About the job
The Role:
We are looking for a Senior Manager – B2B Sales (Express Delivery) to drive new business acquisition, revenue growth, and market expansion for ShipDelight's B2B Express Delivery vertical. Reporting to the Director, this is a high-ownership, high-impact role for an enterprise sales professional who combines strong commercial acumen with a relentless bias for closure.
This role is the frontline growth engine for our B2B business — building a strong pipeline of enterprise customers across primary logistics, warehouse-to-store movement, supplier-to-warehouse transportation, and integrated logistics solutions, and converting them into scalable, profitable relationships.
Key Responsibilities:
1. New Business Acquisition
- Drive new client acquisition across sectors and categories.
- Build a strong pipeline through direct outreach, referrals, and industry networking.
- Own the complete sales cycle, from prospecting to closure.
- Consistently achieve monthly, quarterly, and annual revenue sign-up targets.
2. Revenue Growth & Market Development
- Develop and execute a structured business development plan.
- Identify high-potential sectors, geographies, and customer segments.
- Expand ShipDelight's presence in the organised B2B logistics market.
- Drive wallet-share growth through additional lanes and logistics requirements.
3. Solution Selling & Commercial Structuring
- Understand client supply chain requirements and translate them into viable logistics solutions.
- Partner with Operations and Client Onboarding teams to build commercially viable proposals.
- Ensure profitable customer acquisition aligned with company margin expectations.
4. Client Transition & Revenue Ramp-Up
- Ensure a smooth handover from sales to onboarding and operations teams.
- Support onboarding through initial implementation.
- Maintain oversight until the business stabilises.
5. Market Intelligence & Strategic Inputs
- Monitor industry trends and competitor activity.
- Track emerging customer needs and logistics opportunities.
- Provide regular market insights to leadership.
- Contribute to the development of new logistics offerings and commercial models.
6. Sales Governance & Pipeline Management
- Maintain disciplined pipeline management and forecasting.
- Ensure CRM hygiene and full visibility of opportunities.
- Build structured reporting on leads, opportunities, conversion rates, revenue sign-ups, and lost opportunities.
- Drive predictable, data-backed sales execution.
What We're Looking For:
Experience
- 7–12 years in B2B / enterprise sales, with a background in 3PL / courier / transportation / enterprise logistics.
- Minimum 5 years in a client acquisition (hunting) role.
- Experience selling in organised logistics or express delivery ecosystems is a strong plus.
Knowledge
- Deep understanding of the B2B logistics ecosystem, primary logistics, and express transportation networks.
- Strong grasp of enterprise sales processes, commercial and pricing constructs, and supply chain fundamentals.
- Familiarity with 3PL/4PL models, contract logistics, warehousing & distribution networks, and logistics technology platforms is a bonus.
Skills
- Strong enterprise sales and commercial negotiation capability.
- Revenue forecasting and pipeline management.
- Sharp presentation and proposal development skills.
- Supply chain solution design is an added advantage.
Who You Are
- High drive and resilience — you stay in the game until the deal closes.
- Closure-oriented — you convert opportunities, you don't let them drag.
- Commercially prudent — you understand margin and sell for profitable growth.
- Entrepreneurial — you thrive in ambiguity and build in a fast-moving environment.
Education
- Graduate in Business, Supply Chain, Logistics, or a related discipline.
- MBA preferred.
Why Join ShipDelight
- High-visibility, frontline growth role with direct organisational impact.
- Own and build the B2B Express Sales vertical, with the autonomy to shape how we win.
- Work at the intersection of sales, operations, and commercial strategy.
- Fast-growing, founder-led organisation with a collaborative culture.
