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