Senior Sales Manager/ Head of Sales

The Head of Business Development is responsible for delivering company revenue and GP growth targets through a dual role as sales leader and senior individual contributor. This role leads a team of Territory Sales Managers while personally managing a portfolio of strategic customers and a defined individual sales target. The position requires strong leadership discipline, hands-on commercial execution rigor, and the ability to balance team development with personal revenue delivery.

Job Responsibilities:

1. Sales Leadership & Execution

• Lead, coach, and performance-manage a team of Territory Sales Managers in line with company-defined sales targets and KPIs.

• Translate company targets into clear execution priorities, activity expectations, and territory focus.

• Establish and run a structured sales cadence (pipeline reviews, forecast calls, deal reviews).

• Coach TSMs on prospecting, solution selling, pricing discipline, and closing complex freight opportunities.

• Recruit, onboard, and develop sales talent ensure rapid productivity and ongoing capability development.

• Drive a performance culture with strong accountability, transparency, and execution discipline.

2. Individual Sales Contribution

• Own and deliver an individual sales contribution aligned to the overall company target.

• Personally manage a portfolio of strategic or high-value customers.

• Lead major customer engagements, RFQs, and contract negotiations.

• Grow revenue, margin, and retention within personally managed accounts.

• Act as a role model for best-practice sales behaviors and commercial discipline.

3. Pipeline Management & Forecasting

• Ensure disciplined pipeline management across the team using CRM.

• Provide accurate and timely sales forecasts based on company targets.

• Identify gaps, risks, and corrective actions to ensure target delivery.

4. Customer & Account Leadership

• Serve as the first escalation contact point for local accounts.

• Support TSMs in key customer meetings, critical deal stages and quarterly business reviews.

• Ensure customer solutions align with operational capability and profitability requirements.

5. Commercial Governance & Pricing

• Ensure compliance with pricing, margin, and credit policies.

• Partner with pricing and operations on complex or non-standard deals.

• Approve key commercial terms and contracts as required.

• Ensure compliance with margin, credit, and risk policies.

6. Cross-Functional Collaboration

• Work closely with operations to ensure service delivery meets customer and sales commitments.

• Collaborate with finance on forecasting, revenue quality, and performance tracking.

• Align with business planning team on lead generation and customer initiatives.

Job Requirements:

• Bachelor's degree in Logistics & Supply Chain, Business/ Sales & Marketing or related field.

• Minimum 10 years of sales experience within freight forwarding and logistics industry.

• Possess class 3 driving license and car as need to meet customers frequently.

• Demonstrated success as a senior individual contributor.

• Comfortable operating in a fast-paced, performance-driven environment

• Strong understanding of freight products, warehousing, trade lanes, and carrier dynamics.

• Experience managing complex RFQs and strategic accounts.

• Excellent commercial judgment and negotiation skills

• Results driven

• High integrity and ownership mindset