About the Role
The Head of Road Freight – Kenya is responsible for leading the Road Freight business product line. This role focuses on identifying and growing customer relationships, strategic business development, managing key carrier contracts, and optimizing operational processes and cost structures. The jobholder will manage team structures, build a culture of quality and cost consciousness, and drive the expansion of Industrial Project (IP) products across the country.
Key Responsibilities
Customers & Business Development
- Identify and develop potential, sustainable customer relationships.
- Lead engagements and strategic customer interfaces with Key Account Contacts.
- Support and co-ordinate the development, implementation, and localization of key initiatives, programs, and effective pricing strategies to sustain profitable growth.
- Responsible for achieving Industrial Project Customer business targets and developing sales motivation initiatives.
- Ensure the development and maintenance of the Industrial Project customer database.
- Support country's efforts in maintaining healthy relationships with trade bodies and government agencies & authorities.
- Negotiate carrier contracts in accordance with corporate policies and local requirements.
Stakeholder Management
- Oversee the transport portal (Saloodo).
- Manage carrier contracts, relationships, and performance.
- Interact with the commercial team at the country level regarding pricing.
- Define, implement, monitor, and enforce service and quality standards in cooperation with Regional Office product management.
- Maintain responsibility for EBIT results at the country/country group level.
Process & Operational Excellence
- Define, monitor, and enforce targets for operational units.
- Select and assign key positions to achieve targets.
- Analyze production costs and cost structures to derive improvement measurements and actions (cost management, e.g., make or buy).
- Define and implement ISO standards in line with corporate instructions.
- Responsible for operational management, production sites, traffic management, technical support, and local purchasing.
- Drive Preferred Carrier adherence and monitor Operational KPIs.
People Management
- Determine organizational structure, roles, responsibilities, and performance targets for the function.
- Develop a culture of quality, service excellence, flexibility, and cost consciousness.
- Plan, organize, and direct an efficient and effective function while developing team spirit and multitasking capabilities.
- Conduct performance appraisals and coaching; identify training needs and opportunities to develop a highly skilled department.
IP Product Leadership
- Manage and steer the IP (product) teams and P&Ls in the country.
- Aligns IP customer target lists, drives sales/BD collaboration, and aligns incentives.
- Represent and bundle all non-AFR/OFR products within the country management team.
- Innovate and incubate new niche business ideas in the country and manage local implementation of global and regional product launches.
Requirements & Qualifications
- Degree in Business Management or a related field.
- Minimum of 10 years of experience in the Logistics Industry.
- Minimum of 5 years of experience in Product Management / Value Added Services.
- Experience in a senior management/leadership role with a proven track record of selling to major global customers.
- In-depth knowledge of the Logistics industry, especially the Road freight product and forwarding business.
- Strong commercial ability, customer-centric cross-product solution design thinking, and the capability to innovate.
- Excellent country and regional geographical knowledge for cross-border routings.
- Commercially astute with outstanding business acumen, project management, and people management skills.
- Excellent communication (spoken and written), presentation, facilitation, negotiation, and interpersonal skills.
- Strategic thinking and systematic problem-solving capabilities.
