Company Overview

CDL was founded in early 2003 by its current Managing Director Lucy Mmari.Within her 14 year tenure in a well established logistics company, She honed her skill in human resources management and thereafter started CDL.

Job Purpose

To lead the Commercial & Industrial Accounts Cluster by driving business growth through strategic customer acquisition, account development, and solution selling while coaching and developing a high-performing sales team.The role is responsible for delivering revenue and profitability targets through direct customer engagement, new business development, and effective leadership of the Commercial & Industrial Accounts team.

Job Responsibilities & Accountability

Strategic Customer Growth & Business Development

• Own and grow a portfolio of strategic customer opportunities within the Commercial & Industrial Accounts Cluster.
• Identify, prospect, and convert new business opportunities through proactive market engagement.
• Build and maintain executive-level relationships with key decision-makers and customers.
• Develop account growth plans to increase customer value and market penetration.
• Drive new customer acquisition while expanding opportunities within existing customers.
• Lead customer presentations, commercial negotiations, proposals, and tender opportunities.
• Monitor market trends, customer needs, and competitor activity to identify growth opportunities.
• Achieve assigned revenue, gross profit, pipeline, and collection targets.

Cluster Leadership & Team Development

• Lead, coach, and mentor team members within the Commercial & Industrial Accounts Cluster.
• Conduct structured coaching sessions, pipeline reviews, and performance discussions.
• Monitor individual and cluster performance and implement improvement actions to support achievement of targets.
• Drive accountability on revenue delivery, gross profit, pipeline development, CRM discipline, and customer engagement.
• Strengthen forecast accuracy, sales execution standards, and reporting discipline.
• Identify capability gaps and support individual development plans.
• Support development of future leadership capability by identifying and nurturing high-potential team members within the cluster.
• Build team engagement, collaboration, accountability, and a high-performance culture.

Commercial Leadership & Execution Support

Support the Head of B2B through:

• Driving execution excellence within the Commercial & Industrial Accounts Cluster.
• Providing commercial insights and recommendations to support business growth initiatives.
• Supporting business performance reviews through pipeline analysis, forecasting, and market insights.
• Championing sales discipline, CRM adoption, and best practices within the assigned cluster.
• Supporting agreed cross-functional initiatives aimed at improving customer experience and business performance.

Requirements

Qualifications

• Bachelor’s Degree in Business Administration, Commerce, Sales & Marketing, or a related field.
• Professional qualification in Sales Leadership, Business Development, or Key Account Management will be an added advantage.
• Corporate experience will be an added advantage.

Knowledge, Skills & Experience

• Minimum 8–10 years’ experience in B2B sales, business development, or key account management.
• Minimum 3 years’ experience leading, coaching, or managing a sales team.
• Proven track record of delivering revenue growth through new business acquisition and customer development.
• Strong leadership, coaching, and people development capability.
• Excellent business development, negotiation, and relationship management skills.
• Experience managing complex customers, tenders, and commercial negotiations.
• Strong commercial acumen with excellent communication, planning, and stakeholder management skills.
• Ability to drive performance through both personal contribution and team development.
• Self-driven, analytical, and results-oriented with the ability to inspire high performance.

Success in this role will be measured by:

• Achievement of assigned revenue, profitability, and collection objectives.
• Growth of Commercial & Industrial customer opportunities.
• Strong performance of the Commercial & Industrial Accounts Cluster.
• Improved pipeline discipline, CRM adoption, and forecast accuracy.
• Improved team capability and individual performance.
• Strong team engagement and ownership culture.
• Effective support of the Head of B2B in executing agreed Commercial & Industrial Accounts priorities and broader B2B initiatives where required.

• Own and grow a portfolio of strategic customer opportunities within the Commercial & Industrial Accounts Cluster.
• Identify, prospect, and convert new business opportunities through proactive market engagement.
• Build and maintain executive-level relationships with key decision-makers and customers.
• Develop account growth plans to increase customer value and market penetration.
• Drive new customer acquisition while expanding opportunities within existing customers.
• Lead customer presentations, commercial negotiations, proposals, and tender opportunities.
• Monitor market trends, customer needs, and competitor activity to identify growth opportunities.
• Achieve assigned revenue, gross profit, pipeline, and collection targets.
• Lead, coach, and mentor team members within the Commercial & Industrial Accounts Cluster.
• Conduct structured coaching sessions, pipeline reviews, and performance discussions.
• Monitor individual and cluster performance and implement improvement actions to support achievement of targets.
• Drive accountability on revenue delivery, gross profit, pipeline development, CRM discipline, and customer engagement.
• Strengthen forecast accuracy, sales execution standards, and reporting discipline.
• Identify capability gaps and support individual development plans.
• Support development of future leadership capability by identifying and nurturing high-potential team members within the cluster.
• Build team engagement, collaboration, accountability, and a high-performance culture.
• Driving execution excellence within the Commercial & Industrial Accounts Cluster.
• Providing commercial insights and recommendations to support business growth initiatives.
• Supporting business performance reviews through pipeline analysis, forecasting, and market insights.
• Championing sales discipline, CRM adoption, and best practices within the assigned cluster.
• Supporting agreed cross-functional initiatives aimed at improving customer experience and business performance.

• Strong leadership, coaching, and people development capability.
• Excellent business development, negotiation, and relationship management skills.
• Experience managing complex customers, tenders, and commercial negotiations.
• Strong commercial acumen with excellent communication, planning, and stakeholder management skills.
• Ability to drive performance through both personal contribution and team development.
• Self-driven, analytical, and results-oriented with the ability to inspire high performance.

• Bachelor’s Degree in Business Administration, Commerce, Sales & Marketing, or a related field.
• Professional qualification in Sales Leadership, Business Development, or Key Account Management will be an added advantage.
• Corporate experience will be an added advantage.