Roles and Responsibilities
1. Business Growth & P&L Ownership
Achieve revenue and EBIT targets across enterprise and strategic technology accounts.
Lead acquisition of high-value customers, manage large RFPs, and close key deals.
Drive sector-specific growth initiatives focused on maximizing EBITDA contributions.
Maintain retention of 70%+ of enterprise accounts by volume and profit contribution.
2. Strategic Sales & Market Penetration
Identify and convert new business opportunities across core technology verticals including telecom, appliances, etc.
Own the end-to-end sales process: lead generation, pitching, proposal development, negotiation, and deal closure.
Utilize CRM platforms to track pipelines and enforce disciplined sales governance.
3. Customer and Market Development
Build and nurture relationships with senior stakeholders including CXOs, procurement heads, and supply chain leaders in the technology ecosystem.
Stay updated on the industry shifts, and logistics innovations to proactively identify new opportunities.
Represent DP World in relevant industry forums and conferences to strengthen the company’s position in the technology space.
4. Collaboration & Cross-BU Integration
Drive integrated offerings by engaging with at least 2 Business Units (BUs) to deliver holistic supply chain solutions.
Ensure accurate commercial documentation, quote approvals, and pricing governance as per internal protocols.
Collaborate with platforms like Trade Finance to offer value-added solutions for clients
5. Client Engagement & Retention
Build and manage CXO-level relationships with procurement and supply chain leaders.
Conduct Monthly and Quarterly Business Reviews (MBRs/QBRs) to drive client satisfaction and unlock upsell opportunities.
Work closely with internal teams (operations, finance, customer service) to ensure seamless onboarding and delivery.
6. Commercial Excellence & Reporting
Lead contract negotiations with a focus on profitability and customer expectations.
Track and report key sales KPIs, including pipeline status, win ratios, EBIT margins, and retention rates
Skill and Qualifications
Master’s degree in supply chain, Logistics, Business, or related field preferred.
Minimum 6 years of experience in logistics with at least 4 years in Logistics Sales
Strong commercial acumen with experience managing large P&Ls and sector portfolios.
Hands-on experience with enterprise/strategic account development and cross-functional collaboration.
Attributes: Attention to detail, execution-focused, persistent, and highly customer-centric.
Strong understanding of at least some of the following: Contract Logistics, Cold Chain, Rail, Freight Forwarding, and Free Trade Warehouse Zones (FTWZ).
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