Area Sales Manager

ATC Logistical Solutions; Chennai District; Hybrid; INR 3,500,000 - 7,000,000; Full time

Job summary

ATC Logistical Solutions is seeking a Strategic Sales Planning leader to set the annual National Go-To-Market strategy encompassing FTL, PTL and Express services, aligned to the company’s strategic plan and market realities.

You will oversee the complete sales funnel from prospecting to closure, implement incentive models, and drive revenue, margin and collection targets while benchmarking against competitors.

Responsibilities

• Set annual National Go-To-Market strategy for FTL, PTL and Express services.
• Conduct competitor benchmarking and refine service & pricing propositions.
• Define vertical-wise and portfolio-wise targets.
• Oversee full sales funnel from prospecting to closure and collections.
• Implement incentive models based on lead generation, upselling, and KPIs.
• Lead a geographically dispersed sales team and recruit/coach.
• Partner with HR to roll out structured training programs and performance reviews.
• Build indirect channel networks with regional transporters and franchisees.
• Collaborate with Operations, IT, Marketing and Product for delivery reliability and campaigns.
• Prepare monthly and quarterly reviews with dashboards on sales, market share, pipeline, collections and service performance.
• Analyze data, propose remedies and course corrections.
• Budget national sales budget; manage travel, events and incentive payouts.
• Represent ATC at industry forums and buyer conferences.

Job description

Strategic Sales Planning

Set the annual National Go-To-Market strategy encompassing FTL, PTL, Express services aligned to ATCs strategic plan.

Conduct competitor benchmarking (Safexpress, Gati, Rivigo VRL, V-Xpress, TCI xpress, etc.) and continuously refine service & pricing propositions. Define vertical-wise and portfolio-wise targets: e.g. FMCG, Auto, Pharma, Manufacturing.

Revenue & Profit Growth

Achieve stretch targets for sales, revenue, margin, collection ratios, and service upsell across multiples services.

Oversee full sales funnel: prospecting - pitch negotiation - closure - collections.

Implement incentive models based on lead generation, upselling, and client satisfaction KPIs.

Team Leadership & Capability Building

Lead a geographically dispersed sales team—including Area Sales Manager, Key Account Managers, Business Development Team etc.

Recruit team, mentor, and coach; drive performance via KRAs, Scorecards, and CRM discipline.

Partner with HR to roll out structured training programs and continuous performance reviews.

Key Account & Channel Management

Build and scale indirect channel networks— regional transporters, franchisees, aggregators—structuring revenue-sharing and SLA-driven models.

Ensure exceptional customer experience and senior stakeholder engagement for retention and growth.

Cross-functional Collaboration

Work closely with operations/logistics and IT Team to ensure delivery reliability, trackability, and cost-to-serve efficiency.

Liaise with Marketing and Product functions for branding, digital campaigns, trade shows, quoting tools, and new service launches.

Reporting & Analytics

Prepare monthly and quarterly business reviews with dashboards on sales, market share, pipeline, collections, and service performance.

Analyse data (industry trends, competitive pricing), propose remedies and course corrections.

Budgeting & Cost Control

Draft, manage, and optimize a national sales budget— travel, events, and incentive payouts etc.

Review ROI on sales programs and promotional spends.

Thought Leadership & External Representation

Represent ATC at industry forums - Logistics EXPO, and strategic buyer conferences.Role & responsibilities