Roles and Responsibilities

Job Purpose:

To lead and drive regional sales strategy for freight forwarding (Air, Ocean, and multimodal logistics), ensuring revenue growth, customer acquisition, and profitability while building a solid market presence.

Key Responsibilities:

1. Sales Strategy & Revenue Growth

- Develop and execute regional sales strategy aligned with company objectives
- Drive revenue, GP (Gross Profit), and volume targets across Air & Ocean freight
- Identify new business opportunities in key industry verticals (Automotive, Pharma, Engineering, Retail, etc.)
- Monitor sales pipeline, conversion ratios, and forecast accuracy

2. Business Development

- Acquire key accounts and large customers (import/export clients)
- Build strong relationships with decision-makers
- Lead contract negotiations and pricing strategies
- Ensure high customer retention and wallet share growth

3. Team Leadership

- Lead, mentor, and manage regional sales team
- Set KPIs, targets, and performance metrics for team members
- Conduct regular reviews, coaching, and performance evaluations
- Drive a high-performance, target-driven culture

4. Market Intelligence & Positioning

- Analyze market trends, competitor activities, and pricing benchmarks
- Provide insights for trade lane development and product positioning
- Work closely with product/operations team for competitive offerings

5. Cross-functional Coordination





- Collaborate with Operations, Pricing, and Finance teams for seamless execution
- Ensure service delivery meets customer expectations
- Resolve escalations and ensure customer satisfaction

6. Financial & Commercial Control

- Monitor GP margins, yield management, and cost optimization
- Ensure credit control, payment collection, and DSO management
- Drive profitable growth rather than volume-only sales

Key KPIs:

- Revenue & Gross Profit (GP) achievement
- New customer acquisition
- Customer retention rate
- Sales pipeline conversion ratio
- DSO (Days Sales Outstanding)
- Team performance & productivity

Required Qualifications:

- Bachelors degree (MBA preferred in Sales/Marketing/Logistics)
- 10–15+ years of experience in Freight Forwarding / Logistics Sales
- Minimum 5+ years in team handling / leadership role

Required Skills:

- Strong knowledge of Air & Ocean freight, EXIM trade lanes
- Excellent negotiation and commercial acumen
- Leadership and team management skills
- Strong network in the logistics industry
- Analytical mindset with focus on profitability
- CRM and sales reporting expertise

Preferred Experience:

- Experience in reputed freight forwarding companies
- Exposure to multinational clients and large accounts
- Strong regional market knowledge

Compensation:

- As per industry standards + performance incentives

📌 Regional Sales Manager (Pune)
🏢 FM India Supply Chain
📍 Pune