Head - Sales - Sea/Air & Multimodal - Freight Forwarding

Job Summary:

The Sales Head will be responsible for driving revenue growth across Sea Freight, Air Freight, Customs Clearance, Project Logistics, and Supply Chain solutions. The role requires building a high-performing sales team, acquiring strategic accounts, developing sales strategies, and achieving business growth targets while maintaining profitability.

Key Responsibilities:

Business Development:

- Develop and execute annual sales strategy.

- Identify new business opportunities across imports and exports.

- Generate business from manufacturers, importers, exporters, EPC companies, automotive, engineering, pharma, defence, chemicals, and project cargo.

- Develop Key Account Management strategies.

Sales Management:

- Achieve monthly, quarterly and annual sales targets.

- Build a healthy sales pipeline.

- Track conversion ratio and sales productivity.

- Lead contract negotiations and commercial discussions.

Team Leadership:

- Recruit, train and mentor sales executives.

- Conduct weekly sales reviews.

- Monitor KPIs and individual performance.

- Build a performance-driven sales culture.

Customer Relationship:

- Develop relationships with CXOs, procurement teams and logistics managers.

- Ensure customer retention and growth.

- Resolve major customer escalations.

Coordination:

- Work closely with Operations, Pricing, Customer Service, Finance, and Customs Team to ensure seamless service delivery.

Market Intelligence:

- Monitor competitor pricing.

- Study market trends.

- Identify emerging trade lanes.

- Recommend new logistics products.

KPIs:

- Revenue Growth

- Gross Profit

- New Customer Acquisition

- Customer Retention

- Sales Pipeline

- Team Productivity

- Conversion Ratio

- Collection Efficiency

Qualifications:

- Graduate (MBA preferred)

- 8-15 years in Freight Forwarding Sales

- Strong knowledge of Sea Freight, Air Freight and Customs

- Experience leading sales teams

- Strong negotiation and presentation skills

- Excellent communication skills