross margin enabled, new capabilities launched, markets unlocked, and opportunities originated through partnerships.

Key Responsibilities

1. Generate Growth Through Partnerships

• Proactively identify partners, capabilities, routes, markets and business models that can create incremental revenue for Nova Global.
• Turn opportunities into clear business cases: potential volume and revenue, economics, required capabilities, implementation conditions and risks.
• Bring partnership-originated opportunities into the commercial pipeline and work with E-Commerce, Shopping and Global Platform teams to convert them into business.
• Develop two-way partnerships where Nova Global can both buy partner capabilities and sell its own network and services.

2. Build the Network Ahead of Business Demand

• Understand Nova Global’s growth priorities and anticipate what network capabilities will be required before commercial demand becomes an operational gap.
• Build coverage, capacity and services required for expansion into new countries, clients and products.
• Continuously identify gaps and opportunities across last mile, linehaul, cross-border, consolidation and other logistics capabilities.

3. Own Partner Economics

• Understand the full economics of partner solutions, including rates, linehaul, handling, consolidation, capacity utilization and operational complexity.
• Negotiate commercial terms that improve competitiveness and gross margin.
• Identify opportunities to consolidate volumes, simplify routes and improve unit economics.
• Treat major partner arrangements as business cases, not simply procurement decisions.

4. Build Strategic Partnerships

• Develop senior relationships with key logistics and ecosystem partners.
• Negotiate pricing, capacity, service commitments and commercial terms.
• Build relationships beyond traditional vendor management: identify opportunities for joint solutions, volume exchange, new services and market expansion.
• Maintain appropriate alternatives for critical routes and capabilities to protect business continuity.

5. Enable Commercial Opportunities

• Work closely with E-Commerce regions across NALA, EMEA and APAC, as well as Shopping and Global Platform.
• Understand client pipelines, routing plans and future requirements and determine how the partner network can make these opportunities commercially and operationally viable.
• Partnerships owns the partner solution and economics; commercial teams retain ownership of client relationships and selling prices.

6. Own Network Performance & Resilience

• Maintain visibility of partner capabilities, rates, capacity, SLA, dependencies and performance.
• Identify concentration and continuity risks and maintain practical backup solutions for critical services.
• Challenge legacy arrangements that no longer provide the required economics or service quality.

7. Lead Partnership Delivery

• Lead and develop the Partnerships team with clear ownership by partner, geography and strategic initiative.
• Create scalable partner selection, negotiation, onboarding and performance-management processes.
• Coordinate with Operations, Integration, Product, Finance and Legal to move new capabilities from opportunity to launch.

Candidate Profile

We are looking for a commercial partnership builder with strong logistics and network expertise, rather than a traditional procurement or carrier-management profile.

Must Have

• Proven experience building and developing a partnership function or partner ecosystem. Experience limited to procurement, vendor management or contract negotiation is not sufficient.
• Demonstrated track record of creating commercial opportunities and business growth through partnerships.
• Established professional network within the European logistics and e-commerce ecosystem is strongly preferred, including direct relationships with carriers, last-mile operators, cross-border providers, platforms and other relevant industry players.
• Strong knowledge of the European logistics market, its key players, network structures, commercial models and cross-border dynamics.
• Deep understanding of last mile, linehaul, cross-border logistics and network market economics.
• Strong financial thinking around revenue, gross margin, unit economics, volume tiers and network utilization.
• Senior-level negotiation and relationship-building skills.
• Ability to translate partner capabilities into revenue opportunities and scalable products.
• Strong cross-functional leadership across Commercial, Operations, Product, Integration, Finance and Legal.
• High ownership and ability to move opportunities from idea through negotiation and implementation to a live service.

Join our Dream Team to achieve ambitious goals, develop and implement innovative technologies, optimize processes, enhance customer experience, and build trust and loyalty among clients worldwide.
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