FCL Sales Head

Sperton Global AS; Navi Mumbai; On-site; INR 5,000,000 - 6,000,000; Full time

Job summary

Sperton Global AS is seeking an experienced Head of FCL Sales & Trade Lane to drive strategy, growth, and market expansion from Mumbai/Gurgaon. You will manage large portfolios, partner with exporters/importers and shipping lines, and lead a high-performance sales team in international freight forwarding.

The ideal candidate has 20+ years in logistics sales, strong knowledge of FCL operations, Incoterms, and global trade lanes, with a proven track record of scaling revenue and leading teams.

Qualifications

• Bachelor’s degree in Business, Logistics, Supply Chain, or related field.

Responsibilities

• Define and execute the overall FCL sales strategy aligned with company growth objectives.
• Drive revenue growth through new business acquisition and expansion of key accounts.
• Identify opportunities across major global trade lanes (US, Europe, Asia, Middle East, etc.).
• Monitor market trends, freight rates, and industry dynamics to maintain competitive positioning.
• Build and maintain strategic relationships with exporters, importers, freight forwarders, and NVOCCs.
• Lead negotiations for major contracts, pricing agreements, and long-term partnerships.
• Oversee key account management to ensure high customer satisfaction and retention.
• Lead, mentor, and develop the FCL sales team to achieve revenue and volume targets.

Skills

FCL sales

Leadership

Negotiations

Education

Bachelor's degree in Business/Logistics/Supply Chain

Job description

Job Title: Head FCL Sales & Trade Lane

Department: Sales & Business Development

Industry: Logistics / Freight Forwarding

Location: Mumbai / Gurgaon

Experience: 20+ years

CTC: ₹50–60 LPA

Job Summary

We are seeking an experienced and strategic FCL Sales Leader to drive business growth and lead the Full Container Load (FCL) sales function. The role will be responsible for defining sales strategy, expanding market share across key trade lanes, managing large customer portfolios, and leading high-performing sales teams. The ideal candidate will have deep expertise in international freight forwarding, strong relationships with exporters/importers and shipping lines, and a proven track record of scaling FCL business.

Key Responsibilities

• Business Strategy & Revenue Growth
• Define and execute the overall FCL sales strategy aligned with company growth objectives.
• Drive revenue growth through new business acquisition and expansion of key accounts.
• Identify and develop opportunities across major global trade lanes (US, Europe, Asia, Middle East, etc.).
• Monitor market trends, freight rates, and industry dynamics to maintain competitive positioning.
• Client & Key Account Management
• Build and maintain strategic relationships with large exporters, importers, freight forwarders, and NVOCCs.
• Lead negotiations for major contracts, pricing agreements, and long-term partnerships.
• Oversee key account management to ensure high customer satisfaction and retention.
• Sales Leadership & Team Management
• Lead, mentor, and develop the FCL sales team to achieve revenue and volume targets.
• Set sales KPIs, performance metrics, and incentive structures.
• Foster a high-performance sales culture focused on growth and client success.
• Pricing & Market Intelligence
• Work closely with pricing and operations teams to develop competitive pricing strategies.
• Provide market intelligence on shipping line rates, space availability, and industry trends.
• Identify opportunities for service innovation and differentiation.
• Operational Alignment
• Collaborate with operations, customer service, and logistics teams to ensure seamless shipment execution.
• Oversee client onboarding and ensure service delivery meets contractual commitments.
• Reporting & Forecasting
• Track and analyze sales performance, pipeline growth, and revenue forecasts.
• Present regular business updates and strategic insights to senior leadership.

Requirements

Bachelor’s degree in Business, Logistics, Supply Chain, or related field.

15+ years of experience in freight forwarding or logistics sales, with strong exposure to FCL business.

Proven track record of managing large FCL volumes and revenue portfolios. Strong network with exporters, importers, shipping lines, and NVOCCs.

Deep understanding of international shipping, Incoterms, and global trade lanes. Demonstrated experience in leading and scaling sales teams.