Business Development Manager - (FTL Logistics Sales)

Role Overview

Key Responsibilities

1. New Client Acquisition

• Identify, target and acquire new customers (manufacturers, FMCG and D2C brands, e-commerce and retail companies, traders and 3PLs) that need FTL transportation.
• Build and manage a strong sales pipeline through cold outreach, referrals, networking, industry events and digital channels.
• Engage with logistics, supply chain and procurement heads to understand their lane requirements and pain points.
• Prepare and deliver compelling sales presentations, proposals and tenders responses.

2. Pricing, Quotations & Commercial Negotiations

• Prepare competitive lane-wise quotations in coordination with the pricing and operations teams.
• Negotiate freight rates, contracts, rate cards and payment terms with clients.
• Benchmark market rates across routes and vehicle types to ensure winning yet profitable pricing.
• Protect margins while closing deals, and maintain a healthy balance between volume and profitability.

3. Account Management & Revenue Growth

• Convert one-time and spot customers into contractual, long-term clients.
• Grow share of wallet within existing accounts by cross-selling PTL, express, warehousing or other services where applicable.
• Build strong relationships with key decision-makers and act as the escalation point for client concerns.
• Drive client retention, repeat business and timely payment collections.

4. Operations Coordination & Service Delivery

• Work with the operations and fleet teams to ensure vehicle availability, on-time pickup and delivery, and smooth execution for committed lanes.
• Share forecasts and client requirements with operations for effective capacity planning.
• Monitor service levels (on-time performance, transit time, damage and claims) and resolve issues promptly.
• Support onboarding of new clients, including SOPs, documentation and commercial setup.

5. Market Intelligence & Reporting

• Track industry trends, competitor pricing, new lanes and demand patterns in the FTL market.
• Identify new geographies, industries and lanes for business expansion.
• Maintain CRM records, pipeline status and lane-wise rate and volume data.
• Prepare regular sales reports covering pipeline, revenue, margins and forecasts for leadership.

Required Qualifications & Experience

• Graduate in any discipline; MBA in Sales, Marketing, Logistics or Supply Chain preferred.
• 3–8 years of experience in B2B sales or business development in logistics, transportation or supply chain, with a strong focus on FTL.
• Proven track record of acquiring clients, closing deals and achieving revenue targets.
• Strong understanding of FTL operations, vehicle types, lane pricing, freight costing and transit norms.
• Experience in selling to FMCG, D2C, e-commerce, retail or manufacturing customers preferred.
• Existing network of shippers and logistics decision-makers in the Mumbai and Western India region is an advantage.
• Excellent communication, presentation, negotiation and relationship management skills.
• Good commercial acumen with the ability to balance pricing, margins and volumes.
• Proficiency in CRM tools, MS Excel and PowerPoint.

Key Performance Indicators (KPIs)

• New client acquisition (number of clients and lanes onboarded).
• FTL revenue and volume (trips or tonnage) against targets.
• Gross margin per trip and overall profitability.
• Sales pipeline health and conversion ratio.
• Client retention and growth in existing accounts.
• Service quality, including on-time delivery and client satisfaction.
• Receivables and collections discipline.