Head of Enterprise Sales - F&B & Automotive

Role Purpose

Enterprise Sales Strategy & Pipeline Development

• Develop and execute Transcorp's enterprise sales strategy for the F&B and Automative vertical across UAE, KSA, Bahrain, Kuwait, Oman, and Qatar.
• Define target account lists and prioritisation frameworks, identifying the highest-value enterprise opportunities across the GCC F&B and Automative landscape.
• 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 Automative accounts across the GCC and develop commercial approaches to capture them.

Enterprise Account Acquisition & Commercial Negotiation

• Lead enterprise-level client engagement from first contact through to signed contract, personally driving deals with the region's most strategic F&B and Automative 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.

Strategic Account Management & Growth

• Own and grow a portfolio of key enterprise accounts in the F&B and Automative 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.
• Monitor account health indicators and act swiftly to address any service concerns or competitive threats that could jeopardise account retention.

Market Intelligence & Vertical Expertise

• Maintain deep knowledge of the GCC F&B and Automative landscape, including key players, market trends, platform dynamics, and logistics requirements.
• Monitor competitor positioning, pricing, and service offerings within the F&B and Automative logistics space across all GCC markets.
• Provide the Director – Growth with regular market intelligence, account feedback, and commercial insights to inform pricing strategy, service development, and go-to-market planning.

Reporting & Commercial Governance

• Maintain accurate and up-to-date pipeline data, account records, and sales forecasts in the CRM system at all times.
• Provide the Director – Growth with regular updates on pipeline status, revenue performance, account wins and losses, and market dynamics.
• Ensure all commercial agreements comply with Transcorp's contracting standards, margin thresholds, and governance requirements.

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 Automative sector.
• Deep understanding of logistics requirements in the F&B and Automative space.
• Established network of senior contacts within the GCC F&B and Automative 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.