Head - Sales - Sea/Air & Multimodal - Freight Forwarding

Job Summary:

The Sales Head will be responsible for driving revenue growth across Sea Freight, Air Freight, Customs Clearance, Project Logistics, and Supply Chain solutions. The role requires building a high-performing sales team, acquiring strategic accounts, developing sales strategies, and achieving business growth targets while maintaining profitability.

Key Responsibilities:

Business Development:

• Develop and execute annual sales strategy.
• Identify new business opportunities across imports and exports.
• Generate business from manufacturers, importers, exporters, EPC companies, automotive, engineering, pharma, defence, chemicals, and project cargo.
• Develop Key Account Management strategies.

Sales Management:

• Achieve monthly, quarterly and annual sales targets.
• Build a healthy sales pipeline.
• Track conversion ratio and sales productivity.
• Lead contract negotiations and commercial discussions.

Team Leadership:

• Recruit, train and mentor sales executives.
• Conduct weekly sales reviews.
• Monitor KPIs and individual performance.
• Build a performance-driven sales culture.

Customer Relationship:

• Develop relationships with CXOs, procurement teams and logistics managers.
• Ensure customer retention and growth.
• Resolve major customer escalations.

Coordination:

• Work closely with Operations, Pricing, Customer Service, Finance, and Customs Team to ensure seamless service delivery.

Market Intelligence:

• Monitor competitor pricing.
• Study market trends.
• Identify emerging trade lanes.
• Recommend new logistics products.

KPIs:

• Revenue Growth
• Gross Profit
• New Customer Acquisition
• Customer Retention
• Sales Pipeline
• Team Productivity
• Conversion Ratio
• Collection Efficiency

Qualifications:

• Graduate (MBA preferred)
• 8-15 years in Freight Forwarding Sales
• Strong knowledge of Sea Freight, Air Freight and Customs
• Experience leading sales teams
• Strong negotiation and presentation skills
• Excellent communication skills