About the job
Role SummaryThe 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 ResponsibilitiesNew-business development & enterprise account ownershipOwn 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 leadershipLead, 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 & marketPartner 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.
- RequirementsExperience8–12+ 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 & attributesConsultative, 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.
- OtherBachelor'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.
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