Business Development Manager Network/FTL

About the Role

AJEX is seeking a Business Development Manager Network/FTL to join their team in Riyadh, Saudi Arabia. This full-time position focuses on strategic and key account business development within the assigned region, specifically for AJEX Network/FTL services. The role is responsible for driving profitable revenue growth by acquiring new customers and expanding existing accounts with Network (B2C and B2B parcel, express, and last-mile delivery) and FTL/PTL road transport solutions, including line haul and GCC cross-border transport. Additionally, the manager will actively cross-sell the full AJEX portfolio to maximize share of wallet.

Key Responsibilities

• Achieve and exceed monthly Network/FTL revenue targets and agreed gross margins, maintaining Network/FTL as the primary focus.
• Generate additional revenue by cross-selling the full AJEX portfolio (Fulfillment, Airfreight, Life Science, and Project logistics) to all customers, collaborating with business unit specialists.
• Identify, qualify, and secure new customers in the Network/FTL segment, targeting e-commerce, retail, FMCG, industrial, construction, and distribution sectors.
• Design Network and FTL/PTL solutions with Operations, including volume profiles, lanes, pickup and delivery SLAs, and capacity planning.
• Develop lane and shipment-based pricing to ensure network density, fleet utilization, and margin.
• Lead complex tenders and RFQs from end-to-end, encompassing solution design, commercial proposals, and contract negotiation.
• Mentor Business Development Executives, share best practices, and support joint customer meetings.
• Develop existing accounts through regular business reviews, upselling, and contract extensions, implementing recovery plans for downtraders.
• Secure a minimum of 5 new customers per month, ensuring first revenue within 7 days of signature and reaching the expected revenue run rate within 3 weeks.
• Conduct a minimum of 5 joint customer visits per month with Operations to ensure solution quality, onboarding, and retention.
• Maintain accurate and timely records of all visits, opportunities, quotations, and contracts in the CRM system.
• Present pipeline, forecast vs. target, downtraders, lost customers, new contracts, and open contracts without revenue in weekly team meetings and 1:1 Jour Fixe sessions.
• Collaborate with Finance and the Collection Team to ensure correct billing, credit terms, and timely payments from customers.

Required Qualifications and Experience

• 5-10 years of experience in business development, specifically within network/FTL logistics.
• Proven track record of achieving and exceeding revenue targets.
• Strong understanding of e-commerce, retail, FMCG, industrial, construction, and distribution customer segments.
• Experience in designing and pricing complex logistics solutions.
• Proficiency in CRM systems for pipeline management and reporting.

Performance Metrics

• Monthly Network/FTL revenue against target.
• Monthly cross-selling revenue from other AJEX business units.
• Number of new customers acquired per month (minimum 5).
• Time to first revenue (maximum 7 days) and time to expected run rate (maximum 3 weeks).
• Weighted pipeline coverage against monthly target and forecast accuracy.
• Number of customer visits and joint visits with Operations (minimum 5 joint visits per month).
• Downtrader and lost customer rate within the assigned portfolio.
• CRM compliance, including same-day updates and data completeness.
• Gross margin per account and Days Sales Outstanding (DSO) of the portfolio.
• Number and value of strategic accounts and tenders won.

Reporting Structure

The Business Development Manager Network/FTL reports directly to the Regional Sales Manager. This role involves close collaboration with Operations, Solution Design, Pricing, Finance, and Customer Service teams to ensure effective solution delivery and customer retention.