Senior Director: Commercial Business Development (Perishables Vertical)
Hiring a Senior Director to expand Perishables vertical revenue, deliver innovative solutions, and lead high-performing teams.
13th March, 2026
Job Purpose
This role drives thought leadership and end-to-end solutions in the Health Care vertical.
The incumbent will drive growth and profitability in the vertical sector and lead a team of professionals to develop and execute strategic initiatives that drive E2E solutions, increase revenue, improve operational efficiency, enhance customer satisfaction, and establish the organization as a thought leader in the [sector] vertical.
Key Accountabilities
Strategy
Develop and implement the overall strategy for the vertical, including strategy, E2E solutions, sales and marketing, and strategic global/regional key account management strategy. This will include the identification of sub-verticals that should be played in.
Drive transformative sales in the relevant industry vertical by defining and managing the regional go-to-market (segmentation, value propositions, plays) and institutionalize account-based growth in priority customers.
Work with solutions engineering to develop E2E solutions that promote cross- and up-selling on the selected sub-verticals. Develop and implement solutions that improve supply chain efficiency, reduce costs, and enhance customer satisfaction.
Formulate required operational capabilities with global and regional capabilities.
Localize and implement the global vertical strategy for Sub-Saharan Africa, ensuring consistent messaging, solution standards, and reporting.
Translate global offers and playbooks into region-ready strategies; coordinate cross-border pursuits, references, and solutioning.
Implement and ensure a two-way governance cadence with the Global Industry Lead to share SSA market intelligence, influence global roadmaps, and unlock SSA regional opportunities.
Sales & Client Management
Drive revenue growth by identifying and pursuing new business opportunities, cultivating relationships with key customers, and developing innovative solutions that meet the unique needs of the vertical.
Oversee the key account management of vertical clients, working with regional sales and capabilities to ensure that all services are delivered on time and to the highest quality standards.
Join customer quarterly business reviews with strategic accounts as a member of senior leadership.
Lead and mentor a team of professionals, providing guidance and support to help the team achieve their goals and grow in their careers.
Support the SSA region and all capabilities to establish budgets, forecasts, and KPIs.
Monitor and drive industry vertical revenue, margin, and pipeline with clear quarterly targets.
Lead large solution sales and complex pursuits across products, services, and partners within the industry vertical.
Collaborate and coordinate with capability sales resources and capability leaders to drive aligned, effective client engagements and integrated account strategies.
Ensure tight collaboration and alignment with all stakeholders across commercial functions and SSA capabilities to ensure cohesive go-to-market strategies, engagements, and delivery.
Establish a clear governance cadence (planning, pipeline, reviews) to maintain cross-functional accountability and execution discipline.
Leadership
Build the organization's reputation as an industry thought leader by developing and publishing research, whitepapers, and other thought leadership content that highlights the organization's expertise and insights.
Work closely with cross-functional teams to ensure alignment and collaboration across the organization.
Monitor industry trends and emerging technologies, proactively identifying opportunities and risks for the [sector] vertical and the broader organization.
Represent the organization at industry events, conferences, and trade shows, building relationships and promoting the organization's brand and capabilities.
General
Lead an engaged team, providing direction and promoting collaboration while ensuring they are enabled to carry out the goals and objectives of the business.
Promote and demonstrate positive behaviours harmoniously with organizational values and culture.
Ensure that the highest levels of safety are applied in all activities.
Understand and adhere to the organization's Code of Conduct and Ethics policies.
Perform other related duties as assigned.
Job Context
This role is pivotal to realizing the strategy of delivering end-to-end solution capability (i.e., factory floor to customer door) with customers, driving industry expertise, solution customisation, and strategic key account management through regional sales and KAM teams, and developing industry thought leadership.
Qualifications, Experience and Skills
Bachelor's degree in business administration, Logistics, Supply Chain Management, or a related field. MBA is preferred.
Minimum of 8-10 years of experience in the logistics and supply chain industry, with at least 5 years of experience in the relevant vertical.
Proven track record of driving revenue growth and profitability within an industry vertical.
Strong leadership skills, with the ability to inspire and motivate a team to achieve their goals and deliver results.
Excellent communication skills, with the ability to articulate complex ideas and strategies to a variety of stakeholders, both internally and externally.
Strong analytical and problem-solving skills, with the ability to use data and insights to inform decision-making.
Knowledge of the vertical, including trends, regulations, and best practices.
Experience with lean management principles and continuous improvement methodologies is preferred.
Demonstrated ability to develop and publish thought leadership content, such as research papers, articles, and case studies, that highlight the organization's expertise and insights in the industry.
Strong communication skills - exceptional listening, clear communication, writing, and presentation abilities. Comfortable speaking to any audience.
Problem solving - enjoys solving problems, getting to root causes, and finding creative, innovative solutions. Remains composed under pressure.
Detail oriented - pays strong attention to details, stays focused, ensures nothing falls through the cracks.
Exceptional critical thinking - identifies gaps in logic and root causes of issues, thinks on their feet, learns quickly.
Strong collaborator - self-manages but enjoys collaborating across dynamic and multi-cultural teams; personable, helpful, and highly organized.
Results oriented - proactive, handles competing priorities, meets deadlines, and maintains a positive "can do" attitude.
Confidentiality - protects sensitive company data at all times.
IT skills - highly proficient in Microsoft Office Suite: Word, Excel, PowerPoint, and Visio.
Flexibility to travel - willing to travel 30-50% globally.
Languages - fluent English (written and spoken); additional languages are a bonus.
Communications and Work Relationships
Internal:
Global/Regional Freight Forwarding SMEs
GKAMs
Regional Sales and Commercial Solutions team
SSA Heads of capabilities and sub-capabilities (e.g., Contract Logistics, Market Access, 4PL, Road Freight, Bulk & Corridors) to identify opportunities and leverage capabilities/assets
Other pillars (Ports & Terminals, Marine Services) to identify opportunities and leverage capabilities/assets