BUSINESS UNIT: Prozo Logistics Network (PLN)

Position: Vice President & BU Head - D2C Freight

Grade: Vice President / Business Unit Head

Reports To: Founder & CEO (Dr Ashvini Jakhar)

Location: Gurugram, Haryana (Work from Office)

Employment: Full-Time, Permanent

Compensation: Competitive cash + ESOPs (equity ownership)

THE MANDATE

The D2C Freight vertical at Prozo is already at - 100 Cr ARR. The foundation is built and humming - a strong BD engine, a battle-tested tech stack (ProShip PACE), structured KAM, Freight Operations, FinOps, and Analytics teams. This is not a 0-to-1 role. This is not a fix-the-basics role.

This is a 1-to-5 role. Scale the vertical from - 100 Cr to - 500 Cr. Pure scale, pure growth, pure execution.

The VP & BU Head will own the entire D2C Freight P&L - revenue, margins, cost structure, team, and outcomes. Every function within the vertical reports into this role. The Founder and CEO will lead this hiring personally.

ORGANISATION STRUCTURE - WHAT REPORTS INTO THIS ROLE

This is a true BU Head position. The following verticals and teams report directly into this role:

Key Account Management (KAM) + CAM Head

The entire Key Account Management vertical, including the CAM (Corporate Account Management) Head. Responsible for brand-level revenue growth, retention, wallet share expansion, SLA performance, and strategic account planning across 120+ enterprise brands. The KAM team is the revenue engine - this role owns the engine.

FinOps (Financial Operations)

The FinOps vertical handling freight billing, reconciliation, courier remittance tracking, COD settlement, credit note processing, and financial hygiene of the freight book. Responsible for ensuring zero revenue leakage, tight payment cycles, and clean financial reporting for the vertical P&L.

Freight Operations (First Mile + Last Mile)

The Freight Ops team handling all first-mile freight queries (pickup scheduling, pickup SLA, pickup exceptions, courier allocation at origin) and last-mile freight queries (delivery SLA, delivery exceptions, RTO management, re-attempt coordination). This team is the operational backbone of the vertical - every shipment flows through it.

NDR Team (Non-Delivery Report) + NPR Team (Non-Pickup Report)

The dedicated NDR team managing failed delivery attempts - reattempt scheduling, customer contact, RTO prevention, and delivery success rate optimisation. The NPR team managing failed pickup attempts - courier escalation, reschedule coordination, and pickup success rate optimisation. Together, these teams directly impact the two most critical freight metrics: delivery rate and pickup rate.

Analytics & ProShip Administration

The Analytics team handling all aspects of ProShip platform administration, courier allocation engine (PACE) configuration, lane-wise and brand-wise P&L analytics, performance dashboards, and margin reporting. This team provides the data layer that informs every decision in the vertical - allocation rules, courier mix, pricing, and performance interventions.

Supply-Side - Courier Partnerships & Onboarding

All supply-side efforts: managing relationships with 30+ existing courier partners, negotiating rates and SLAs, onboarding new courier partners, evaluating courier performance (delivery %, RTO%, COD remittance cycle, claims settlement), and expanding the courier network into new serviceability zones (SDD, NDD, hyperlocal, air express, heavy & bulky). This is the supply engine that powers the aggregation play.

KEY RESPONSIBILITY AREAS

P&L Ownership & Growth

- Own the full D2C Freight vertical P&L - revenue, gross margin, contribution margin, and EBITDA.

- Drive the growth trajectory from - 100 Cr to - 500 Cr ARR.

- Set quarterly and annual targets, track weekly, and course-correct fast.

- Build the revenue model across existing brand expansion (wallet share), new brand acquisition (BD pipeline), new service lines (SDD/NDD, hyperlocal, heavy & bulky), and new geography penetration.

Demand + Supply - The Aggregation Play

- Build and run the aggregation play - demand side (brands) and supply side (couriers) simultaneously.

- On demand: expand wallet share within existing brands, onboard new brands through the BD engine, and drive adoption of premium services.

- On supply: onboard new courier partners, optimise the courier mix for cost and SLA, negotiate rates aggressively, and build serviceability depth.

- The aggregation flywheel - more brands bring more volume, more volume brings better courier rates, better rates attract more brands - is this role's core strategic lever.

Operational Excellence

- Drive freight performance metrics across the entire book: delivery %, attempt rate, COD performance, RTO%, pickup success rate, NDR resolution rate, NPR resolution rate, first-mile TAT, and last-mile TAT.

- Ensure operational SLAs are met across all courier partners and all brands.

- Build escalation frameworks, incident response protocols, and continuous improvement loops.

- The Freight Ops, NDR, and NPR teams execute daily - this role sets the standard and holds the line.

