The Sales Manager is responsible for driving revenue growth by securing new corporate clients, expanding current accounts, and managing profitable international freight movements. The position demands a hunter mentality to secure trade lanes across Air Freight, Ocean Freight (FCL/LCL), Custom Clearance, and End-to-End Supply Chain solutions.

Key Responsibilities

1. Core Business Development (Hunting & Sourcing)

Client Acquisition: Identify and actively convert high-volume commercial shippers across key Indian verticals (e.g., Pharmaceuticals, Chemicals, Engineering Goods, Retail/Textiles).

Volume Generation: Secure predictable, recurring volumes for inbound and outbound trade lanes, targeting specific container volumes (TEUs) and monthly air freight tonnage.

RFQ & Tender Management: Own the end-to-end response for corporate RFQs and tenders, ensuring optimal margin calculations and alignment with organizational capabilities.

2. Commercial & Account Strategy

Portfolio Expansion: Act as the primary point of contact for strategic accounts, cross-selling custom brokerage, warehousing, and domestic distribution services.

Pricing & Network Collaboration: Partner closely with internal Product, Pricing, and Overseas Network teams to leverage competitive buying rates from airlines and shipping lines.

Credit & Collection Management: Oversee the commercial health of accounts by ensuring strict adherence to agreed credit limits and driving timely collections.

3. Market Analysis & Reporting

Market Intelligence: Monitor global shipping trends, blank sailings, capacity shifts, and competitor pricing to pivot sales pitches dynamically.

Pipeline Management: Maintain up-to-date pipelines in the CRM system, providing regular sales forecasting and MIS reports to leadership.

Key Performance Indicators (KPIs)

New Revenue Generated: Quarterly and annual gross profit (GP) targets achieved.

Volume Targets: Total TEUs (Ocean) and Tonnage (Air) secured month-on-month.

Pipeline Health: Conversion rate of qualified leads into active trading accounts.

Outstanding Management: Days Sales Outstanding (DSO) maintained within corporate guidelines.

Required Skills & Qualifications

Education: Graduate in any stream; Post-Graduation / MBA in International Business, Supply Chain, or Logistics Management is preferred.

Experience: A minimum of 5 years of field sales experience specifically within the international freight forwarding industry, with a demonstrable book of active shipper contacts.

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