Job description

POSITION PURPOSE

The Senior Business Development officer – Zambia is a commercially critical role responsible for driving new revenue growth, deepening key client relationships, and positioning  the company as the preferred freight, logistics and customs partner in the Zambian and wider South African market. The role sits at the intersection of sales, operations, pricing and customs compliance, translating market opportunity and operational credibility into signed business, sustainable margins and long-term client loyalty.  

KEY RESPONSIBILITIES

Business Development & Sales

•    Identify, pursue and close new business across freight forwarding, customs clearance, warehousing and distribution services.

•    Build and manage a robust pipeline of corporate, NGO, government and multinational clients with import/export and regional logistics needs.

•    Achieve a minimum target of one (1) new active client acquired and onboarded per month.

•    Develop and execute a structured sales and territory plan to achieve assigned revenue and volume targets.

•    Conduct client presentations, site visits and proposal walkthroughs to convert prospects into signed accounts.

•    Own the full sales cycle from lead generation through to contract signature and handover to operations.

Client & Account Management

•    Maintain and grow relationships with existing high-value accounts to increase share of wallet and reduce churn.

•    Serve as the primary commercial point of contact for key clients, resolving escalations in coordination with operations.

•    Conduct regular account reviews to track service performance, satisfaction and growth opportunities.

•    Develop account-specific growth plans for top-tier clients, identifying cross-sell and up-sell opportunities.

Pricing, Contracts & Commercial Discipline

•    Negotiate contracts and service-level agreements that protect margin while remaining competitive in the local market.

•    Work with pricing and finance teams to ensure quotations are commercially sound, properly costed and within approved margin thresholds.

•    Secure improved payment terms, customs duty exemptions and cost efficiencies where applicable, drawing on strong customs and regulatory knowledge.

•    Ensure quoted terms, exclusions, validity periods and assumptions are clearly defined and documented before client sign-off.

Market Intelligence & Competitive Analysis

•    Monitor market trends, competitor activity, freight rates and regulatory changes affecting trade and logistics in Zambia and the South African Community.

•    Maintain market and competitor benchmarks to inform pricing strategy and go-to-market positioning.

•    Anticipate shifts in customs policy, port and border conditions, and communicate their likely commercial impact to management.

Cross-Functional Collaboration & Delivery

•    Work closely with operations, customs and finance teams to ensure smooth client onboarding and consistent service delivery.

•    Coordinate with procurement and freight teams to ensure committed volumes, rates and service levels are operationally achievable.

•    Escalate operational risks (delays, demurrage, compliance issues) that could affect client relationships or contract terms.

Reporting & Stakeholder Engagement

•    Report on pipeline, revenue performance, win/loss analysis and market intelligence to senior management on a regular cycle.

•    Represent  the Company at trade forums, chambers of commerce, industry events and client functions.

•    Maintain accurate CRM records and ensure sales activity, forecasts and account data are current and auditable.

2. KEY DELIVERABLES

•    A validated, growing pipeline of qualified prospects across multiple client segments.

•    Signed contracts and onboarded accounts contributing measurably to revenue and volume growth.

•    Commercially sound, properly costed client negotiated prices and agreements.

•    Demonstrated cost savings and efficiency gains passed to key clients.

•    Commercially sound, properly costed client negotiated prices and agreements.

•    Retained and expanded relationships with existing key accounts.

•    Timely, accurate pipeline and revenue reporting for management decision-making.

•    Ensure the company  is established as a visible, credible player in target trade corridors.

3. REQUIRED QUALIFICATIONS & EXPERIENCE

•    Bachelor’s degree in Logistics Management, Supply Chain, Business Administration or a related discipline; a Master’s in Procurement/Supply Chain is an advantage.

•    Must be a member of the Zambia institute of procurement and supply (ZIPS).

•    Academic qualification verified by the Zambia Qualification Authority (ZAQA).

•    7+ years of progressive experience in supply chain, procurement, freight forwarding or logistics, demonstrated business development or key account exposure.

•    Strong negotiation skills, with a proven history of securing cost reductions and favourable contract terms 

•    Working knowledge of customs compliance, import/export regulations and East African Community trade requirements. ‘

•    Track record of managing high-value freight/container operations and large inventory or shipment volumes.

•    Experience with Advanced Excel and MS Word and Power point

•    Fluency in English Chinese an added advantage for local clients.

4. CORE COMPETENCIES

•    Strong project planning and coordination skills.

•    Strong analytical, research, and problem solving.

•    Relationship management and client-centricity.

•    Strong leadership, supervision, and team management skills.  

•    Customs, compliance and regulatory awareness.

•    Ability to manage multiple assignments and meet deadlines.

•    Cross-functional collaboration.

•    Ownership, accountability and integrity.

•    Resilience and ability to manage a demanding sales cycle.

•    Strong verbal and written communication and presentation skills.

5. ROLE EXPECTATION

This is not a purely transactional sales role. The successful candidate is expected to function as a commercial growth driver for the business — building durable client relationships, protecting margins through disciplined negotiation, converting operational credibility into trust with clients, and providing Management with credible, timely market and pipeline information to guide commercial decisions in Zambia and the wider region.

6. WORKING RELATIONSHIPS

•    Management / Regional Leadership

•    Operations & Customs

•    Pricing / Commercial & Finance

•    Procurement / Suppliers / Transporters

•    Marketing & Business Development (regional)

•    Clients, trade bodies and commercial stakeholders, as required