Head of Sales and Key Accounts

Position Summary

The Head of Sales and Key Accounts is responsible for developing and executing the company’s commercial strategy, overseeing both the Sales and Key Account Management functions. This role ensures sustainable revenue growth, customer retention, and market expansion, with a particular focus on the logistics and customs clearance sector.

Key Responsibilities

Strategic Leadership & Planning

• Develop and implement a commercial strategy aligned with the company's overall objectives.
• Analyze market trends and customer needs to identify new business opportunities.
• Set annual targets and budgets for sales and key account teams.

Sales & Revenue Growth

• Oversee all sales activities, pipelines, and forecasting.
• Drive acquisition of new clients, particularly in freight forwarding, transport, and customs clearance.
• Collaborate with marketing to launch campaigns that support sales goals.

Key Account Management

• Manage the Key Account Managers to ensure high levels of customer satisfaction and retention.
• Participate in high-level client meetings and strategic negotiations.
• Maintain relationships with top clients, ensuring service quality and contract renewals.

Performance Monitoring & Reporting

• Define and track KPIs across sales and account management teams.
• Provide regular reports to the CEO on commercial performance, risk, and opportunities.
• Analyze pricing models and recommend improvements to increase competitiveness and margins.

Team Leadership & Development

• Lead, coach, and develop a high-performing commercial team.
• Build a culture of accountability, collaboration, and customer focus.
• Conduct performance reviews, identify training needs, and manage succession planning.

Sector-Specific (Logistics & Customs)

• Understand regional customs regulations, freight terms, and port/transport dynamics.
• Ensure pricing and proposals are compliant and commercially viable.
• Engage with industry partners to stay current on regulations and best practices.

Education

• Bachelor’s degree in Business Administration, Logistics, Supply Chain Management, or a related field.
• MBA or related postgraduate degree (preferred).

Experience

• 8–12 years of experience in sales or commercial leadership roles, particulary in logistics.
• Proven track record of managing teams and achieving revenue targets.

Skills

• Strong strategic thinking and commercial acumen.
• Excellent leadership, communication, and negotiation skills.
• Advanced proficiency in CRM tools, analytics platforms, and MS Office Suite.
• Knowledge of local and international trade regulations

Key Competencies:

• Customer-Centric Mindset
• Results-Oriented
• Analytical Decision Making
• Team Leadership
• Integrity and Professionalism
• Adaptability and Resilience

Work Environment & Benefits:

• Dynamic and collaborative work culture
• Medical insurance and annual leave
• Opportunities for career development and growth