Senior Manager Sales Business Development

Role Summary The Senior Manager – Sales & Business Development owns TruKKer's enterprise shipper business in the UAE — hunting and winning new strategic accounts, growing and retaining existing ones, and opening new segments and lanes — while leading and coaching a team of account managers and business development reps to hit revenue and margin targets. This is a player-coach role: you personally lead the most strategic accounts, new-business pursuits, and negotiations, and you build the team, pipeline, and commercial discipline that scale the business. Key Responsibilities New-business development & enterprise account ownership • Own the UAE enterprise sales number — revenue, gross margin, and volume (loads) targets — on a monthly and quarterly basis. • Personally hunt, win, and expand large enterprise shippers across sectors such as FMCG, retail, manufacturing, e-commerce, building materials, and 3PLs etc. • Identify and open new segments, verticals, and trade lanes, and develop strategic partnerships and alliances (3PLs, industry bodies, ecosystem partners) that generate fresh pipeline. • Build and manage a healthy pipeline; own complex, multi-stakeholder deals from prospecting through negotiation, contracting, and go-live. • Structure commercial proposals, rate cards, and RFP/tender responses that balance win rate with margin. • Develop senior/C-level relationships within key accounts and act as the escalation point for strategic customers. Team leadership • Lead, coach, and hold accountable a team of Enterprise Account Managers and BD reps; set individual targets and territories. • Run a disciplined sales cadence — pipeline reviews, forecasting, and CRM hygiene — and improve win rates and sales-cycle times. • Hire, onboard, and develop talent; manage performance and build a high-accountability, high-energy culture. Cross-functional & market • Partner with Operations/Supply to ensure capacity and service levels for accounts you win, and with Pricing/Finance on deal profitability. • Feed market intelligence (competition, pricing, demand shifts) back into pricing and product. • Ensure accurate forecasting and reporting to leadership. Requirements Experience • 8–12+ years in B2B sales and business development, with a strong record of enterprise/key-account wins, new-logo acquisition, and quota over-achievement. • Prior experience leading a sales / BD team (managing and coaching direct reports). • Background in logistics, freight, transportation, FTL, supply chain, 3PL, or a related B2B/marketplace/SaaS-enabled industry strongly preferred. • UAE / GCC market experience and an existing enterprise-shipper network is a major advantage. Skills & attributes • Consultative, solution-based selling into complex organizations; comfortable at C-level. • A hunter's mindset balanced with the discipline to grow and retain accounts. • Strong commercial and negotiation skills with a firm grasp of margin, pricing, and P&L impact. • Data-driven: fluent in CRM, pipeline management, and forecasting. • Fluent English (Arabic a plus). • Entrepreneurial, hands-on, and comfortable in a fast-moving, high-growth environment. Other • Bachelor's degree (business or related); MBA a plus. • UAE driving license preferred; willingness to travel within the region. What Success Looks Like (first 6–12 months) • Hit or exceed enterprise revenue and margin targets for the UAE. • Build a qualified, forecastable pipeline and a repeatable new-business motion. • Land a defined number of new strategic enterprise logos and open at least one new segment or lane, while growing existing key accounts. • A performing, well-coached team with clear targets and low ramp time for new hires. Show more Show less

8–12+ years in B2B sales and business development, with a strong record of enterprise/key-account wins, new-logo acquisition, and quota over-achievement. Prior experience leading a sales / BD team (managing and coaching direct reports). Background in logistics, freight, transportation, FTL, supply chain, 3PL, or a related B2B/marketplace/SaaS-enabled industry strongly preferred. UAE / GCC market experience and an existing enterprise-shipper network is a major advantage. Bachelor's degree (business or related); MBA a plus. UAE driving license preferred; willingness to travel within the region.

New-business development & enterprise account ownership: Own the UAE enterprise sales number — revenue, gross margin, and volume (loads) targets — on a monthly and quarterly basis. Personally hunt, win, and expand large enterprise shippers across sectors such as FMCG, retail, manufacturing, e-commerce, building materials, and 3PLs etc. Identify and open new segments, verticals, and trade lanes, and develop strategic partnerships and alliances (3PLs, industry bodies, ecosystem partners) that generate fresh pipeline. Build and manage a healthy pipeline; own complex, multi-stakeholder deals from prospecting through negotiation, contracting, and go-live. Structure commercial proposals, rate cards, and RFP/tender responses that balance win rate with margin. Develop senior/C-level relationships within key accounts and act as the escalation point for strategic customers. Team leadership: Lead, coach, and hold accountable a team of Enterprise Account Managers and BD reps; set individual targets and territories. Run a disciplined sales cadence — pipeline reviews, forecasting, and CRM hygiene — and improve win rates and sales-cycle times. Hire, onboard, and develop talent; manage performance and build a high-accountability, high-energy culture. Cross-functional & market: Partner with Operations/Supply to ensure capacity and service levels for accounts you win, and with Pricing/Finance on deal profitability. Feed market intelligence (competition, pricing, demand shifts) back into pricing and product. Ensure accurate forecasting and reporting to leadership.