Enterprise Sales Manager

About ShipShap Kenya

ShipShap Kenya is a fast-growing logistics and delivery technology company on a mission to make e-commerce and last-mile delivery seamless, affordable, and reliable across Kenya. We use smart logistics systems and dedicated service to empower merchants, businesses, and individuals to move goods more efficiently.

Role Summary

We are looking for an Enterprise Sales Lead to drive business with trade-focused and large distributor clients. This person will play a key role in expanding our footprint with high-value customers and building long-term relationships to achieve the company's growth targets. This role involves creating and executing strategic plans to expand the customer base, increase market share, and maximize revenue opportunities.

Key Responsibilities:

• Client Acquisition & Growth – Lead the acquisition and expansion of key strategic enterprise merchants driving long-term revenue growth.
• Solution Design & Pitching – Develop and present tailored logistics, payments, and compliance solutions that address each client's specific business needs.
• Relationship Building – Cultivate and maintain strategic relationships with senior stakeholders, industry partners, and decision-makers to strengthen market presence.
• Complex Deal Management – Own the full enterprise sales cycle, from prospecting and needs analysis to contract negotiation and closure.
• Pipeline Management – Maintain a healthy pipeline with accurate forecasting of revenue and deal stages, ensuring predictability in growth targets.
• Cross-functional Collaboration – Partner with operations, product, and finance teams to deliver seamless client onboarding and execution.
• Market Intelligence – Monitor industry trends, competitor moves, and client needs to refine go-to-market strategies and maintain a competitive edge.
• Account Transitioning – Ensure smooth handover to account managers post-deal closure while staying involved in strategic account reviews.
• Revenue Accountability – Consistently meet or exceed quarterly and annual sales quotas tied to enterprise import/export growth.
• Client Advocacy – Act as the voice of the client internally, influencing product roadmaps and service improvements based on enterprise feedback.

• Revenue & Sales Targets: Achieving or exceeding sales targets and revenue goals consistently.
• Portfolio Share Growth: An increase in portfolio share through successful customer acquisition and retention strategies, expanding into new industries or regions.
• Client Satisfaction: Strong relationships with key clients, leading to repeat business, high customer satisfaction scores, and positive client referrals.
• Pipeline & Conversion Rates: A well-managed sales pipeline with high conversion rates from lead to closed deals. Efficient use of sales tools and techniques to maximize conversion.
• Strategic Partnerships: Successful negotiation and closure of high-value deals and partnerships that contribute to long-term business growth.
• Sales Efficiency: Improved sales process efficiency, leading to shorter sales cycles, increased win rates, and reduced cost of acquisition.

• Education: Bachelor's degree in Business, Marketing, or a related field. An MBA or other advanced degrees are a plus.
• Proven Experience: 6-8 years of experience in sales, with at least 5 years in a Senior Sales Role (e.g., Sales Director, Head of Sales). Experience in tech, eCommerce, or logistics industries is highly desirable.
• Track Record of Success: Demonstrated success in meeting or exceeding sales targets and growing revenue in a competitive market environment. Proven track record in winning large B2B accounts.
• Strategic Thinker: Strong strategic thinking skills, with the ability to develop and implement effective sales plans. Experience expanding market share and entering new markets is a key advantage.
• Negotiation & Relationship Building: Excellent negotiation skills and experience closing high-value deals. Ability to cultivate strong relationships with key clients and stakeholders.
• Data-Driven: Strong analytical skills, with the ability to analyze sales metrics and use data to inform decision-making. Familiarity with CRM systems and sales performance tracking tools.
• Excellent Communication: Strong written and verbal communication skills, with the ability to present ideas clearly and effectively to both internal teams and external stakeholders.