Sales Lead – Shipping & Business Development

Company: NAJ Logistics Express Inc.
Location: UAE (Sharjah)
Primary Trade Lane: USA Outbound / UAE Inbound (Global Coverage)
Role Type: Strategic Leadership, Revenue Growth & Department Development

1. Role Objective

The Sales Lead – Shipping & Business Development is responsible for designing, leading, and executing the full commercial strategy of NAJ Logistics Express Inc. This role will establish and scale a high-performance sales function from the ground up, focusing on freight forwarding, NVOCC, and specialized automotive logistics across US export and global inbound lanes.

The role combines hands-on business development, strategic planning, pricing stewardship, and leadership to ensure sustainable revenue growth, strong customer retention, and alignment between commercial commitments and operational delivery.

2. Key Responsibilities
A. Business Development & Market Expansion

• Identify, target, and secure new B2B clients in freight forwarding, NVOCC, automotive logistics, and industrial cargo sectors.
• Develop new business through cold calling, networking, industry events, referrals, and strategic partnerships.
• Focus on high-value customers including:
• Used and salvage vehicle exporters
• Automotive parts exporters and importers
• Machinery and industrial equipment shippers
• Freight forwarders and consolidators
• Expand NAJ Logistics’ presence across UAE, USA, and global markets.
• Convert affiliate and parent-company leads into active, profitable customers.

B. Sales Strategy, Infrastructure & Pipeline Management

• Build and implement scalable sales processes including:
• Lead generation and qualification
• Customer onboarding and credit approval
• Quotation and follow-up procedures
• Customer retention and account growth
• Develop and maintain a structured sales pipeline using CRM tools.
• Define Ideal Customer Profiles (ICP) and target customer segments.
• Track and manage key sales metrics including:
• Pipeline value
• Conversion rates
• Revenue and GP performance
• Customer acquisition cost

C. Pricing Strategy & Commercial Optimization

• Prepare competitive freight quotations for ocean freight, NVOCC, drayage, and destination services.
• Coordinate with shipping lines and vendors to secure competitive rates and capacity allocations.
• Balance spot rates and long-term contract pricing to maximize profitability.
• Monitor market trends, freight rates, and carrier capacity to maintain competitiveness.
• Ensure commercial commitments are operationally feasible and profitable.

D. Key Account Management & Customer Relationship Leadership

• Build and maintain strong, long-term relationships with key customers.
• Act as the primary commercial point of contact for strategic clients.
• Provide consultative logistics solutions aligned with customer business needs.
• Ensure high customer satisfaction and retention through proactive engagement.
• Resolve customer escalations, service issues, and commercial disputes.

E. Operational Coordination & Service Delivery Alignment

• Coordinate closely with Operations, Documentation, and Warehouse teams.
• Ensure smooth shipment execution from origin to destination.
• Ensure compliance with international shipping regulations, customs requirements, and documentation standards.
• Align sales commitments with operational capabilities and timelines.

F. Market Intelligence & Strategic Planning

• Monitor competitor activities, market trends, and pricing benchmarks.
• Identify new business opportunities, emerging markets, and trade lane expansion.
• Provide strategic recommendations to senior management based on market analysis.
• Support expansion into new geographic regions and service verticals.

G. Reporting, Performance Monitoring & Leadership Support

• Provide weekly and monthly sales performance reports including:
• Revenue and gross profit performance
• Sales pipeline status
• Customer acquisition and retention metrics
• Lost business analysis
• Support management in strategic planning and growth decisions.
• Maintain accurate records of customer interactions, quotations, and sales activities.

H. Future Sales Team Development & Leadership

• Build and structure the sales department as the company grows.
• Recruit, train, and mentor future sales executives.
• Establish KPIs, performance standards, and sales targets.
• Transition into a leadership role managing a full commercial team.

3. Required Experience & Qualifications

Professional Experience

• Minimum 5–10 years of experience in freight forwarding, NVOCC, or logistics sales.
• Proven experience in developing new business and achieving revenue targets.
• Experience in US export logistics and UAE import operations strongly preferred.
• Experience in automotive logistics, containerized vehicle shipments, or Ro-Ro cargo is highly preferred.
• Experience working with shipping lines, freight forwarders, and logistics providers.

Technical Knowledge

• Strong knowledge of:
• Ocean freight and container logistics
• Freight forwarding operations
• NVOCC operations
• Import/export procedures
• Carrier pricing and rate negotiation
• UAE customs and international shipping regulations
• US export procedures and inland transportation

Core Competencies

• Strong business development and negotiation skills
• Strategic thinking and commercial leadership ability
• Excellent communication and client relationship management skills
• Ability to work independently in a startup-style environment
• Strong operational understanding of logistics processes
• Result-driven mindset with ownership mentality
• CRM proficiency and reporting capability

4. Key Performance Indicators (KPIs)

• Revenue growth and gross profit performance
• Number of new customers acquired
• Sales pipeline value and conversion rate
• Customer retention and repeat business ratio
• Volume growth (TEU and shipment count)
• Strategic account development
• Profitability and yield per shipment

5. Why Join NAJ Logistics Express Inc.

• Opportunity to build and lead the commercial function from the ground up
• Direct involvement in strategic company growth
• High autonomy and leadership exposure
• Work with established US export automotive logistics network
• Competitive compensation with performance-based incentives

Job Type: Full-time

Ability to commute/relocate:

• Sharjah: Reliably commute or planning to relocate before starting work (Required)

Language:

• English (Required)
• Arabic (Preferred)

Location:

• Sharjah (Preferred)

Work Location: In person