Key Responsibilities

1. Revenue & Target Achievement

- Sales Strategy: Develop and execute regional sales strategies aligned with company growth objectives to achieve annual revenue and gross profit (GP) targets.
- Pipeline Management: Oversee the entire sales funnelfrom prospecting, lead generation, and client meetings to proposal creation, negotiation, and closing.
- Market Expansion: Identify new trade lanes, emerging industry verticals, and untapped geographical territories to expand market share.

2. Team Leadership & Coaching

- Sales Team Management: Mentor, coach, and manage Regional Account Managers and Business Development Executives.
- Performance Monitoring: Set individual and team Key Performance Indicators (KPIs), conduct regular pipeline reviews, and track conversion rates.
- Training & Development: Keep the team updated on market rate trends, Incoterms, and competitive landscape shifts.

3. Key Account Management & Growth

- Strategic Accounts: Directly manage and nurture relationships with enterprise and key target accounts within the region.
- Cross-Selling & Up-Selling: Drive the adoption of integrated supply chain solutions (combining air/ocean forwarding, customs brokerage, and warehousing).
- Client Retention:



Ensure high levels of customer satisfaction and address escalated service or commercial issues proactively.

4. Pricing Strategy & Market Intelligence

- Competitive Pricing: Collaborate closely with the pricing and procurement teams to craft competitive, winning rate proposals and tender bids.
- Market Intelligence: Gather intelligence on competitor strategies, pricing trends, and volume fluctuations across major trade lanes.

Key Skills & Competencies

- Domain Expertise: Deep understanding of the freight forwarding industry, including global logistics operations, carrier relationships, and Incoterms (FOB, CIF, EXW, DDP, etc.).
- Proven Track Record: Demonstrated success in B2B logistics sales, consistently meeting or exceeding revenue targets.
- Leadership Skills: Robust capability to inspire, motivate, and direct a sales team.
- Communication & Negotiation: Excellent presentation, communication, and high-level stakeholder negotiation skills.
- CRM Proficiency: Hands-on experience using CRM software (e.g., Salesforce, HubSpot, or industry-specific tools) to track sales pipelines.

📌 GM - Sales Head (Chennai)
🏢 Strategic Executive Search
📍 Chennai