Role Purpose:
To lead and drive sales growth across North India by developing new business, expanding existing accounts, strengthening customer relationships, and achieving regional revenue and GP targets in the freight forwarding and logistics business. This role will also lead and mentor the regional sales team.
Key Responsibilities:
- Develop and execute the regional sales strategy for North India.
- Achieve monthly, quarterly and annual revenue and GP targets.
- Identify and acquire new customers across key industries and trade lanes.
- Develop existing customers and increase wallet share through cross-selling.
- Build strong relationships with key customers, shippers, overseas agents and business partners.
- Lead, mentor and monitor the performance of the regional sales team.
- Identify new market opportunities, key verticals and potential trade lanes.
- Drive sales of Ocean & Air Freight, FCL/LCL and other logistics solutions.
- Work closely with Operations, Pricing, Customer Service and other internal teams to ensure service quality and customer satisfaction.
- Lead commercial negotiations, RFQs, tenders and contract discussions.
- Monitor competitor activities, market trends and freight rates and develop appropriate sales strategies.
- Maintain an accurate sales pipeline and ensure timely CRM updates.
- Conduct regular sales reviews and submit regional performance reports to management.
- Ensure compliance with company policies, SOPs and applicable regulations.
Key KPIs:
- Regional Revenue & GP Achievement
- New Customer Acquisition
- Customer Retention & Wallet Share
- Sales Pipeline & Conversion
- New Business / Trade Lane Development
- Team Target Achievement
- Collection / DSO Performance
- CRM & Reporting Compliance
Candidate Profile:
- Graduate/MBA in Sales, Marketing, Logistics or related field preferred.
- 10–15+ years of experience in freight forwarding/logistics sales, with relevant regional sales leadership experience.
- Strong network of customers and industry contacts across North India.
- Proven track record in achieving sales and profitability targets.
- Strong knowledge of international freight forwarding, EXIM, trade lanes and logistics solutions.
- Excellent leadership, negotiation, communication and relationship-management skills.
- Willingness to travel extensively across the North India region.
