Pepcart is India's largest big-box logistics operation built over a decade to move furniture and large-format goods with precision, at scale, across 26 cities and serviceable to 300+ cities nationwide. Unlike standard parcel logistics, big-box is a specialised capability: it demands different infrastructure, different handling protocols, and a fundamentally different operational mindset.

For years, this infrastructure has powered Pepperfry exclusively. We are now opening it to external clients retailers, D2C brands, e-commerce players, and enterprises that need reliable, tech-enabled, large-format logistics without building the capability themselves. This is a new business line, and we are building it from scratch.

ROLE OVERVIEW

This is a high-ownership mandate. You will report into Head of Operations and operate with significant autonomy. You are not stepping into a defined sales territory you are creating one. From market mapping and GTM strategy through pipeline development, solution design, commercial negotiation, and contract closure, this role owns the full arc of new business.

A strong backend operations and implementation team will manage delivery once deals are closed. Your focus is singular: bring in the right clients, on the right commercial terms, and set the business up for compounding growth.

KEY RESPONSIBILITIES

1. Strategy & Market Development

- Define Pepcart's go-to-market strategy for third-party logistics target segments, geographies, pricing architecture, and competitive positioning.

- Identify and prioritise verticals where Pepcart's big-box capability creates the strongest defensible advantage retail chains, D2C, e-commerce, FMCD, fitness, lifestyle, and beyond.

- Map the competitive landscape: understand where Pepcart wins, where it doesn't, and what product or pricing inputs are needed to sharpen the proposition.

- Build the Business Development Infrastructure - Build, standardize, and scale BD outreach frameworks, pitch narratives, proposal templates, and commercial models that can be systematized over time to drive repeatable revenue growth.

- Provide strategic inputs to leadership on market sizing, revenue potential, and investment priorities for the business line.

2. Business Development & Sales Execution

- Own the complete sales cycle from initial prospecting and discovery through solution design, commercial negotiation, legal review, and contract closure.

- Build and manage a robust, well-qualified pipeline across enterprise and mid-market accounts; maintain visibility and rigour at every stage.

- Lead client conversations at the senior level VP, CXO, and supply chain leadership with the credibility and depth that a director-level engagement demands.

- Develop tailored value propositions for each client segment; demonstrate clear ROI and operational benefits of partnering with Pepcart.

- Drive RFQ and RFP responses with commercial discipline, speed, and accuracy.

- Represent Pepcart at industry events, trade associations, and logistics forums to build brand visibility and sourcing relationships.

3. Commercial & Solution Design

- Work closely with the Operations and Pricing teams to structure solutions that are both commercially attractive to clients and operationally deliverable.

- Build business cases and financial models to support deal approval; ensure margin discipline across the portfolio.

- Negotiate contract terms that protect Pepcart's interests while building long-term client confidence.

- Identify upsell and cross-sell opportunities within accounts from city expansion to additional service lines.

4. Client Relationships & Account Health

- Establish and maintain deep, multi-threaded relationships at client organisations not just at point of sale, but through the lifecycle of the engagement.

- Act as the senior escalation point for strategic clients; work with the implementation and ops teams to ensure commitments are met.

- Drive contract renewals and expansions; turn initial mandates into long-term, growing accounts.

- Collect and synthesise client feedback to inform product, pricing, and operational improvements.

5. Internal Leadership & Stakeholder Management

- Serve as the internal advocate for the external BD function communicating pipeline status, deal economics, and market insights to senior leadership regularly.

- Collaborate with Product, Tech, and Operations to influence Pepcart's roadmap based on market demand and client requirements.

- As the business scales, potentially build and lead a small BD team hiring, coaching, and setting standards.

- Maintain CRM discipline and reporting hygiene; provide accurate forecasts that leadership can plan against.

IDEAL CANDIDATE PROFILE

Must-Have

- MBA / Postgraduate with 8-12 years of experience in logistics, supply chain with a strong and demonstrable track record in business development or enterprise sales [Tier 1 college preferred].

- Prior experience selling logistics solutions (3PL, last-mile, warehousing, or freight) to external clients is strongly preferred.

- Proven ability to build a pipeline from scratch and close complex, multi-stakeholder deals.

- Strong commercial acumen comfortable pricing solutions, reading a P&L, and negotiating contracts.

- Excellent communication and presence; credible in a room with senior client decision-makers.

- Strong negotiator who builds long-term vendor partnerships, not transactional relationships.

- Comfortable with ambiguity and able to build structure in a fast-growing environment.

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