Head of Enterprise Sales - F&B & Automotive
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Key skills for this role
About the Role
Transcorp International seeks a Head of Enterprise Sales to drive revenue growth in F&B and Automotive verticals across the GCC. The role leads the full enterprise sales cycle, from strategic account targeting to contract closure, and manages a portfolio of key accounts.
Key Skills for This Role
Responsibilities
- Develop and execute Transcorp's enterprise sales strategy for the F&B and Automotive vertical across GCC markets
- Define target account lists and prioritisation frameworks, identifying highest value enterprise opportunities
- Build and maintain a robust, well qualified enterprise sales pipeline
- Identify new market opportunities and develop commercial approaches to capture them
- Lead enterprise level client engagement from first contact through to signed contract
- Develop and present tailored commercial proposals, pricing structures, and service solutions
- Lead complex commercial negotiations with procurement, supply chain, and C suite stakeholders
- Work closely with operations and Director – Growth to ensure commercial commitments are operationally feasible
- Ensure smooth handover of won accounts to account management and operations teams
- Own and grow a portfolio of key enterprise accounts, developing long term partnerships
- Conduct regular executive level business reviews with enterprise clients
- Cross sell and upsell Transcorp's full product portfolio within existing enterprise accounts
Requirements
- Bachelor's Degree in Business, Sales, Marketing, Logistics, or related field
- 8–12 years of progressive B2B sales experience, with at least 4 years in an enterprise or key account sales role
- Proven track record of closing large, complex enterprise deals in the F&B and Automotive sector
- Deep understanding of logistics requirements in the F&B and Automotive space
- Established network of senior contacts within the GCC F&B and Automotive ecosystem
- Experience operating in KSA, UAE, and other GCC markets simultaneously
- CRM proficiency Salesforce, HubSpot, or equivalent
- Experience leading and developing a sales team across multiple markets
- Strong commercial acumen with experience in pricing, margin management, and contract negotiation
Full Job Posting
Role Purpose
- The Head of Enterprise Sales F&B & Automotive (GCC) is responsible for driving Transcorp's enterprise revenue growth within F&B and Automotive verticals across all six GCC markets: UAE, KSA, Bahrain, Kuwait, Oman, and Qatar.
- The role leads the full enterprise sales cycle from strategic account targeting and pipeline development through to commercial negotiation, contract closure, and onboarding with a focus on winning and growing large scale, high value accounts.
Key Responsibilities
- Develop and execute Transcorp's enterprise sales strategy for the F&B and Automotive vertical across GCC markets.
- Define target account lists and prioritisation frameworks, identifying the highest value enterprise opportunities.
- Build and maintain a robust, well qualified enterprise sales pipeline with sufficient coverage to consistently deliver against revenue targets.
- Identify new market opportunities, emerging and untapped F&B and Automotive accounts across the GCC and develop commercial approaches to capture them.
- Lead enterprise level client engagement from first contact through to signed contract, personally driving deals with the region's most strategic F&B and Automotive accounts.
- Develop and present tailored commercial proposals, pricing structures, and service solutions that address the specific operational and logistics needs of each enterprise client.
- Lead complex commercial negotiations with procurement, supply chain, and C suite stakeholders at enterprise client organisations.
- Work closely with operations and the Director – Growth to ensure all commercial commitments are operationally feasible and margin accretive before sign off.
- Ensure smooth handover of won accounts to account management and operations teams, maintaining continuity through the onboarding phase.
- Own and grow a portfolio of key enterprise accounts in the F&B and Automotive vertical, developing long term partnerships that expand Transcorp's share of wallet across product lines.
- Conduct regular executive level business reviews with enterprise clients, proactively identifying growth opportunities, resolving risks, and strengthening the commercial relationship.
- Cross sell and upsell Transcorp's full product portfolio — Heavy & Bulky, Freight, Express, and Warehousing — within existing enterprise accounts.
Qualifications & Experience
- Bachelor's Degree in Business, Sales, Marketing, Logistics, or related field.
- 8–12 years of progressive B2B sales experience, with at least 4 years in an enterprise or key account sales role.
- Proven track record of closing large, complex enterprise deals in the F&B and Automotive sector.
- Deep understanding of logistics requirements in the F&B and Automotive space.
- Established network of senior contacts within the GCC F&B and Automotive ecosystem.
- Experience operating in KSA, UAE, and other GCC markets simultaneously.
- CRM proficiency Salesforce, HubSpot, or equivalent.
- Experience leading and developing a sales team across multiple markets.
- Strong commercial acumen with experience in pricing, margin management, and contract negotiation.
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