DHL Global Forwarding (Kenya) Limited, part of the Deutsche Post DHL Group, is seeking a highly experienced and dynamic professional to take on the role of Head of Sales in Nairobi, Kenya. Operating in more than 220 countries and territories worldwide, Deutsche Post DHL (DPDHL) has been pioneering cross-border express shipping since 1969. Through its Global Forwarding, Freight (DGFF) division, the company offers specialized air, ocean, and road freight services alongside tailored end-to-end logistics solutions that cater to diverse industries.
This opportunity places the successful candidate at the forefront of a business dedicated to connecting people, enabling global trade, and delivering logistics excellence. The Head of Sales will be responsible for leading the country-level sales strategy, driving market growth, optimizing business performance, and ensuring the alignment of local sales objectives with global and regional priorities.
Position Overview
The Head of Sales will manage, control, and develop the overall sales strategy and activities for DHL Global Forwarding in Kenya. The role is designed for a seasoned professional with a proven track record in logistics, sales leadership, and strategic business growth. It carries significant responsibility for achieving the Country Sales Index, fostering strong customer relationships, leading contract negotiations, and steering the performance of a diverse sales team.
This role offers the opportunity to influence the company’s positioning in Kenya’s logistics market, strengthen customer loyalty, and ensure sustainable growth in line with DPDHL’s vision and values.
Key Responsibilities
1. Strategic Sales Leadership
The Head of Sales will be accountable for overall sales performance within Kenya, guiding the direction of the sales function with an emphasis on both growth and retention. Specific duties include:
- Developing the national sales strategy in alignment with the overall business strategy and in compliance with vertical and horizontal corporate guidelines.
- Driving market growth initiatives and ensuring robust customer retention programs at the country level.
- Steering and improving sales performance through structured processes, performance measurement, and continuous improvement strategies.
- Supporting the development and execution of country-level customer strategies and facilitating high-level contract negotiations.
- Validating improvement areas within the sales pipeline in collaboration with the sales effectiveness team.
- Analyzing emerging technologies, industry trends, and market developments to identify necessary changes within the country’s sales function.
- Reviewing and refining the national sales strategies as needed to maintain competitive advantage.
2. Operational and Financial Impact
The position holds direct influence over the division’s operations and financial performance in Kenya. The Head of Sales will:
- Analyze complex business challenges and adapt operational methods accordingly.
- Implement strategic modifications within the sales function that can directly affect the division’s revenue generation.
- Ensure sales activities are in line with global incentive programs, where relevant, to drive performance and achieve set targets.
- Approve and oversee major country-level sales strategies and developmental projects, ensuring they align with both local market dynamics and global objectives.
3. Stakeholder Engagement and Negotiations
The role requires active engagement with both internal and external stakeholders:
- Leading negotiations with critical customers and external partners, often in situations where initial interest in cooperation is minimal.
- Securing agreements and contracts with the authority to significantly alter terms and conditions where necessary.
- Building and maintaining strong relationships with key customers, partners, and industry stakeholders to enhance DHL’s market position.
4. People Management and Team Development
Leadership within this role extends to creating and nurturing a high-performance sales team:
- Designing the organizational structure for the sales function, clearly defining roles, responsibilities, and performance targets.
- Cultivating a culture of quality, service excellence, flexibility, and cost-effectiveness within the team.
- Promoting team spirit, collaboration, and the capacity for multitasking.
- Planning, organizing, and directing the function to operate efficiently and effectively.
- Establishing Key Performance Indicators (KPIs) in collaboration with team members and monitoring individual performance against these metrics.
- Conducting regular performance appraisals, providing constructive feedback, and coaching to enhance capabilities.
- Allocating resources effectively to achieve both global and country-specific objectives and targets.
- Identifying training needs and creating opportunities for professional development to ensure a highly skilled sales department.
5. Reporting and Analysis
The Head of Sales will maintain oversight of all sales reporting functions:
- Reviewing pipeline reports to identify opportunities for improvement and operational efficiency.
- Analyzing performance data to identify trends, challenges, and potential market opportunities.
- Translating insights from data analysis into actionable strategies for business growth and customer engagement.
Candidate Profile
The successful applicant will bring extensive industry experience, proven leadership skills, and the ability to navigate the competitive logistics market. Key requirements include:
- In-depth knowledge of the logistics industry, with a strong understanding of both domestic and international freight forwarding operations.
- Commercial acumen and a track record of making sound business decisions that drive profitability and growth.
- Excellent presentation and facilitation skills for engaging both customers and internal stakeholders.
- Strong training and coaching abilities to develop the sales team.
- Exceptional customer-facing and interaction skills to build trust and long-term relationships.
- Superior written and spoken communication skills.
- Proven negotiation and interpersonal skills for closing high-value agreements.
- Analytical, organizational, and motivational skills to guide strategic initiatives and inspire team performance.
- At least 10 years of experience in the logistics industry, including a minimum of 5 years as an Airfreight Manager in a reputable organization.
- Demonstrated leadership capabilities in managing large, diverse teams.
What DHL Global Forwarding Offers
Joining DHL Global Forwarding offers the opportunity to work with one of the world’s most recognized and respected logistics companies. The successful candidate can expect:
- Career opportunities within a global organization, with the ability to contribute ideas and innovations that drive the business forward.
- Prospects for further professional development and growth within the group.
- A competitive salary package aligned with experience and industry benchmarks.
- A work environment recognized for best-in-class talent management practices, as evidenced by the company’s prestigious TOP EMPLOYER certification.
- An organizational focus on diversity, inclusion, and the advancement of talented professionals, with a special emphasis on developing female leadership as part of the DGF Strategy 2025.
About DHL Global Forwarding
DHL Global Forwarding is the air, ocean, and road freight specialist of Deutsche Post DHL Group, providing standardized transport as well as highly specialized end-to-end solutions for customers across multiple industries. With a network of over 30,000 employees globally, DHL Global Forwarding is positioned as the industry leader in speed, efficiency, and service quality.
The organization’s vision is to be recognized as the logistics company for the world, guided by the mission of “Excellence. Simply Delivered.” The company’s purpose is centered on connecting people and improving lives, operating with values of respect and results, and with goals that position it as the employer, provider, and investment of choice while living up to its responsibilities to the global community.
Equal Opportunity Commitment
DHL Global Forwarding is an equal opportunity employer committed to creating an inclusive environment for all employees. All qualified applicants will be considered without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected characteristic.
Application Process
Interested candidates are encouraged to apply through the official DHL careers portal. Applications should demonstrate relevant experience, industry expertise, and leadership capabilities aligned with the responsibilities of the Head of Sales position.
