B2B Sales Leader

About Client:  Our client is an international company that creates an entire ecosystem for logistics companies and cargo transportation. They offer innovative IT solutions that help our clients ensure maximum comfort and control at every stage. Our clients - users of service stations, parking, tire service and other services for truck drivers. What our customers appreciate most is that our product is an "All-in-one" format that will help them delegate many logistics tasks and save up to 40% on transportation costs.

Position Objective:

Increase the number of active clients and drive revenue growth.

Key Responsibilities:

• Identify and attract new B2B clients through cold calls, in-person meetings, and contract negotiations (responsible for personal plan and team performance);
• Full-cycle client management: from the first contact to contract signing and onboarding support during the first two months ;
• Oversee sales documentation and monitor accounts receivable;
• Collect and input client information in the CRM system using structured checklists;
• Provide consultations on company services and gather client feedback for improvement;
• Build the sales team from scratch.

Requirements:

• Proven B2B cold sales experience (3+ years), ideally in services, digital, IT, or telecom;
• Track record of successful team leadership and management;
• Strong interpersonal communication skills with both clients and team members

Key Personal Qualities:

• Structured thinking:  ability to analyze numbers and make data-driven decisions;
• Fast learner:  logistics involves many variables, and a deep dive into the industry will be required if not previously experienced.

What We’re Looking For:

• Hands-on Leader:  this is a player-coach role — at least 60% of your time will be devoted to direct sales. Solid personal experience in B2B client acquisition is essential.
• Strong understanding of the sales funnel: ability to analyze, optimize, and train others to use it effectively. You can spot bottlenecks and fix them.
• Expertise in need-based selling (consultative sales techniques).
• Ability to identify and engage potential clients via online and offline channels, including logistics platforms and lead databases.
• Experience in building and training sales teams, developing individual contributors, assessing skills, and delivering constructive feedback and coaching.
• Clear career path: at least 2 years in previous roles with relevant experience.

Nice to Have:

• Experience with complex products where value needs to be clearly communicated to the client;
• Familiarity with PIKAP and HPW (Need Identification & Trigger-based Selling methodologies);
• Experience in recruitment and conducting interviews;
• Track record of delivering both individual and team KPIs;