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 Business Development Manager 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 – Drive business development with large global enterprise accounts, expanding market presence and revenue contribution.
• Solution Development – Understand client needs and design tailored proposals that align with their business objectives.
• Relationship Management – Build and maintain trusted, senior-level relationships across client organizations.
• Sales Cycle Ownership – Manage the complete enterprise sales process, from prospecting and proposal through to negotiation and closure.
• Pipeline & Forecasting – Maintain a strong sales pipeline with accurate forecasting to support business growth planning.
• Cross-team Collaboration – Work with internal teams to ensure proposed solutions are well-supported and effectively implemented.
• Market Awareness – Stay informed on industry trends, customer needs, and competitive activity to sharpen positioning.
• Pilot-to-Contract Conversion – Lead initial engagements and convert them into long-term commercial agreements.
• Revenue Delivery – Consistently meet or exceed sales targets and growth expectations.
• Client Advocacy – Represent client perspectives internally to support ongoing service and product improvements.

Indicators of Success:

• 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.

Experience & Qualifications:

• 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 international B2B sales, with at least 5 years in a senior sales role. Experience in tech, Global eCommerce, or logistics industries is highly desirable.
• Track Record of Success: Demonstrated ability to manage complex deal cycles and close high-value contracts with large organizations. Proven track record in winning large B2B accounts.
• Global Mindset: Experience working with international clients, cross-cultural teams, or regional/global markets.
• 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 excellent presentation and relationship-building abilities with C-level executives and senior stakeholders.
• Commercial Acumen: Strong negotiation, financial modeling, and contract management skills.
• Personal Qualities: High energy, resilience, and adaptability in fast-paced, growth-oriented environments.