Regional Sales Manager

Job Summary:The Regional Sales Manager leads the regional sales team and is fully accountable for revenue, new business, customer retention and pipeline quality across all AJEX Logistics unit in the assigned region (Central, Western, Eastern or UAE). The role combines people leadership with hands on key account selling and is a key member of the Sales Leadership Team reporting to the Sales Director.This position is accountable for building and steering a high performing sales team, enforcing the Ajex sales standards, driving daily CRM discipline and delivering a reliable forecast. The Regional Sales Manager turns the regional strategy into measurable weekly results and ensures that every salesperson in the region performs at or above target.

Responsibilities

• Own the regional revenue target across Network, FTL/PTL, Fulfillment, Airfreight, Life Science and Project business, and deliver it month by month.
• Lead, coach and develop the sales team in the region and hold a weekly 1:1 meeting with every team member.
• Recruit strong sales talent with proven portable revenue and build a bench of successors for key positions.
• Check daily that the CRM is updated by every team member; ensure pipeline, forecast and activity data are complete and accurate.
• Run the weekly regional KPI review: pipeline, forecast vs. target, down traders, lost customers, new contracts and open contracts without revenue.
• Prepare and present the monthly Sales Region Review to the Sales Director and the Chief Logistics Officer, including corrective actions.
• Manage low performers in a structured way (below 80% of target or below the minimum revenue standard) with written improvement plans and clear consequences.
• Personally manage the top key accounts of the region and lead strategic tenders and RFQs.
• Ensure the team wins a minimum of 5 new customers per salesperson per month and that new contracts generate first revenue within 7 days.
• Drive retention: identify down traders early, run recovery plans and prevent customer losses together with Operations and Customer Service.
• Align with Operations on capacity, onboarding and service quality; ensure 5 joint customer visits per salesperson per month.
• Steer pricing discipline and margin quality; approve quotations within the delegated authority matrix.
• Work with Finance and the Collection Team to keep DSO and overdue receivables of the region within target.
• Apply the AJEX escalation rule: if there is no answer within 24 hours, escalate to the next position.

Qualifications

• Bachelor's degree in Business Administration, Supply Chain, Logistics or a related field; MBA is an advantage.
• Minimum 10 years of B2B sales experience in logistics, transportation, express, warehousing or freight forwarding in KSA or the GCC.
• Minimum 4 years of people leadership managing a sales team of at least 6 salespeople with clear revenue targets.
• Proven track record of managing a regional sales portfolio of at least SAR 7,000,000 revenue per month and consistently achieving or exceeding target.
• Personal portable key account relationships of at least SAR 1,000,000 revenue per month, verifiable through customer list, revenue history and references.
• Strong knowledge of at least three of the following: parcel / last mile network, FTL/PTL, fulfillment and warehousing, airfreight, cold chain / life science.
• Demonstrated ability to build a performance culture with structured KPI reviews, coaching and consequence management.
• Existing, active decision maker relationships in the Saudi market; GCC / UAE network is an advantage.
• Strong negotiation, pricing and commercial skills with a clear understanding of logistics cost drivers and margin.
• Disciplined CRM user (Salesforce, Microsoft Dynamics, Zoho or similar); confident with Excel and Power BI reports.
• Fluent English; Arabic is a strong advantage.
• Valid Saudi driving license and willingness to travel within KSA and the GCC.
• Hunter mentality, high ownership, resilience and a strict follow up discipline. KEY SUCCESS MEASURES:
• Regional monthly revenue vs. target, per business unit.
• Share of team members at or above 100% of target.
• New customers won per month (team and per salesperson).
• Forecast accuracy and weighted pipeline coverage vs. target.
• Down trader and lost customer rate of the region.
• Time to first revenue of new contracts (maximum 7 days).
• CRM compliance of the team (daily updates, data completeness).
• Gross margin and DSO of the region.
• Retention of top performers and time to fill open sales positions.