Area Sales Manager

DP World; Karachi Division; On-site; PKR 1,800,000 - 3,000,000; Full time

Job summary

DP World Karachi seeks a seasoned Sales Leader to drive the freight forwarding business. You will lead the Karachi Sales team, develop strategies, and expand the customer base to meet revenue and profitability goals.

You will manage customer portfolios, negotiate terms, and ensure service levels align with company policies while delivering superior customer experience.

Qualifications

• Bachelor's or higher degree; MBA preferred for leadership roles.
• 8+ years in Sales & Business Development, with proven results.
• Experience leading a sales team and managing client portfolios.

Responsibilities

• Lead Karachi Sales team to deliver revenue, volume, and budget targets.
• Develop and execute sales strategies, market penetration, and pipeline growth.
• Sell DP World Logistics services to existing and new customers.
• Build strong relationships with key customers and stakeholders.
• Negotiate terms within DP World policies to protect revenue.
• Ensure accurate reporting of sales activity and forecasts.

Skills

Negotiation

Communication

Leadership

Sales & Business Development

Strategic Thinking

Education

MBA preferred

Tools

CRM software

MS Office

Job description

The position holder will be responsible for developing and executing business development strategies and sales activities to achieve the Freight Forwarding (FF) business objectives and agreed budget. The incumbent will be responsible for designing, developing, and executing an effective sales plan, strategy, and activity plan to deliver revenue and volume targets. The role requires a strong understanding of the freight forwarding industry, with the ability to identify and develop new business opportunities while growing existing customer accounts. The incumbent must have in-depth knowledge and understanding of customers’ freight, logistics, and shipping requirements and be able to develop tailored solutions that address their business needs.

Sales Leadership & Business Growth

• Lead the Karachi Sales team from the front and take ownership of overall sales performance, productivity, and business growth.
• Lead and drive the Karachi Sales team to achieve agreed revenue, volume, profitability, and budget targets.
• Develop and execute effective sales strategies, business development plans, and market penetration initiatives.
• Sell the full range of DP World Logistics services and solutions to existing and prospective customers.
• Grow existing customer business and identify opportunities to increase the existing customer footprint and share of wallet.
• Identify, develop, and onboard new customers and profitable business opportunities.
• Build and maintain strong, professional relationships with key customers and stakeholders. Customer & Commercial Management
• Develop a deep understanding of customers' freight forwarding, logistics, and shipping requirements and provide appropriate solutions.
• Professionally represent DP World Logistics and ensure customer needs and expectations are consistently met.
• Ensure timely resolution of customer complaints and prompt responses to customer inquiries.
• Negotiate contractual terms and conditions with customers in line with DP World Logistics' commercial policies, sales procedures, and approved guidelines.
• Ensure effective management, development, and retention of the assigned customer portfolio.
• Ensure timely recovery of outstanding receivables within the agreed credit terms.

Market Development & Sales Pipeline

• Conduct market surveys and gather market intelligence to identify potential business prospects, market trends, customer requirements, and competitor activities.
• Identify and develop new market opportunities and trade-lane business.
• Maintain a robust sales pipeline and ensure accurate sales forecasting and opportunity management.
• Prioritize sales activities and adopt a collaborative, teamwork-oriented approach to convert prospects into profitable and sustainable revenue.
• Ensure all sales activities, customer profiles, opportunities, and pipeline information are accurately recorded and managed through the CRM system.

Cross-Functional Collaboration

• Work closely with Operations, Finance, and Management to ensure effective execution of customer requirements and achievement of business objectives.
• Coordinate with internal stakeholders to ensure commercially committed service levels are delivered consistently.
• Maintain a strong focus on customer experience while balancing service quality, revenue, and profitability objectives.

Team Management & Development

• Manage, develop, coach, and train the Karachi Sales team to build a high-performing sales organization.
• Establish clear individual and team objectives, monitor performance, and conduct regular performance reviews.
• Take full ownership of Sales team productivity and effectively manage workflow to meet or exceed defined quality and customer service goals.
• Provide leadership, guidance, and support to team members to maximize their sales potential and professional development.
• Promote a performance-driven, collaborative, and customer-focused culture within the Sales team.

Reporting, Compliance & Governance

• Complete all required sales administration and submit accurate weekly, monthly, and quarterly sales reports to management within agreed timelines.
• Ensure timely and accurate reporting of sales performance, pipeline, forecasts, and business development activities.
• Comply with all applicable security measures, policies, procedures, and guidelines of DP World Logistics.
• Ensure all sales activities and customer engagements are conducted in accordance with company policies, ethical standards, and approved commercial practices.

What will you bring (Qualification, Skills & Experience)

• Graduate in any field (preferred MBA)
• Freight forwarding experience is mandatory.
• Minimum 8 years of working experience in Sales & Business Development.
• Minimum 5 years of experience of leading a sales team
• Must have proven sales record.
• Strong and demonstrated working knowledge of the Freight Forwarding industry, including market dynamics, customer requirements, commercial practices, and service offerings.
• Strong negotiation and influencing skills, with the ability to negotiate effectively with customers while protecting company revenue and profitability.
• Sound knowledge of Pakistan's export & import trade lanes, including key origin/destination markets, commodities, routing patterns, and customer requirements.
• Sound knowledge of vertical markets relevant to the Pakistan market, with the ability to identify industry-specific opportunities and develop targeted sales strategies.
• Strong execution and follow-through capabilities, with the ability to ensure that customer and network-office requirements are delivered right the first time through effective questioning, analysis, planning, coordination, and follow-up.
• Strong organizational and prioritization skills, with the ability to manage multiple tasks, customer requirements, sales activities, and deadlines simultaneously.
• Strong communication and interpersonal skills, with the ability to engage effectively with customers, internal stakeholders, network offices, and senior management.
• Strong analytical and problem-solving skills, with the ability to assess customer requirements, identify commercial opportunities, and develop appropriate logistics solutions.
• Sound computer skills, with proficiency in MS Office applications, particularly Outlook, Word, Excel, and PowerPoint.
• CRM proficiency, with the ability to effectively manage customer profiles, sales activities, opportunities, pipeline, quotations, and sales reporting through the company's CRM platform.