Role Overview:

The Head of Corporate & Institutional Warehousing Alliances will be responsible for driving strategic business growth by securing large-scale warehousing and fulfillment partnerships with major corporate clients, e-commerce giants, FMCG brands, manufacturing entities, and institutional bodies.

This leadership role requires a high-performing professional with a deep network in enterprise supply chains, a proven track record of B2B solution-selling, and the ability to structure complex, long-term commercial contracts.

Key Responsibilities:

1. Strategic Business Development & Revenue Growth:

- Formulate and execute a comprehensive sales strategy targeting Fortune 500 companies, large enterprises, and institutional clients for multi-location warehousing requirements.

- Identify, pitch, and close high-value warehousing tie-ups, 3PL/4PL solutions, and fulfillment center partnerships.

- Own the revenue pipeline from lead generation and initial RFPs to final contract negotiation and onboarding.

2. Corporate & Institutional Client Acquisition:

- Leverage existing networks and build new relationships with Supply Chain Heads, Chief Logistics Officers, and Procurement Directors across target industries (e-commerce, retail, FMCG, pharma, automotive, etc.).

- Design tailored warehousing solutions (Built-to-Suit, Multi-user/Ambient, Cold Storage, or Dark Stores) that align with corporate clients' supply chain dynamics.

- Lead high-stakes presentations and commercial negotiations to secure multi-year commitment contracts.

3. Alliance Management & Structuring:

- Collaborate with legal and finance teams to draft, review, and finalize Master Service Agreements (MSAs), Service Level Agreements (SLAs), and complex commercial pricing models.

- Ensure structural profitability of contracts by balancing competitive corporate pricing with internal yield management and operational margins.

- Act as the executive sponsor for key corporate accounts, ensuring long-term relationship retention and account mining (upselling/cross-selling).

4. Cross-Functional Collaboration:

- Work closely with the Operations and Engineering teams to ensure the warehousing infrastructure meets specific technical and compliance requirements of institutional clients.

- Provide market intelligence and client feedback to the product/tech teams to improve warehouse management systems (WMS) and tech-enabled tracking tools.