About the Role

We are seeking a dynamic and results-oriented Head of Sales to lead our sales team and drive revenue growth for DHL in Nairobi, Kenya. The ideal candidate will have a proven track record in sales leadership, a deep understanding of the logistics industry, and a passion for building and motivating high-performing teams.

Key Responsibilities

• Define the sales strategy for the country to cascade and monitor delivery of sales objectives in line with business strategy, financial objectives, Group guidelines and policies.
• Lead, oversee and control highly strategic activities and initiatives with significant impact on overall results and very high business risk potential.
• Communicate market leadership position and vision/strategy aspiration to customers and internal stakeholders.
• Drive market acquisition and retention strategies in order to maximize sales growth in the country and optimize profits.
• Drive customer retention, business growth and profitability by supporting customer strategies, contract negotiations and supply chain management strategy.
• Approve pricing, product mix, and brand portfolio policies for the function in the country.
• Define improvement areas based on pipeline reporting in collaboration with sales effectiveness.
• Analyze the value of key technologies and industry development and identify change needs for function in the country.
• Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization.
• Support key customers and drive collaboration and cross selling activities in the country.
• Steer systems for monitoring competitive activity and dissemination of information and best practices to relevant parties.
• Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization.
• Formulate and roll out mechanisms to ensure sales performance management reporting and direct and approve major sales strategy and development projects.
• Analyze complex issues extensively and conceptualize improvements/ changes in sales methods and techniques.
• Deliver innovation that directly influence the way the function is operating and making money in the country.
• Reach agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating.
• Negotiate and authorize critical agreements/ contracts, changing terms and conditions significantly where required.
• Lead, direct, coach and develop performance of the country sales team

Qualifications

• Master’s Degree
• Proven experience in sales leadership, preferably within the logistics or transportation industry.
• Strong understanding of sales principles, strategies, and techniques.
• Excellent leadership, communication, negotiation, and interpersonal skills.
• Ability to analyze sales data and develop effective strategies.
• Proficiency in CRM software and MS Office Suite.

Experience

• Minimum of 10 years of experience in sales, with at least 2 years in a sales management role.

Additional Details

• This is a full-time position based in Nairobi, Kenya.
• Competitive salary and benefits package will be offered to the successful candidate.

• Develop and implement strategic sales plans to achieve company objectives and sales targets.
• Lead, mentor, and manage the sales team to ensure optimal performance and professional development.
• Identify and pursue new business opportunities, expanding the customer base and market share.
• Build and maintain strong relationships with key clients and stakeholders.
• Monitor market trends, competitor activities, and customer feedback to adapt sales strategies.
• Prepare and present sales reports, forecasts, and budgets to senior management.
• Ensure compliance with company policies and procedures.

• Strong understanding of sales principles, strategies, and techniques.
• Excellent leadership, communication, negotiation, and interpersonal skills.
• Ability to analyze sales data and develop effective strategies.
• Proficiency in CRM software and MS Office Suite.

• Bachelor's degree in Business Administration, Marketing, or a related field. A Master's degree is a plus.
• Proven experience in sales leadership, preferably within the logistics or transportation industry.