CRITICALOG INDIA PRIVATE LIMITED A Shadowfax Technologies Company | We Deliver, What Others Wont

Manager/ Senior Manager, B2B Sales Air Express & Surface Solutions • Critical Logistics

POSITION SNAPSHOT Position Title Manager / Senior Manager B2B Sales (Air & Surface) Function / Department Sales & Business Development

Location Pan-India Bengaluru, Mumbai, Delhi NCR, Chennai, Hyderabad, Pune, Ahmedabad, Kolkata

Reports To Regional Sales Head / National Sales Head

Role Type Individual contributor carries an individual revenue target; no direct reports

Experience- Required Minimum 3 years of B2B / corporate sales in express logistics, selling both air and surface services Employment Type Full-time, on-roll Travel Extensive local travel; occasional outstation travel within the assigned region

ABOUT CRITICALOG CriticaLog India Pvt. Ltd(A Shadowfax Enterprise). is a technology-led critical logistics company that moves shipments where value, security, temperature control, transit time and confidentiality matter more than volume. Our network covers over 16,500 PIN codes in India, with international reach across five continents through our World Cargo Alliance partnerships.

We serve pharmaceuticals and healthcare, digital goods, engineering, automotive, luxury, energy and e-commerce customers through a portfolio spanning Next Flight Out (NFO), Hand Carry, Standard Air, Direct Master, Road Express, Economy Air, Just-In-Time and Direct-to-Door delivery, reverse logistics, special handling and multi-user warehousing. CriticaLog is a wholly-owned subsidiary of Shadowfax Technologies Limited.

PURPOSE OF THE ROLE To grow profitable B2B revenue by acquiring new corporate customers and expanding recent accounts across CriticaLogs air and surface service lines. The role is a hunter-led, solution-selling position: you will map customer supply chains, design the right airsurface service mix, price it to protect margin, and own the relationship from first meeting through to collection of payment.

KEY RESPONSIBILITIES

1. New Business Development

- Build and maintain a qualified pipeline of corporate prospects across the assigned territory and target verticals through field visits, references, industry associations, trade data and digital prospecting.
- Achieve the assigned monthly and annual targets for new logo acquisition, new business revenue and volume.
- Conduct customer discovery to understand supply chain pain points transit-time commitments, shipment value, handling sensitivity,



service failures and current vendor performance.
- Prepare and present commercial proposals, respond to RFQs/RFPs and tenders, and negotiate rates, service levels and contract terms to closure.

2. Solution Selling

- Position the full portfolio Next Flight Out, Hand Carry, Standard Air, Direct Master, Road Express, Economy Air, Just-In-Time and Direct-to-Door and recommend the optimal airsurface mix for each customer requirement.
- Cross-sell adjacent services: reverse logistics (repair-and-return, swap/exchange), special handling, warehousing and fulfilment, and technology integrations.
- Work with Operations, Pricing and Solution Design teams to build costed, feasible solutions before commitments are made to the customer.
- Drive conversion of one-off/spot air movements into contracted, recurring surface and air volumes.

3. Revenue Growth

- Own assigned key accounts end-to-end: onboarding, SOP sign-off, rate card implementation, periodic business reviews and escalation management.
- Monitor account health volume trends, service performance, complaints and churn risk and act before revenue leaks. 4. Commercials, Margin & Collections
- Ensure every account is priced within approved margin thresholds; obtain formal approval for any deviation.
- Ensure timely and accurate billing, resolve billing disputes, and own collections and DSO for the assigned portfolio.
- Complete customer onboarding documentation — KYC, agreements, credit approvals and rate contracts — as per company policy .

4. Commercials, Margin & Collections

- Ensure every account is priced within approved margin thresholds; obtain formal approval for any deviation.
- Ensure timely and accurate billing, resolve billing disputes, and own collections and DSO for the assigned portfolio.
- Complete customer onboarding documentation — KYC, agreements, credit approvals and rate contracts — as per company policy.

5. Reporting, Governance & Market Intelligence

- Maintain accurate and current records of all leads, meetings, opportunities and closures in the CRM.
- Submit weekly and monthly sales reports,



forecasts and funnel reviews to the reporting manager.
- Track competitor pricing, service offerings and market movement, and share actionable intelligence with the leadership team.
- Represent CriticaLog professionally at customer sites, industry forums and trade events.

ELIGIBILITY CRITERIA Essential

- Graduate in any discipline. An MBA/PGDM in Marketing, Sales or Supply Chain is preferred.
- Minimum 3 years of hands-on B2B / corporate/key account sales experience with an express, courier, air cargo, 3PL or specialised logistics company.
- Demonstrated experience selling both air services (NFO, priority/standard air, air cargo) and surface services (road express, FTL/PTL) to corporate customers — a single-mode background will not suffice.

• Proven record of carrying and achieving an individual revenue target, with verifiable numbers on accounts acquired and revenue delivered.
- Working knowledge of logistics commercials: rate construction, chargeable vs. actual weight, fuel and handling surcharges, ODA, transit-time commitments, SLA and penalty clauses.

• Strong written and verbal communication in English and the regional language of the assigned location; proficiency in MS Excel and PowerPoint; comfort with CRM tools.
- Own two-wheeler/four-wheeler with a valid driving licence and willingness to travel extensively within the territory.

Preferred

- Exposure to one or more of CriticaLog’s core verticals — pharmaceuticals and healthcare, medical devices, electronics and digital goods, BFSI, gems and jewellery, luxury, automotive, engineering or energy.
- Experience selling time-definite, temperature-controlled, high-value or security-sensitive shipments.
- Experience handling RFPs and enterprise tenders, and selling into procurement or supply chain functions of large organisations.
- An existing, transferable corporate customer network in the assigned city or region.

SKILLS & COMPETENCIES Functional Behavioural Consultative and solution selling Pricing, costing and margin awareness Negotiation and contract closure

Key account and relationship management Funnel management and sales forecasting Market and competition mapping Hunter mindset, personal drive and resilience Ownership and accountability for numbers Structured thinking and disciplined follow-through Customer-first orientation, especially in escalations Cross-functional collaboration with Ops and Finance Integrity in commitments made to customers

📌 Manager/ Senior Manager- BD/Sales-B For Multiple locations (Bengaluru)
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