Team Handling : -

34 Members

Department : -Sales & Business Development

Job Overview

We are looking for an experienced and performance-driven Outreach Sales Executive

Team Lead to lead a small outbound sales team and drive B2B customer acquisition for Shipra.

The candidate will be responsible for managing a team of 34 sales executives, handling outbound sales operations, converting marketing-generated and in-house database leads, acquiring new merchants and achieving monthly business targets.

The role requires strong industry knowledge of courier aggregation and e-commerce logistics, excellent sales negotiation capabilities, advanced Excel skills and the ability to manage sales MIS, dashboards and team performance.

The ideal candidate should be capable of managing the complete outreach sales process, from lead generation and qualification to product demonstrations, courier rate negotiations, customer acquisition and first-shipment activation.

Key Roles & Responsibilities

1. Team Management & Sales Leadership

- Lead, manage and mentor a team of 34 Outreach Sales Inside Sales Executives.
- Allocate daily calling targets, lead databases and individual sales responsibilities.
- Monitor team performance, productivity, follow-ups and conversion ratios.
- Conduct daily team huddles and periodic performance reviews.
- Train team members on courier aggregation products, sales pitches, objection handling and negotiation techniques.
- Ensure the team consistently achieves assigned monthly revenue and customer acquisition targets.

2. Outbound Sales & Business Development

- Drive outbound sales activities targeting D2C brands, e-commerce sellers, online retailers, marketplace sellers and high-volume shippers.
- Manage marketing-generated leads, website enquiries and Shipra's in-house customer database.
- Identify recent business opportunities through structured outreach, cold calling, email and follow-up activities.
- Build relationships with founders, business owners, e-commerce heads and logistics decision-makers.
- Develop an effective sales outreach strategy to improve lead engagement and conversion.
- Personally handle high-value prospects and strategic business opportunities.

3. Lead Qualification & Customer Acquisition

- Ensure proper qualification of prospects based on monthly shipment volume, business potential and logistics requirements.
- Understand existing courier partners, current shipping rates, weight slabs, COD/RTO requirements and operational challenges.
- Identify customers who can benefit from Shipra's courier aggregation and shipping automation solutions.




- Maintain a healthy sales pipeline with clear lead stages and follow-up schedules.
- Drive qualified prospects towards product demonstrations and commercial discussions.

4. Product Demonstration & Commercial Negotiation

- Conduct or coordinate product demonstrations of Shipra's courier aggregation panel.
- Present courier aggregation, automated courier allocation, rate comparison, tracking and logistics automation capabilities.
- Understand existing courier rate cards and prepare competitive commercial proposals.
- Lead courier rate discussions and negotiate commercial terms within approved pricing and margin guidelines.
- Handle customer objections related to pricing, courier performance, technology and serviceability.
- Drive prospects towards commercial closure and customer onboarding.

5. Sales Closure & Revenue Growth

- Own team-level customer acquisition and revenue targets.
- Ensure newly acquired customers complete onboarding and initiate their first shipments.
- Monitor customer activation, shipment volumes and initial business performance.
- Identify opportunities to increase shipment volumes from newly onboarded customers.
- Coordinate with Operations, Finance and Customer Support teams to ensure smooth customer onboarding.
- Prepare monthly business forecasts and sales performance updates for management.

6. MIS, Advanced Excel & Sales Dashboard Management

- Strong hands-on knowledge of Advanced Excel, MIS reporting and dashboard creation is mandatory for this position.
- The candidate will be responsible for developing, maintaining and analysing sales performance reports for both individual team members and the overall sales function.

MIS Responsibilities:

- Maintain daily, weekly and monthly sales MIS.
- Prepare team-wise and individual sales performance dashboards.
- Track lead allocation, calling productivity, qualified leads, demos, negotiations and conversions.
- Monitor marketing-source-wise lead quality and conversion ratios.
- Track customer acquisition, active customers, first-shipment activation and revenue generated.
- Monitor sales pipeline ageing, pending follow-ups and lost opportunities.
- Identify performance gaps and share actionable insights with management.
- Maintain accurate CRM data and ensure timely reporting.

Mandatory Advanced Excel Skills:

- VLOOKUP XLOOKUP




- INDEX + MATCH
- SUMIF SUMIFS
- COUNTIF COUNTIFS
- IF IFS IFERROR
- SUMPRODUCT
- Pivot Tables and Pivot Charts
- Conditional Formatting
- Data Validation
- Text and Date Functions
- Dynamic Sales Dashboards
- Data Cleaning and Data Consolidation

Dashboard Development Requirements: The candidate should be capable of creating and maintaining:

1. Daily Sales Performance Dashboard.
2. Team Member-wise Productivity Dashboard.
3. Lead Source-wise Conversion Dashboard.
4. Sales Funnel & Pipeline Dashboard.
5. Demo Scheduling & Conversion Dashboard.
6. Courier Rate Negotiation Pipeline.
7. Customer Acquisition & Activation Dashboard.
8. Monthly Revenue & Target Achievement Dashboard.

Mandatory Experience & Candidate Profile

- Minimum 3-4 years of relevant professional experience in Sales Business Development.
- Prior experience in Courier Aggregation, Logistics, Courier Services or Ecommerce Shipping industry is mandatory.
- At least 1-2 years of experience in managing or mentoring a small sales team will be preferred; demonstrated ability to handle 3-4 team members is essential.
- Strong hands-on experience in Advanced Excel, MIS reporting and dashboard management is mandatory.
- Proven experience in B2B sales, outbound sales and merchant acquisition.
- Strong understanding of courier aggregation business models, shipping operations and courier pricing.
- Experience in conducting product demonstrations, rate negotiations and closing business deals.
- Ability to analyse sales performance and drive data-based decisions.
- Strong communication, leadership, negotiation and problem-solving skills.
- Working knowledge of CRM and sales reporting tools.

Educational Qualification

- Graduate in any discipline.
- MBA in Sales Marketing will be an added advantage.
- Candidates with relevant logistics industry experience and proven sales performance will be preferred.

Compensation & Benefits

- Performance-based incentives as per company policy.
- Leadership exposure and career growth opportunities.
- Opportunity to work with a growing e-commerce logistics technology platform.

Reporting To: Sales Manager Business Head Key Skills : -

Courier Aggregation, Logistics Sales, B2B Sales, Team Handling, Advanced Excel, MIS Reporting, Sales Dashboard, Business Development, Lead Generation, Outbound Sales, Merchant Acquisition, Courier Pricing, Rate Negotiation, Customer Acquisition, Sales Management, Pivot Table, VLOOKUP, XLOOKUP, SUMIFS, COUNTIFS, CRM

Mark these three as must-have skills:

1. Courier Aggregation Logistics Sales
2. Advanced Excel & MIS Reporting
3. Team Management

📌 Outreach Sales Executive - Team Lead (Gurugram)
🏢 Trikaya
📍 Gurugram