Head of Sales Department

Job Description

Primary purpose of Job

1. Sales Strategy & Planning

• Develop and execute short-term and long-term sales strategy

• Identify and prioritize high-growth segments:

• Define Go-To-Market (GTM) approach (direct, channel, key accounts)

• Set revenue targets and ensure achievement across regions

• Decide focus areas and avoid low-margin segments

2. Business Development

• Drive acquisition of new clients (corporates, exporters/importers, e-commerce, manufacturing)

• Build and maintain a strong sales pipeline

• Lead large deal negotiations, tenders, and contracts

• Expand into new geographies and sectors

• Improve yield per customer / shipment

3. Revenue & Profitability Management

• Deliver top-line revenue growth and bottom-line profitability

• Monitor:

o Gross margin

o Cost-to-serve

o Pricing discipline

• Ensure “profitable growth”.

• Own forecasting and revenue planning accuracy

4. Key Account Management

• Manage relationships with top clients.

• Drive retention, upselling, and cross-selling

• Ensure high customer satisfaction and service quality

• Resolve critical escalations

5. Sales Operations & Pipeline Management

• Drive structured sales funnel management: Lead -Qualified-Proposal-Closure

• Ensure strong CRM discipline

• Track:

o Conversion ratios

o Sales cycle

o Forecast accuracy

• Identify and fix pipeline bottlenecks

6. Team Leadership & Development

• Lead, mentor, and manage a multi-location sales team

• Define team structure:

o New business

o Key accounts

• Set KPIs and monitor performance

• Conduct regular reviews, coaching, and capability building

• Drive a performance-oriented sales culture

7. Market Intelligence & Competitive Strategy

• Track competitor pricing, offerings, and positioning

• Identify market trends and opportunities

• Provide strategic insights for business decisions

Key Relationships

Internal Operation, Credit Control, Account and finance, Custom Team, HR

External Consigner, Consignee

Credentials

Qualifications /Certifications

Bachelor’s degree in Business / Logistics / Supply Chain (MBA preferred)

15 Years of experience in logistics / supply chain sales

Proven track record of managing large revenue portfolios

Experience handling corporate and key accounts

Strong industry network (Manufacturing, FMCG, Trade, E-commerce)

Knowledge I. Personable & Outgoing: Demonstrates a friendly and extroverted personality, with a

proven ability to manage and maintain relationships with clients, internal

stakeholders, and external partners.

II. Industry Experience: Strong numerical aptitude with hands-on experience in the

transportation services sector, particularly in FTL (Full Truck Load), LTL (Less than Truck

Load), Express, and Sundry business operations.

III. Communication Skills: Excellent verbal and written communication skills in English,

Hindi, and the local language. Must be capable of independently drafting professional

business correspondence.

IV. Market Knowledge: Well-networked with familiarity in local markets, customer

base, associates, and logistics partners.

V. Proactive & Ready: Should be able to “hit the ground running” with minimal ramp-

up time; prior relevant network and industry exposure is highly desirable.

VI. Technical Proficiency: Strong command over MS Office tools—particularly Word,

Excel, and PowerPoint—for reporting, documentation, and presentations.

VII. Energetic & Hardworking: High levels of energy, self-motivation, and a strong work

ethic are essential.

VIII. Business Development Exposure: Prior experience in identifying and developing

new market opportunities will be an added advantage.

Experience Essential 15 + years of experience in logistic industries with FTL/LTL/Express/Sundry business etc or FMCG.