Regional Sales Manager - Supply Chain/Freight Forwarding

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Looking for Regional Sales Manager - Supply Chain for 300 billion dollar+ turnover group.

Location: Chennai.

• Regional Sales Manager - Freight Forwarding - South India.
• Work Location - Chennai.
• Experience - 12+ years, in that 8+ years in a Head Position.

Responsibilities:

1. Business Development & Sales:

• Develop and execute regional sales strategies to achieve revenue, volume, and profitability targets.
• Identify and acquire new customers across industries such as FMCG, Retail, E-commerce, Automotive, Pharma, Manufacturing, and other sectors.
• Generate business for 3PL, warehousing, transportation, distribution, inventory management, and end-to-end supply chain solutions.
• Develop a strong sales pipeline through direct selling, networking, references, market mapping, and strategic partnerships.
• Conduct customer meetings, presentations, solution discussions, negotiations, and commercial closures.
• Drive both new customer acquisition and business expansion from existing customers.

2. Supply Chain Solution Selling:

• Understand customer supply chain requirements and develop customized logistics solutions.
• Work closely with operations and solution-design teams to prepare cost-effective and commercially viable proposals.
• Participate in RFPs, RFQs, tenders, and large contract negotiations.
• Identify opportunities for value-added services and integrated logistics solutions.
• Ensure proposed solutions meet customer requirements while maintaining targeted margins.

3. Revenue & Profitability Management:

• Achieve monthly, quarterly, and annual sales targets.
• Monitor revenue, gross margins, contribution, customer acquisition cost, and overall profitability.
• Maintain a healthy balance between business growth and commercial discipline.
• Track sales performance against budgets and take corrective action wherever required.

4. Customer Relationship Management:

• Build and maintain strong relationships with key decision-makers such as Supply Chain Heads, Logistics Heads, Procurement Heads, Operations Heads, and Management.
• Conduct regular business reviews with key accounts.
• Understand customer expectations and identify opportunities for increasing wallet share.
• Coordinate with operations and customer service teams to resolve critical customer issues.
• Ensure high customer retention and satisfaction.

5. Team Leadership:

• Lead, mentor, and develop the regional sales team.
• Set individual and team targets and monitor performance regularly.
• Conduct regular sales reviews and pipeline meetings.
• Support team members in major customer negotiations and closures.
• Develop a performance-driven sales culture.

6. Market Intelligence:

• Monitor regional market trends, competitor activities, pricing, and emerging logistics opportunities.
• Identify new industries, geographies, and customer segments for business expansion.
• Provide regular market feedback and competitor intelligence to senior management.

7. Sales Reporting & CRM:

• Maintain accurate sales forecasts, opportunity pipelines, and customer data in the internal system.
• Submit regular sales reports, MIS, forecasts, and business plans to management.
• Ensure timely updating of sales activities, opportunities, and closure probabilities.

8. Cross-Functional Coordination:

• Work closely with Operations, Finance, Customer Service, Pricing, Solution Design, and Implementation teams.
• Ensure smooth transition of newly won customers from sales to operations.
• Coordinate with internal teams to ensure commercial commitments are operationally feasible.

Key Performance Indicators (KPIs):

• Regional revenue achievement.
• New customer acquisition.
• New business / incremental revenue.
• Gross margin and profitability.
• Sales pipeline value and conversion ratio.
• Number and value of RFP/RFQ wins.
• Average customer acquisition cycle.
• Sales productivity per team member.
• Achievement of monthly, quarterly, and annual targets.

Candidate Profile:

Education:

• Graduate / Postgraduate in Business Management, Marketing, Logistics, Supply Chain, or related field.
• MBA in Sales & Marketing / Supply Chain Management will be an advantage.

Experience:

• 12-18 years of experience in B2B sales/business development within the logistics, 3PL, warehousing, transportation, freight, distribution, or supply chain industry.
• Proven experience in selling 3PL / contract logistics / warehousing / distribution / integrated supply chain solutions.
• Experience in managing large regional accounts and complex sales cycles.
• Prior experience managing a sales team is preferred.

Required Skills:

• Strong B2B sales and business development skills.
• Excellent knowledge of Supply Chain and 3PL solutions.
• Strong negotiation and commercial skills.
• Key account management.
• Excellent communication and presentation skills.
• Strong customer relationship management.
• Team leadership and people management.
• Business planning and forecasting.
• Analytical and problem-solving ability.

Preferred Industry Experience:

• Logistics & 3PL.
• Contract Logistics.
• E-commerce Logistics.

Location: HQ, Chennai.

Travel: Willingness to travel extensively within the assigned region.

Note: The position requires an aggressive business-development approach, strong regional market knowledge, and the ability to independently generate and close large-value Supply Chain / 3PL opportunities.