Head of Sales

About the role

We are looking for a dynamic Head of Sales to lead DHL Global Forwarding’s sales function in Nairobi, Kenya. The role will shape and execute the country sales strategy, drive revenue growth, and strengthen customer relationships across the logistics and freight sector.

Key responsibilities

• Define and cascade the sales strategy for Kenya, aligning with group objectives and financial targets.
• Lead, monitor and control strategic sales initiatives with high business impact and risk.
• Communicate market positioning and vision to customers and internal stakeholders.
• Drive market acquisition and retention to maximise sales growth and profitability.
• Oversee pricing, product mix and brand portfolio decisions for the country.
• Analyse pipeline data, identify improvement areas and report on sales performance.
• Support key customers, negotiate contracts and promote cross‑selling opportunities.
• Establish processes and infrastructure to optimise resource utilisation and support sustainable growth.

Required profile

• Proven senior sales leadership experience, preferably in logistics, freight or transportation.
• Strong track record of delivering revenue growth and profitability in a B2B environment.
• Excellent strategic thinking with the ability to manage complex, high‑risk projects.
• Demonstrated ability to influence internal and external stakeholders.
• Experience in pricing, contract negotiation and pipeline management.

Required skills