Head of Sales – India

Location: Mumbai | Managing Sales Teams Across India

Industry: International Freight Forwarding & Logistics

About the Opportunity

A globally active international freight forwarding and logistics organization with an ambitious growth agenda is looking to appoint an experienced, entrepreneurial and results-driven Head of Sales – India to lead its commercial strategy and accelerate business growth across multiple locations.

Based in Mumbai, the role will lead and develop sales teams across India, strengthen the organization's market presence, expand the customer portfolio and build a high-performance, customer-focused sales culture.

Your Impact

As Head of Sales – India, you will be responsible for developing and executing the national sales strategy, driving revenue and gross profit growth, strengthening strategic customer relationships and leading geographically dispersed sales teams.

The role will work closely with Operations, Product, Pricing, Finance and Global Leadership to deliver sustainable and profitable growth across Ocean Freight, Air Freight, Project Cargo, Contract Logistics and Multimodal Transportation.

Key Responsibilities

Commercial Strategy & Business Development

- Develop and execute the national sales strategy aligned with business growth objectives.
- Identify new business opportunities, market expansion opportunities and emerging customer segments.
- Drive customer acquisition, revenue growth and market share across products and services.
- Build and manage a strong sales pipeline and ensure achievement of agreed sales targets.
- Monitor market trends, competitor activity and customer requirements to identify growth opportunities.




- Represent the organization at industry events, customer meetings and relevant networking forums.

Sales Leadership & Team Management

- Lead, coach and develop sales teams across multiple offices and regions in India.
- Establish clear sales objectives, KPIs and performance expectations.
- Build a high-performance, customer-centric and accountable sales culture.
- Drive talent development, succession planning and employee engagement within the sales organization.
- Conduct regular performance reviews and support continuous learning and capability development.

Key Account Management

- Develop strong relationships with strategic customers and senior decision-makers.
- Support the sales team in securing, developing and expanding major accounts.
- Act as an executive escalation point for critical customer and commercial matters.
- Drive customer retention, account penetration and long-term relationship development.

Sales Performance & Commercial Management

- Monitor sales performance, pipeline health and forecasting accuracy.
- Drive revenue, gross profit and commercial discipline across the sales organization.
- Ensure CRM accuracy, sales reporting and adherence to commercial processes.
- Work closely with Operations and Finance to ensure profitable and sustainable business growth.
- Analyse sales performance and take corrective actions where required.





Key Success Measures

Success in the role will be measured through:

- Revenue and gross profit growth.
- Achievement of national sales targets.
- Recent customer acquisition and strategic account development.
- Customer retention and relationship strength.
- Sales team performance, productivity and engagement.
- Pipeline quality and conversion.
- Forecast accuracy and commercial discipline.

What You Bring

- Bachelor's degree in Business, Logistics, Supply Chain or a related discipline.
- MBA or equivalent commercial qualification would be an advantage.
- 10+ years of experience in freight forwarding or logistics sales.
- Proven experience leading sales teams across multiple locations.
- Strong understanding of Ocean Freight, Air Freight and integrated logistics solutions.
- Established network within the Indian freight forwarding and logistics market.
- Strong understanding of international trade, Incoterms, transportation and supply chain solutions.
- Demonstrated track record of delivering ambitious sales and profitability targets.
- Strong leadership, coaching, negotiation and stakeholder management capabilities.
- Strategic and analytical approach to sales and business development.
- Experience with CRM systems, sales analytics, forecasting and commercial performance management.

Key Leadership Attributes

The ideal candidate will be:

- Entrepreneurial and growth-oriented
- Strongly customer-focused
- Commercially driven
- Hands-on in sales leadership
- Strategic yet execution-focused
- Strong in team building and talent development
- Comfortable working in a fast-paced, multi-location environment

📌 Head of Sales – India (Mumbai)
🏢 Atlantic Forwarding Shared Services Centre
📍 Mumbai