Industry Specialist

Locus.sh; California; On-site; USD 150,000 - 210,000; Full time

Job summary

Locus is seeking an experienced Industry Specialist to accelerate growth in key markets. This senior, client-facing role blends industry expertise with solution consulting and business development, engaging enterprise prospects across FMCG, retail, manufacturing, 3PL, and e-commerce.

You will collaborate with Sales, Product, and Customer Success teams to shape deals, support implementations, and reinforce Locus as the platform of choice for logistics transformation.

Qualifications

• 12+ years of experience in logistics, supply chain, or operations.
• Deep understanding of last-mile delivery, distribution network operations, and logistics technology (TMS, WMS, route optimisation).
• Proven ability to engage and influence C-suite and senior stakeholders.
• Experience in a solution consulting, pre-sales, or industry advisory capacity within a technology or consulting environment.
• Strong commercial acumen — ROI modelling, business case support, and contract discussions.

Responsibilities

• Serve as a subject matter expert and trusted advisor to enterprise prospects and customers on logistics, supply chain, and last-mile operations.
• Support and lead complex sales cycles — translating customer operational challenges into compelling Locus solution narratives.
• Conduct discovery sessions, workshops, and business case development with senior stakeholders including Operations, Supply Chain, and Commercial Directors.
• Work with the Sales team to identify and develop new business opportunities across target verticals and geographies.
• Contribute to RFP responses, solution proposals, and executive presentations.
• Provide market and industry insight to shape Locus's go-to-market strategy, product positioning, and partnership approach.
• Support customer onboarding and early-stage implementation by bridging industry context with platform capability.
• Represent Locus at industry events, conferences, and forums - building brand presence and sourcing pipeline.
• Feed customer and market intelligence back into Product and Marketing teams to inform roadmap and messaging.

Skills

Industry knowledge

Stakeholder engagement

Solution selling

Pre-sales

RFP response

Business case

SaaS

Enterprise software

Tools

TMS

WMS

Route optimization

SalesForce

CRM

Job description

Location : EU, UK - London, North America

About Locus

Battle-tested in 350+ deployments across 30+ countries, Locus is an agentic Transportation Management System for all-mile, all-channel, trusted by enterprises like Unilever, Nestlé, and Siam Makro.

The platform unifies orders, capacity, and carrier networks into one living plan, aligning planning, execution, and settlement so promises become proof. AI co-pilots with guardrails surface risk early and recommend the next best move to protect SLAs and reduce empty miles.

In 2025, Locus joined the Ingka Group (IKEA Retail) family, marking a major milestone in our journey. Backed by the scale and strength of IKEA, we continue to operate independently while accelerating our mission to make global supply chains faster, smarter, and more sustainable.

Our Journey and Impact

Since 2015, Locus has been on a mission to make logistics decision-making intelligent, sustainable, and real-world ready. Our platform has powered billions of deliveries across 30 + countries for global enterprises, driving measurable impact in cost savings, carbon reduction, and SLA performance. With the strength of the IKEA ecosystem behind us, we’re scaling that impact even further.

Our Global Footprint

Headquartered in Bangalore, with teams across the U.S., U.K., UAE, Europe and Southeast Asia, Locus brings together 170 + engineers, designers, and problem-solvers united by a single goal: to reinvent how the world moves goods.

Traits We Value We look for people who are:

• Global in mindset: curious about diverse markets and ideas.
• Unrelenting in drive: energized by complex challenges.
• Intelligent in approach: analytical, creative, and thoughtful.
• Dynamic in execution: adaptive and decisive in fast-moving contexts.
• Exact in craft: detail-oriented and committed to excellence.

Role Overview

We are looking for an experienced Industry Specialist to help accelerate Locus’s growth in key markets. This is a senior, client-facing role that sits at the intersection of industry expertise, solution consulting, and business development.

You will engage with enterprise prospects and customers across FMCG, retail, manufacturing, 3PL, and e-commerce - helping them understand how Locus can transform their logistics operations. You will work closely with Sales, Product, and Customer Success teams to shape deals, support implementations, and build Locus's reputation as the platform of choice for logistics transformation.

Key Responsibilities

• Serve as a subject matter expert and trusted advisor to enterprise prospects and customers on logistics, supply chain, and last-mile operations.
• Support and lead complex sales cycles — translating customer operational challenges into compelling Locus solution narratives.
• Conduct discovery sessions, workshops, and business case development with senior stakeholders including Operations, Supply Chain, and Commercial Directors.
• Work with the Sales team to identify and develop new business opportunities across target verticals and geographies.
• Contribute to RFP responses, solution proposals, and executive presentations.
• Provide market and industry insight to shape Locus's go-to-market strategy, product positioning, and partnership approach.
• Support customer onboarding and early-stage implementation by bridging industry context with platform capability.
• Represent Locus at industry events, conferences, and forums - building brand presence and sourcing pipeline.
• Feed customer and market intelligence back into Product and Marketing teams to inform roadmap and messaging.

Requirements

• 12+ years of experience in logistics, supply chain, or operations - ideally spanning both practitioner and advisory/consulting roles.
• Deep understanding of last-mile delivery, distribution network operations, and logistics technology (TMS, WMS, route optimisation).
• Proven ability to engage and influence C-suite and senior operational stakeholders.
• Experience in a solution consulting, pre-sales, or industry advisory capacity within a technology or consulting environment.
• Strong commercial acumen — comfortable supporting business case development, ROI modelling, and contract discussions.
• Sector expertise in one or more of: FMCG/CPG, retail, e-commerce, 3PL/CEP, or manufacturing.
• Prior experience at a supply chain or logistics consultancy (e.g. Miebach, Argon & Co, OC&C, or equivalent).
• Hands‑on experience with logistics SaaS platforms or enterprise technology deployments.
• Exposure to AI-driven logistics optimisation, demand forecasting, or network modelling tools.
• Six Sigma, Lean, or equivalent process improvement certification.

What We Offer

Join Locus and become part of a visionary team that is redefining logistics through innovation and smart distribution. We provide competitive compensation, comprehensive benefits, and a collaborative environment where your expertise will drive both your growth and that of the organization.

Locus is an equal opportunity employer dedicated to creating a diverse and inclusive workplace.