Role Overview:

The Sales Head SME (India Sales) will own the SME sales strategy and execution across India. This leader will build and scale a high-performing sales organization focused on onboarding SME customers for logistics and supply chain solutions. This role requires strong operational understanding of logistics, proven expertise in B2B sales leadership, and the ability to drive revenue growth in a fast-paced, tech-enabled environment.

Key Responsibilities:

Sales Strategy & Planning:

- Develop and execute the national SME sales strategy aligned with growth objectives.

- Identify high-potential SME sectors, geographical clusters, and emerging opportunities.

- Set annual/quarterly revenue targets, forecast performance, and optimize resource allocation.

Team Leadership & Performance Management:

- Build, mentor, and manage a high-energy SME sales team across regions.

- Define sales processes, pitch frameworks, incentive structures, and performance metrics.

- Drive a culture of accountability, customer focus, and continuous improvement.

Market Development & Customer Acquisition:

- Lead enterprise-level outreach to SMEs requiring logistics, freight forwarding, or supply chain support.

- Develop strong relationships with customers, partners, and industry influencers.

- Ensure consistent pipeline creation through outbound activities, channel partnerships, and digital initiatives.

Collaboration & Cross-Functional Alignment:

- Work closely with operations, product, marketing, and customer success to deliver seamless customer experiences.

- Provide continuous market intelligence to the product team to refine solutions for SME customers.

- Collaborate with marketing for campaigns, events, and brand-building in key SME clusters.

Revenue Management & Growth:

- Own revenue, margin performance, and customer lifetime value (CLV) for SME business.

- Improve conversion rates, customer onboarding, and retention metrics through structured processes.

- Develop scalable models for repeat business and account management.

Process Excellence & Reporting:

- Implement CRM best practices, maintain accurate reporting dashboards, and monitor key KPIs.

- Streamline workflows to improve turnaround times, cost efficiency, and sales productivity.

- Ensure compliance with all organizational policies and regulatory requirements.

Required Qualifications & Skills:

- 8-10+ years of B2B sales experience; at least 5 years in a leadership role.

- Strong understanding of logistics, freight forwarding, supply chain, or tech-enabled logistics solutions.

- Proven track record in scaling SME/SMB sales across multiple states or regions.

- Excellent negotiation, communication, and stakeholder management skills.

- Ability to work in a fast-paced startup/scale-up environment.

- Data-driven, strategic thinker with strong P&L ownership experience.

- Proficiency in CRM tools and modern sales systems.

Key Performance Indicators (KPIs):

- SME revenue growth (monthly, quarterly, annual).

- New customer acquisition and conversion rates.

- Regional market penetration and pipeline velocity.

- Customer retention and repeat business.

- Team productivity metrics and quota attainment.

- Gross margin and profitability of SME business segment.