JOB DESCRIPTION

Senior Manager / Head Sales & Marketing (Integrated Logistics)

Supply Chain Management | Freight Forwarding | CHA | Inland Logistics

Function: Sales & Marketing
Business: Integrated Logistics Services
Location: Kolkata
Reporting To: VP – Integrated Logistics Services

Role Purpose

The Senior Manager / Head – Sales & Marketing will lead the Sales & Business Development agenda for the Integrated Logistics business, with primary responsibility for Freight Forwarding (Air & Ocean), Customs House Agency (CHA), and Inland Logistics / Transportation.

The role will drive profitable revenue growth through new customer acquisition, strategic account development, market expansion and integrated logistics solution selling. The incumbent will build strong customer relationships, lead commercial negotiations, develop high-performing sales teams and strengthen the organization’s position as a preferred end-to-end logistics partner.

Key Accountabilities

1. Sales & Business Growth

- Develop and execute the sales strategy and annual business plan across Freight Forwarding, CHA and Inland Logistics.
- Deliver revenue, margin and business growth targets through focused customer acquisition and market development.
- Identify new industries, customer segments, geographies and strategic business opportunities.
- Build and manage a strong sales pipeline and drive lead-to-business conversion.
- Develop integrated solutions combining Freight Forwarding, CHA and Inland Transportation to meet customer requirements.

2. New Business & Key Account Development

- Acquire new customers across importers, exporters, manufacturers, traders, retailers, e-commerce and multinational organizations.
- Grow strategic and key accounts through cross-selling, upselling and increased customer wallet share.
- Build long-term relationships with customers, shipping lines, airlines, transport partners, overseas agents and other industry stakeholders.
- Lead major RFQs, tenders, commercial negotiations,



contract renewals and long-term service agreements.

3. Freight Forwarding, CHA & Inland Logistics

- Drive business development across Air & Ocean Freight Forwarding, including import and export movements.
- Develop and grow CHA / Customs Clearance business across relevant ports, airports, ICDs, CFSs and other locations.
- Develop Inland Logistics / Transportation solutions covering port-to-factory, factory-to-port, first/last-mile and related cargo movement requirements.
- Identify opportunities to integrate these services into end-to-end logistics solutions.
- Ensure customer commitments are commercially viable and operationally deliverable.

4. Commercial & Profitability Management

- Develop pricing and commercial strategies in coordination with Operations and Finance.
- Ensure business growth is supported by healthy margins and sustainable account profitability.
- Lead commercial negotiations and evaluate customer opportunities from a revenue and profitability perspective.
- Monitor revenue realization, gross margin and account performance.

5. Sales Leadership & Team Management

- Lead, coach and develop the Sales & Marketing team to achieve business objectives.
- Set sales targets, KPIs and performance expectations and conduct periodic business reviews.
- Improve sales productivity, pipeline quality, conversion rates and customer acquisition.
- Build a performance-driven, collaborative and customer-centric sales culture.

6. Customer & Stakeholder Management

- Act as a senior relationship owner for strategic customers and major business opportunities.




- Ensure high customer satisfaction through proactive engagement and effective resolution of escalations.
- Work closely with Operations, CHA, Freight Forwarding, Transportation, Finance and Customer Service teams to ensure seamless customer onboarding and service delivery.

7. Market Development & Intelligence

- Monitor market trends, competitor strategies, freight market developments, customer needs and regulatory changes.
- Develop market intelligence to identify growth opportunities and strengthen competitive positioning.
- Represent the organization at relevant industry forums, trade fairs, customer meets and logistics events.

Key Success Measures

- Revenue and EBITDA / gross-margin growth
- New customer acquisition and business conversion
- Sales pipeline and conversion ratio
- Key account retention and revenue growth
- Customer wallet-share expansion
- Cross-selling of Freight Forwarding, CHA and Inland Logistics
- Account profitability and commercial performance
- Market expansion and current business development
- Customer satisfaction and retention
- Sales team productivity and target achievement

Candidate Profile

Education

- Bachelor's degree in Business Administration, Logistics, Supply Chain, Commerce, Marketing or a related discipline.
- MBA in Marketing / Supply Chain / Business Management preferred.

Experience

- Minimum 10–15 years of relevant experience in logistics, freight forwarding, CHA, transportation, supply chain or integrated logistics.

Core Competencies

- Strategic Sales & Business Development
- Integrated Logistics Solution Selling
- Freight Forwarding – Air & Ocean
- CHA / Customs Clearance
- Inland Transportation & Logistics
- Key Account Management
- Commercial Negotiation & Contract Management
- Pricing & Profitability Management
- Market Intelligence & Competitive Analysis
- Customer Relationship & Stakeholder Management
- Sales Analytics / CRM
- Leadership & Team Development

Excellent communication and presentation skills

📌 Head/Senior Manager Marketing & Sales, ILS (Kolkata)
🏢 TM International Logistics
📍 Kolkata