Business Development Manager - (FTL Logistics Sales)

Kwick Living; Mumbai; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

BECO is seeking a driven Business Development Manager to grow our FTL logistics sales. The role will own the full sales cycle from prospecting and pitching to pricing, closure and account growth across manufacturing, FMCG, retail, e-commerce and D2C.

You will collaborate with operations to ensure timely delivery and client satisfaction, and build a strong sales pipeline through various channels. The ideal candidate has 3–8 years of B2B logistics sales experience, a strong track record in closing

Qualifications

• Graduate in any discipline; MBA in Sales, Marketing, Logistics or Supply Chain preferred.
• 3–8 years of experience in B2B sales or business development in logistics, transportation or supply chain, with a strong focus on FTL.
• Proven track record of acquiring clients, closing deals and achieving revenue targets.

Responsibilities

• Acquire new shipper clients and build long-term accounts across manufacturing, FMCG, retail, e-commerce and D2C.
• Own complete sales cycle from prospecting to pricing, closure and account growth.
• Coordinate with operations to ensure on-time delivery and service quality.
• Build and manage sales pipeline through outbound outreach, referrals, and events.
• Develop pricing and negotiations with clients; maintain margins.

Skills

Communication

Negotiation

Sales Strategy

Education

MBA in Sales/Marketing/Logistics or Supply Chain

Bachelor's degree in any discipline

Tools

CRM tools

MS Excel

PowerPoint

Job description

Business Development Manager - (FTL Logistics Sales)

3- 8

Full-Time

About BECO

BECO is a revolutionary home care brand dedicated to sustainability and eco-friendliness. Our plant-based, bamboo-based products are highly effective and 100% chemical-free, offering environmentally conscious solutions without compromising on quality. As a direct-to-consumer (D2C) brand, we are on a mission to make the world a better place, one home at a time.

Role Overview

We are looking for a driven and target-oriented Business Development Manager to grow our Full Truck Load (FTL) business. The role is to acquire new shipper clients, win recurring freight volumes, and build long-term accounts across manufacturing, FMCG, retail, e-commerce and D2C. The candidate will own the complete sales cycle, from prospecting and pitching to pricing, closure and account growth, working closely with the operations team to deliver on commitments.

Key Responsibilities

1. New Client Acquisition

• Identify, target and acquire new customers (manufacturers, FMCG and D2C brands, e-commerce and retail companies, traders and 3PLs) that need FTL transportation.
• Build and manage a strong sales pipeline through cold outreach, referrals, networking, industry events and digital channels.
• Engage with logistics, supply chain and procurement heads to understand their lane requirements and pain points.
• Prepare and deliver compelling sales presentations, proposals and tenders responses.

2. Pricing, Quotations & Commercial Negotiations

• Prepare competitive lane-wise quotations in coordination with the pricing and operations teams.
• Negotiate freight rates, contracts, rate cards and payment terms with clients.
• Benchmark market rates across routes and vehicle types to ensure winning yet profitable pricing.
• Protect margins while closing deals, and maintain a healthy balance between volume and profitability.

3. Account Management & Revenue Growth

• Convert one-time and spot customers into contractual, long-term clients.
• Grow share of wallet within existing accounts by cross-selling PTL, express, warehousing or other services where applicable.
• Build strong relationships with key decision-makers and act as the escalation point for client concerns.
• Drive client retention, repeat business and timely payment collections.

4. Operations Coordination & Service Delivery

• Work with the operations and fleet teams to ensure vehicle availability, on-time pickup and delivery, and smooth execution for committed lanes.
• Share forecasts and client requirements with operations for effective capacity planning.
• Monitor service levels (on-time performance, transit time, damage and claims) and resolve issues promptly.
• Support onboarding of new clients, including SOPs, documentation and commercial setup.
• Track industry trends, competitor pricing, new lanes and demand patterns in the FTL market.
• Identify new geographies, industries and lanes for business expansion.
• Maintain CRM records, pipeline status and lane-wise rate and volume data.
• Prepare regular sales reports covering pipeline, revenue, margins and forecasts for leadership.

Required Qualifications & Experience

• Graduate in any discipline; MBA in Sales, Marketing, Logistics or Supply Chain preferred.
• 3–8 years of experience in B2B sales or business development in logistics, transportation or supply chain, with a strong focus on FTL.
• Proven track record of acquiring clients, closing deals and achieving revenue targets.
• Strong understanding of FTL operations, vehicle types, lane pricing, freight costing and transit norms.
• Experience in selling to FMCG, D2C, e-commerce, retail or manufacturing customers preferred.
• Existing network of shippers and logistics decision-makers in the Mumbai and Western India region is an advantage.
• Excellent communication, presentation, negotiation and relationship management skills.
• Good commercial acumen with the ability to balance pricing, margins and volumes.
• Proficiency in CRM tools, MS Excel and PowerPoint.

Key Performance Indicators (KPIs)

• New client acquisition (number of clients and lanes onboarded).
• FTL revenue and volume (trips or tonnage) against targets.
• Gross margin per trip and overall profitability.
• Sales pipeline health and conversion ratio.
• Client retention and growth in existing accounts.
• Service quality, including on-time delivery and client satisfaction.