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Head of Sales Department

Job Description

Primary purpose of Job1. Sales Strategy & Planning• Develop and execute short-term and long-term sales strategy• Identify and prioritize high-growth segments:• Define Go-To-Market (GTM) approach (direct, channel, key accounts)• Set revenue targets and ensure achievement across regions• Decide focus areas and avoid low-margin segments2. Business Development• Drive acquisition of new clients (corporates, exporters/importers, e-commerce, manufacturing)• Build and maintain a strong sales pipeline• Lead large deal negotiations, tenders, and contracts• Expand into new geographies and sectors• Improve yield per customer / shipment3. Revenue & Profitability Management• Deliver top-line revenue growth and bottom-line profitability• Monitor:o Gross margino Cost-to-serveo Pricing discipline• Ensure “profitable growth”.• Own forecasting and revenue planning accuracy4. Key Account Management• Manage relationships with top clients.• Drive retention, upselling, and cross-selling• Ensure high customer satisfaction and service quality• Resolve critical escalations5. Sales Operations & Pipeline Management• Drive structured sales funnel management: Lead -Qualified-Proposal-Closure• Ensure strong CRM discipline• Track:o Conversion ratioso Sales cycleo Forecast accuracy• Identify and fix pipeline bottlenecks6. Team Leadership & Development• Lead, mentor, and manage a multi-location sales team• Define team structure:o New businesso Key accounts• Set KPIs and monitor performance• Conduct regular reviews, coaching, and capability building• Drive a performance-oriented sales culture7. Market Intelligence & Competitive Strategy• Track competitor pricing, offerings, and positioning• Identify market trends and opportunities• Provide strategic insights for business decisionsKey RelationshipsInternal Operation, Credit Control, Account and finance, Custom Team, HRExternal Consigner, ConsigneeCredentialsQualifications /CertificationsBachelor’s degree in Business / Logistics / Supply Chain (MBA preferred)15 Years of experience in logistics / supply chain salesProven track record of managing large revenue portfoliosExperience handling corporate and key accountsStrong industry network (Manufacturing, FMCG, Trade, E-commerce)Knowledge I. Personable & Outgoing: Demonstrates a friendly and extroverted personality, with aproven ability to manage and maintain relationships with clients, internalstakeholders, and external partners.II. Industry Experience: Strong numerical aptitude with hands-on experience in thetransportation services sector, particularly in FTL (Full Truck Load), LTL (Less than TruckLoad), Express, and Sundry business operations.III. Communication Skills: Excellent verbal and written communication skills in English,Hindi, and the local language. Must be capable of independently drafting professionalbusiness correspondence.IV. Market Knowledge: Well-networked with familiarity in local markets, customerbase, associates, and logistics partners.V. Proactive & Ready: Should be able to “hit the ground running” with minimal ramp-up time; prior relevant network and industry exposure is highly desirable.VI. Technical Proficiency: Strong command over MS Office tools—particularly Word,Excel, and PowerPoint—for reporting, documentation, and presentations.VII. Energetic & Hardworking: High levels of energy, self-motivation, and a strong workethic are essential.VIII. Business Development Exposure: Prior experience in identifying and developingnew market opportunities will be an added advantage.Experience Essential 15 + years of experience in logistic industries with FTL/LTL/Express/Sundry business etc or FMCG.