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

Senior Sales Manager/ Head of Sales