Strategic Initiatives & Leadership

- Partner with the Founder & CEO on strategic initiatives: new service line launches (same-day delivery, hyperlocal, air express), technology enhancements to ProShip PACE (allocation algorithm improvements, new courier integrations), green channel partnerships (Zepto, Blinkit, Swiggy Instamart), and competitive positioning against Shiprocket, Delhivery, and other freight aggregators.

- Represent the D2C Freight vertical in leadership forums, investor conversations, and client escalations.

Team Building & Culture

- Lead a team of 50+ across KAM, FinOps, Freight Ops, NDR/NPR, Analytics, and Supply.

- Set the performance bar, build a culture of speed, data-driven decision-making, and ownership.

- Recruit and retain top talent.

- Build institutional capability - processes, playbooks, and systems that scale beyond individuals.

- Grow the next layer of leaders within the vertical.

KEY PERFORMANCE INDICATORS

- Revenue growth: - 100 Cr - 500 Cr ARR trajectory (quarterly milestones)

- Gross margin and contribution margin improvement year-over-year

- Freight performance: delivery %, RTO%, pickup success %, COD remittance cycle

- Brand retention rate and wallet share growth within existing accounts

- New brand acquisition (count and revenue contribution)

- Courier partner health: rate competitiveness, SLA compliance, claims settlement TAT

- Team growth, retention, and leadership pipeline development

YOU'RE THE RIGHT FIT IF

This role demands a specific profile. Not everyone who has run a freight vertical qualifies - we are looking for the scale operator:

- You've scaled a vertical from - 100 Cr+ before. Not led one at that size - actually scaled one. You know the difference between running a - 100 Cr business and growing a - 100 Cr business to - 500 Cr. The playbook changes. The bottlenecks shift. You've lived it.

- You live and breathe D2C freight. Same-day, next-day, hyperlocal, surface, express, heavy & bulky - these aren't buzzwords for you, they're your daily reality. You know the economics of every mode, every lane, every courier.

- You've built an aggregation play. Demand side and supply side, together, at the same time. If you've done it, you already know how rare that muscle is. Managing courier partnerships while growing brand accounts requires a fundamentally different operating rhythm than running either side alone.

- You're P&L-native. You don't need a finance team to tell you whether a lane is profitable. You read rate cards, you understand weight-slab economics, you track margin at the shipment level. The P&L is not a report you receive - it's a system you operate.

- You lead from the front. At Prozo's stage, the VP is not a strategy-only role. You are in the trenches - resolving courier escalations, closing enterprise deals, fixing NDR resolution rates, reviewing dashboards at 8 AM, and challenging the team to ship faster. Speed and ownership are non-negotiable.

QUALIFICATIONS & EXPERIENCE

- 12-18 years of experience in logistics, freight aggregation, courier operations, e-commerce logistics, or supply chain - with at least 3-5 years in a P&L ownership / BU head / VP role

- Proven track record of scaling a freight or logistics vertical from - 100 Cr+ ARR (demonstrated growth, not just tenure at scale)

- Deep domain expertise in D2C freight: forward, reverse, surface, express, SDD/NDD, hyperlocal, COD, and prepaid flows

- Experience managing both demand-side (brand/client management) and supply-side (courier partnerships) simultaneously

- Strong commercial acumen - rate card negotiation, lane economics, margin management, and freight P&L construction

- Experience leading cross-functional teams of 30+ across operations, analytics, finance, and account management

- Bachelor's degree required; MBA / PGDM from a premier institution is a strong plus

WORKING AT PROZO - WHAT TO EXPECT

Prozo is a fast-growing, founder-led supply chain company. The culture is built on speed, ownership, and execution. A few things to know upfront:

- Work from Office - Gurugram. This is an in-office role. We believe the best teams are built in person, especially at this stage of growth.

- Work schedule: Monday to Saturday, with alternate Saturdays off (2nd and 4th Saturday). The remaining Saturdays are working days.

- This is not a 10-to-7 job. The vertical operates at speed - courier escalations don't wait, brand SLAs don't pause, and growth targets don't slow down. We expect hustle, intensity, and a bias for action.

- Compensation is competitive on cash, with serious ESOPs. We want a leader who owns the outcome - and participates in the upside.

- You will have direct access to the Founder & CEO. Strategic decisions move fast. Bureaucracy is minimal. If you're used to large-company approval cycles, this will feel refreshingly different.

- The team is already structured and capable. You're not inheriting a mess - you're inheriting a machine that's ready to scale. Your job is to push the throttle.

About Prozo: Prozo is India's integrated supply chain operating system - a technology-led 3PL/4PL platform operating 50+ fulfilment centres across 3M+ sq ft, serving 120+ enterprise brands including Tira (Reliance), Pepe Jeans, Bata, Philips, Daikin, Snitch, bewakoof, and others. Our proprietary technology stack - ProWMS, ProShip, ProOMS, and Control Tower - powers omnichannel fulfilment across D2C, marketplace, quick commerce, and B2B channels.