GM Cargo Sales

Ship Global; New Delhi; On-site; INR 3,800,000 - 6,800,000; Full time

Job summary

Ship Global is seeking a dynamic Cargo Sales Leader in India to architect and drive the Cargo Sales Engine across key export sectors. You will identify target industries, build a high-volume pipeline, and close substantial international cargo deals with large exporters, manufacturers and ecommerce players.

You will lead and mentor a high-performing sales team, define territories, set targets, and collaborate with operations, pricing, finance and customer success to ensure profitability and

Qualifications

• 12 to15+ years of experience in B2B sales, preferably in international cargo or cross-border logistics.
• Proven ability to acquire large enterprise/customers and manage high-value contracts.
• Experience leading a sales team and driving revenue growth across multiple sectors.

Responsibilities

• Build and execute the cargo sales strategy for ShipGlobal India's cargo business.
• Acquire high-value customers and close substantial international contracts.
• Develop strategic accounts and increase wallet share.
• Build market intelligence on India's export ecosystem and growth corridors.
• Lead and mentor a high-performing cargo sales team with defined territories and targets.
• Collaborate cross-functionally with operations, pricing, finance and customer success.
• Own revenue targets, forecast accuracy and pipeline visibility.

Skills

Enterprise Sales

B2B Sales

New Customer Acquisition

Consultative Selling

International Logistics

Key Account Management

Strategic BD

CXO Relationships

Commercial Negotiation

Pipeline Management

Sales Forecasting

Team Leadership

Market Mapping

Hunter Mentality

Job description

Key Responsibilities

1. Build the Cargo Sales Engine

• Develop and execute the sales strategy for Shipglobal Indias Cargo business.
• Identify target industries, customer segments and geographies with significant international shipping requirements.
• Build a robust pipeline of high-volume cargo customers across sectors.
• Develop account acquisition strategies for large exporters, manufacturers, e-commerce businesses, distributors, traders and other businesses with recurring international cargo requirements.
• Establish sales targets, KPIs, territory plans and revenue objectives for the Cargo Sales team.

2. Acquire High-Value Customers

• Independently identify and approach large potential customers with substantial cargo volumes.
• Build relationships with founders, promoters, CXOs, Supply Chain Heads, Logistics Heads, Procurement Heads and other key decision-makers.
• Understand customer cargo profiles, lanes, volumes, service requirements and pain points.
• Develop compelling commercial propositions using Shipglobals international shipping and logistics capabilities.
• Lead negotiations and close large-value customer contracts.
• Drive the complete sales cycle from lead generation qualification proposal negotiation closure onboarding revenue realization.

3. Develop Strategic Accounts

• Build and maintain long-term relationships with high-value cargo customers.
• Identify opportunities to increase wallet share within existing accounts.
• Develop key-account plans for strategic customers.
• Work closely with customers to understand changing shipping volumes, international expansion plans and logistics requirements.
• Ensure high customer retention and recurring cargo volumes.

4. Build Market Intelligence

• Develop a strong understanding of Indias export ecosystem and international cargo market.
• Identify industries and companies generating significant outbound cargo volumes.
• Track emerging export sectors, high-growth businesses and companies expanding internationally.
• Map competitors, pricing, service propositions and market opportunities.
• Develop actionable intelligence on key cargo corridors and international destinations.

5. Sales Team Leadership

• Build, mentor and lead a high-performing Cargo Sales team.
• Define territories, account ownership and sales targets.
• Establish a disciplined sales pipeline and review mechanism.
• Coach the team on prospecting, consultative selling, negotiation and closing.
• Create a culture of aggressive but sustainable customer acquisition.

6. Cross-Functional Business Development

Work closely with:

• Operations and fulfilment teams to ensure service readiness.
• Pricing/commercial teams to develop competitive customer propositions.
• Finance to ensure commercial viability and credit discipline.
• Customer Success teams to ensure smooth onboarding and retention.
• Leadership to develop new cargo products, lanes and customer propositions.

7. Revenue & Commercial Ownership

• Own Cargo Sales revenue and new-business acquisition targets.
• Develop annual and quarterly sales plans.
• Maintain accurate sales forecasts and pipeline visibility.
• Monitor customer acquisition cost, revenue per account, cargo volumes, conversion rates and account profitability.
• Ensure that business acquired is commercially viable and aligned with Shipglobals service capabilities.

Ideal Candidate Profile

The ideal candidate should be a proven B2B sales hunter who has personally built large customer relationships and closed significant-value logistics/cargo deals.

Experience

• 12 to15+ years of experience in B2B sales, preferably in:
• International cargo
• Freight forwarding
• Express logistics
• Cross-border logistics
• Air cargo
• Shipping / logistics
• E-commerce logistics
• Supply-chain solutions
• Demonstrated experience in acquiring large enterprise / high-volume customers.
• Experience managing and growing a sales team is preferred.

Strong Preference

Candidates who have direct sales experience with cargo-generating customers rather than primarily selling services to freight forwarders, agents or intermediaries will be preferred.

Experience selling to:

• Manufacturers
• Exporters
• E-commerce companies
• D2C brands
• Pharmaceutical / healthcare companies
• Auto & engineering companies
• Electronics companies
• Garment / textile exporters
• Jewellery businesses
• Traders and distributors
• Other businesses with significant recurring international cargo

will be particularly relevant.

Core Competencies

• Enterprise / B2B Sales
• New Customer Acquisition
• Consultative Selling
• International Logistics / Cargo
• Key Account Management
• Strategic Business Development
• CXO Relationship Management
• Commercial Negotiation
• Pipeline Management
• Sales Forecasting
• Team Leadership
• Revenue Ownership
• Market Mapping
• Hunter Mentality

Success Measures / KPIs

Success in this role will primarily be measured through:

• New cargo customers acquired
• Annualised revenue generated from new customers
• Cargo volume acquired
• Gross margin contribution
• Pipeline value and conversion
• Average customer acquisition value
• Customer retention
• Revenue growth from strategic accounts
• Sales team productivity
• New market / industry penetration