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.
- 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
