JOB DESCRIPTIONHead / General Manager – Warehousing

(General, Bonded & Open Yard)

Company: GloboTrans ProLogistix Private Limited

Base Location: Mumbai

Department: Warehousing & Distribution

Reports To: Director

Role Mix: 100% Sales & Business Development

Location: Mumbai, with extensive travel to ports, sites and client locations across India

Direct Reports: Vertical Sales & Business Development Team (to be finalised as per organisation structure)

1. ROLE PURPOSE

Drive top-line growth of the Warehousing vertical by winning contract logistics mandates across general warehouses, customs bonded facilities (Sections 58/65 & MOOWR) and open yards from manufacturing, EXIM and project clients.

The role is responsible for converting the company’s facility network and operating capabilities into a growing, profitable and sustainable client portfolio, while owning the vertical’s commercial performance and business development strategy.

2. KEY RESPONSIBILITIES – BUSINESS DEVELOPMENT & SALES

2.1 P&L; Ownership

- Own the vertical’s revenue, gross margin and EBITDA targets.
- Prepare and deliver the annual business plan and quarterly forecasts.
- Drive profitable growth in line with the company’s strategic objectives.

2.2 New Business Development

- Build and convert a qualified pipeline of new clients.
- Lead RFQ/RFP/tender responses, solution design, pricing and commercial negotiations through to contract closure.
- Identify new market opportunities across manufacturing, EXIM, EPC, PSU, MNC and project sectors.
- Develop long-term relationships with key decision-makers and CXO-level stakeholders.

2.3 Key Account Retention

- Act as the senior escalation point and relationship owner for existing clients.
- Drive contract renewals, Quarterly Business Reviews (QBRs) and year-on-year wallet-share growth.
- Strengthen strategic relationships to maximise client retention and revenue expansion.

2.4 Cross-Selling

- Identify and convert cross-selling opportunities across GloboTrans verticals, including:
- Customs
- Freight Forwarding
- Warehousing
- CFS
- SEZ / FTWZ
- Transportation
- Project Cargo
- Crane Services
- Develop and position integrated logistics solutions for clients.

2.5 Market Intelligence

- Track competitor activity, pricing trends, trade flows and regulatory changes.
- Monitor market demand, emerging customer requirements and industry developments.
- Provide market insights to support pricing strategy, service development and network expansion.

2.6 Commercial Governance

- Ensure contracts, credit terms and rate agreements are properly documented, risk-reviewed and approved as per the Delegation of Authority (DOA).
- Monitor receivables and Days Sales Outstanding (DSO) for the vertical.
- Ensure commercial commitments are aligned with approved pricing and profitability parameters.

3. INTERFACE WITH OPERATIONS

3.1 Solution Design with Operations

- Work jointly with the Operations team to design, cost and commit deliverable solutions.




- Ensure every commercial commitment is operationally validated before contract signature.
- Align warehouse infrastructure, manpower, MHE, technology and service requirements with client expectations.

3.2 Service Reviews & Escalation

- Lead client service reviews and act as the commercial escalation point.
- Work closely with Operations to identify and close service gaps impacting client retention and wallet share.
- Ensure timely resolution of key commercial and service-related concerns.

3.3 Voice of Customer

- Capture and communicate client feedback, complaints and emerging requirements to Operations.
- Drive continuous improvement in service delivery and solution development based on customer needs.

4. VERTICAL-SPECIFIC COMMERCIAL RESPONSIBILITIES & EXPERTISE4.1 Solution Design & Pricing

- Design and cost 3PL solutions, including:
- Dedicated and multi-client warehousing
- Bonded storage
- Open-yard storage
- Steel / OCTG / project cargo storage
- Develop commercial solutions covering:
- Warehouse layout
- Racking
- Material Handling Equipment (MHE)
- Manpower
- WMS specifications
- Coordinate closely with Operations to ensure commercial feasibility and service deliverability.

