Regional Sales Manager

Regional Sales Manager at AJEX

AJEX is seeking a Regional Sales Manager to lead the regional sales team in Riyadh, Saudi Arabia. This full-time role is critical for driving revenue, securing new business, and ensuring customer retention across all AJEX Logistics units within an assigned region (Central, Western, Eastern, or UAE). The position combines leadership responsibilities with direct key account management and reports to the Sales Director as a key member of the Sales Leadership Team.

Role Overview

The Regional Sales Manager is fully accountable for the regional sales performance, including revenue targets and pipeline quality. This role involves building and developing a high-performing sales team, enforcing AJEX sales standards, and ensuring daily CRM discipline. The manager is responsible for translating regional strategy into measurable weekly results and ensuring that all sales personnel meet or exceed their targets.

Key Responsibilities

• Achieve regional monthly revenue targets across Network, FTL/PTL, Fulfillment, Airfreight, Life Science, and Project business units.
• Lead, coach, and develop the regional sales team through weekly one-on-one meetings.
• Recruit sales talent with a proven track record of portable revenue and develop a succession plan for key positions.
• Ensure daily CRM updates by all team members, verifying completeness and accuracy of pipeline, forecast, and activity data.
• Conduct weekly regional KPI reviews covering pipeline, forecast vs. target, down traders, lost customers, new contracts, and open contracts without revenue.
• Prepare and present monthly Sales Region Reviews to the Sales Director and Chief Logistics Officer, including corrective actions.
• Manage underperforming team members (below 80% of target or minimum revenue standard) with structured improvement plans and clear consequences.
• Directly manage the region's top key accounts and lead strategic tenders and RFQs.
• Ensure each salesperson acquires a minimum of 5 new customers per month, with new contracts generating first revenue within 7 days.
• Drive customer retention by identifying down traders early, implementing recovery plans, and preventing customer losses in collaboration with Operations and Customer Service.
• Align with Operations on capacity, onboarding, and service quality, ensuring 5 joint customer visits per salesperson per month.
• Maintain pricing discipline and margin quality, approving quotations within the delegated authority matrix.
• Collaborate with Finance and the Collection Team to keep regional DSO and overdue receivables within target.
• Apply the AJEX escalation rule: escalate to the next position if no response is received within 24 hours.

Required Qualifications and Experience

• A minimum of 10 years of experience in sales, with a significant portion in a leadership role.
• Demonstrated ability to manage and develop high-performing sales teams.
• Proven track record of achieving revenue targets and driving business growth.
• Strong understanding of logistics operations and sales processes.
• Proficiency in CRM systems and data analysis for sales forecasting and pipeline management.

Key Performance Indicators

• Regional monthly revenue versus target, broken down by business unit.
• Percentage of team members achieving or exceeding 100% of their target.
• Number of new customers won per month (team and individual salesperson).
• Forecast accuracy and weighted pipeline coverage against target.
• Regional down trader and lost customer rates.
• Time to first revenue for new contracts (maximum 7 days).
• Team CRM compliance (daily updates, data completeness).
• Regional gross margin and Days Sales Outstanding (DSO).
• Retention of top performers and time to fill open sales positions.

Work Environment

This is a full-time position based in Riyadh, Saudi Arabia, requiring a commitment to leading a dynamic sales team within the logistics sector.