Role Objective:
To lead and drive sales growth across South India by developing new business, strengthening key customer relationships, managing the regional sales team, and achieving revenue, volume and gross profit targets for the freight forwarding business. The role should focus on Ocean Freight, customer acquisition, retention and integrated logistics solutions.
Key Responsibilities:
- Develop and execute the regional sales strategy in line with company objectives.
- Achieve regional revenue, volume, GP and new business targets.
- Lead, mentor and monitor the performance of the regional sales team.
- Identify and acquire new customers across key industry verticals and trade lanes.
- Develop and maintain strong relationships with key accounts and decision-makers.
- Drive account growth through cross-selling and solution-based selling.
- Coordinate with Pricing, Operations and Customer Service teams to ensure competitive and effective solutions.
- Lead customer negotiations, RFQs, tenders and commercial proposals.
- Monitor market trends, competitor activities, freight rates and business opportunities.
- Maintain a healthy sales pipeline, accurate forecasting and timely CRM updates.
- Monitor customer profitability, receivables and business retention.
- Conduct regular performance reviews and provide market/business updates to management.
- Identify opportunities across Ocean, Air and other logistics solutions to increase regional business.
- Ensure compliance with company policies, processes and commercial guidelines.
- Travel extensively across South India for customer meetings, team reviews and business development.
Candidate Profile
- Graduate/MBA in Sales, Marketing, Logistics or a related field.
- 10+ years of experience in freight forwarding/logistics sales, with significant regional sales leadership experience.
- Strong knowledge of Ocean Freight, EXIM business and international trade.
- Proven track record in new customer acquisition and key account management.
- Strong team leadership, negotiation and commercial skills.
- Excellent communication, presentation and relationship-building abilities.
- Result-oriented with strong market knowledge and business development capabilities.
- Willingness to travel extensively across the South India region.
Key KPIs
- Revenue Growth | Gross Profit | New Customer Acquisition | Volume Growth | Customer Retention | Sales Team Productivity | Pipeline Conversion | Receivables | Regional Market Expansion