4.2 Bonded Warehousing Propositions

- Develop and sell duty-deferment and bonded-storage solutions under Customs Act Sections 57/58/65 and MOOWR 2019.
- Guide clients on:
- In-bond and ex-bond processes
- Documentation requirements
- Compliance requirements
- Duty-deferment and other commercial benefits

4.3 Open Yard & Project Storage

- Develop open-yard business for:
- Steel
- Pipes
- Casing
- Project materials
- Position capabilities around:
- Stacking
- Material traceability
- Preservation
- MHE-supported handling
- Inventory management

4.4 Capacity Monetisation

- Maximise occupancy and revenue per sq. ft. / sqm across the facility portfolio.
- Structure commercial models covering:
- Space commitments
- Minimum guarantees
- Escalations
- Long-term capacity commitments
- Optimise utilisation and profitability of available warehouse and yard capacity.

4.5 Market & Network Expansion

- Identify high-potential demand corridors and anchor clients to support new facility additions.
- Develop business through:
- Brokers
- Industrial Park / IPC channels
- Consultants
- Industry networks
- Strategic partnerships
- Build a consistent enquiry-generation and lead-conversion channel.

5. KEY PERFORMANCE INDICATORS (KPIs)

- Occupancy % and revenue per sq. ft. / per sqm of yard.
- New space contracted (sq. ft. / sqm).
- Annualised Contract Value (ACV) added.
- Bonded / VAS revenue as a percentage of vertical revenue.
- Revenue and gross margin versus budget.




- New business revenue added (₹ Cr. per annum).
- Pipeline coverage.
- Sales win rate.
- Average deal size.
- Client retention rate.
- Revenue churn.
- NPS / client satisfaction scores.
- DSO and receivables ageing within agreed norms.

6. QUALIFICATIONS & EXPERIENCE

- Graduate in any discipline.
- Minimum 10 years of relevant experience in warehousing, contract logistics, 3PL, logistics or a related vertical.
- Minimum 5 years in a senior leadership role with independent P&L; ownership and sales targets.
- Demonstrable track record of winning and retaining institutional clients across:
- PSU
- MNC
- EPC
- Manufacturing
- EXIM / International Trade
- Project Logistics
- Solid commercial negotiation, contract management and analytical skills.
- Excellent communication and presentation skills.
- Fluency in English and Hindi.
- Willingness to travel extensively across ports, plants and client locations across India.

7. LEADERSHIP COMPETENCIESEntrepreneurial Ownership

Runs the vertical as a business, not merely as a function, with strong ownership of revenue, profitability and growth.

Consultative Selling & Solution Design

Demonstrates the ability to understand complex customer requirements and develop customised logistics solutions at the CXO level.

Operational Rigour

Detail-oriented, data-driven and process-disciplined, with a strong focus on execution and commercial commitments.

Stakeholder Management

Effectively manages relationships with:

- Clients
- Port authorities
- Customs authorities
- Regulators
- Vendors
- Unions
- Internal stakeholders

Integrity & Compliance

Maintains a strong integrity and compliance-first mindset, particularly in relation to bonded warehousing, customs and commercial governance.

Team Building & Collaboration

Builds, mentors and leads a high-performing sales and business development team while fostering strong cross-functional collaboration with Operations and other GloboTrans verticals.

8. ROLE SUCCESS PROFILE The successful candidate will be expected to:

- Build a strong and sustainable warehousing sales pipeline.
- Win significant general, bonded and open-yard warehousing contracts.
- Improve facility occupancy and revenue realisation.
- Grow revenue and EBITDA while maintaining healthy margins.
- Develop strategic relationships with large institutional and corporate clients.
- Expand GloboTrans' warehousing footprint through demand-led market opportunities.
- Create strong cross-selling opportunities across the GloboTrans logistics ecosystem.
- Establish the Warehousing vertical as a high-growth and profitable business vertical.

Benefits:
- Health insurance
- Life insurance
- Provident Fund

Application Question(s):
- Do you have minimum 10 years of relevant experience in warehousing, contract logistics, 3PL, logistics or a related vertical?
- Do you have a minimum 5 years in a senior leadership role with independent P&L; ownership and sales targets ?

Work Location: In person

📌 Head / General Manager – Warehousing (General, Bonded & Open Yard) (Mumbai City)
🏢 GloboTrans ProLogistix Private
📍 Mumbai City