Head of Business Development - Logistics

Position Title: Head of Business Development - Logistics
Function/Department: Commercial
Reports To: Commercial Manager
Direct Reports: Business Development Manager
Employment Type: Permanent and Pensionable
Eligibility: Kenyan nationals only
Industry: Logistics
Job Purpose
The Head of Business Development is responsible for driving our client's business growth by acquiring new customers, expanding into new markets, and increasing revenue across key industry sectors. The role leads the business development team, develops commercial strategies, and builds a strong sales pipeline to deliver sustainable growth and profitability. This position requires a strategic, results-oriented leader with strong commercial acumen and relationship management skills.
Working Relationships
Internal
•    Business Development Team
•    Operations
•    Customer Service
•    Finance
•    Marketing & Communications
•    Regional Commercial Teams
External
•    Clients
•    Shipping Lines
•    Airlines
•    Strategic Partners
Key Responsibilities
Business Growth & Strategy
•    Develop and execute the business development strategy aligned with company objectives.
•    Identify and secure new business opportunities across logistics, freight forwarding, warehousing, and value-added supply chain solutions.
•    Build and manage a healthy sales pipeline to achieve revenue and profitability targets.
•    Lead commercial negotiations, tenders, and strategic partnerships.
Team Leadership
•    Lead, coach, and develop the Business Development team.
•    Set and monitor KPIs to drive sales performance, customer acquisition, and profitability.
•    Foster a high-performance, collaborative culture.
Customer & Market Development
•    Build and maintain strategic customer relationships.
•    Grow existing accounts through cross-selling and solution-based selling.
•    Monitor market trends, competitor activity, and emerging opportunities.
Collaboration & Reporting
•    Work closely with Operations, Finance, and Customer Service to ensure excellent service delivery.
•    Ensure effective CRM usage, accurate sales forecasting, and timely performance reporting.
Key Skills
•    Strong commercial and strategic thinking.
•    Leadership and people management.
•    Excellent negotiation and presentation skills.
•    Financial and analytical skills.
•    CRM and pipeline management.
•    Strong stakeholder management and collaboration.
Experience
•    8–12 years' experience in business development or commercial leadership, within logistics, freight forwarding, or supply chain.
Qualifications
•    Bachelor's degree in Business, Marketing, Logistics, Supply Chain, or a related field (Master's degree is an added advantage).
•    Proven success in driving sales growth, leading teams, and building strategic partnerships.
•    Strong understanding of logistics, international trade, and supply chain solutions.
•    Experience working in a cross-functional or matrix environment.