Head of Sales

About the Role

DHL Global Forwarding, Freight is looking to hire a Head of Sales based in Nairobi, Kenya. This leadership position is responsible for shaping and running the country sales function, building a strategy that supports growth, profitability, stronger customer loyalty, improved market position, and better use of resources. The role must align with the wider business plan, financial targets, and Group policies and standards.

DHL Global Forwarding is part of DHL Group, a global logistics business operating in more than 220 countries. The company provides air, ocean, and road freight services, along with end-to-end solutions tailored to different industries worldwide.

What You Will Do

• Create and roll out the country sales strategy and ensure sales targets are delivered in line with the wider business direction, financial objectives, and Group rules.
• Take ownership of highly important initiatives and decisions that have a major effect on business results and carry substantial risk.
• Present the company’s market position, vision, and strategic direction clearly to customers and internal teams.
• Build and execute customer acquisition and retention plans to grow sales and improve profitability in the country.
• Support customer strategy, contract discussions, and supply chain direction to strengthen retention, growth, and margins.
• Approve policies related to pricing, product mix, and brand portfolio for the function in the country.
• Review pipeline reports with sales effectiveness teams and identify areas that need improvement.
• Assess emerging technologies and industry trends to determine what changes the function should make.
• Set up the right processes and infrastructure to support growth, sales performance, and efficient resource use.
• Work with key customers and promote collaboration and cross-selling across the country.
• Monitor competitor activity and share insights, best practices, and updates with relevant stakeholders.
• Build reporting mechanisms for sales performance and lead or approve major sales strategy and development projects.
• Study complex issues in depth and redesign sales methods and techniques where needed.
• Introduce innovations that directly affect how the function operates and generates revenue in the country.
• Secure agreement from external parties on proposals and programs even where cooperation is limited.
• Negotiate and approve important agreements and contracts, including significant changes to terms and conditions when necessary.
• Lead, guide, coach, and develop the country sales team.
• Manage multiple teams made up of executives, directors, senior managers, and managers.
• Ensure the right talent, structure, and leadership are in place across major parts of the organization.

Stakeholder Management

• Handle high-stakes negotiations with other departments and third parties.
• Build strong, trusted relationships with senior leaders across DHL and partner organizations.
• Represent the Group as a respected thought leader and influence stakeholders internally and externally.
• Promote cooperation and partnership to solve problems through integrated solutions.

Requirements

• A Master’s degree is required.
• More than 10 years of professional experience is needed.

What the Employer Offers

• The chance to work for a global business and contribute ideas and expertise toward shared goals.
• Opportunities for future career growth and development.
• A competitive salary package.

About DHL Global Forwarding

DHL Global Forwarding is the freight-forwarding specialist within DHL Group, known for its worldwide reach and strong operational scale. The company highlights its broad network, fast response capability, efficient processes, and customer-focused service. Its vision is to be the logistics company for the world, with a mission centered on excellence delivered simply, and a purpose of connecting people and improving lives.

Additional Information

The organization states that it is an equal opportunity employer and considers qualified applicants without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other protected characteristics. The company also emphasizes its recognition as a top employer and its commitment to fostering a positive workplace and supporting employee development, including the growth of women in the organization.