GM - Sales Head

Strategic Executive Search; Chennai, Mumbai; Sur place; INR 900 000 - 1 800 000; Plein temps

Résumé du poste

Strategic Executive Search in Chennai seeks a high-impact Regional Sales Leader for freight forwarding. You will develop regional sales strategies, manage the funnel from prospecting through closing, and drive revenue and gross profit targets.

You will mentor Regional Account Managers and Business Development Executives, monitor KPIs, and expand market share across new trade lanes. Strong knowledge of Incoterms and CRM tools is essential.

Qualifications

• Deep understanding of freight forwarding industry and Incoterms (FOB, CIF, EXW, DDP).
• Proven track record in B2B logistics sales with revenue targets.
• Strong leadership to inspire and direct a sales team.
• Excellent communication and high-level negotiation skills.
• Hands-on CRM experience to track sales pipelines (Salesforce/HubSpot).

Responsabilités

• Develop and execute regional sales strategies to achieve revenue and GP targets.
• Oversee full sales funnel from prospecting to closing and tender bids.
• Identify new trade lanes and untapped territories to expand market share.
• Mentor Regional Account Managers and Business Development Executives; monitor KPIs.
• Directly manage strategic accounts and drive cross-selling/up-selling of integrated logistics solutions.
• Collaborate with pricing and procurement for competitive tender proposals and market pricing.

Connaissances

Freight forwarding

B2B logistics sales

Leadership

Communication & negotiation

CRM proficiency

Outils

Salesforce

HubSpot

Description du poste

Key Responsibilities

1. Revenue & Target Achievement

• Sales Strategy: Develop and execute regional sales strategies aligned with company growth objectives to achieve annual revenue and gross profit (GP) targets.
• Pipeline Management: Oversee the entire sales funnelfrom prospecting, lead generation, and client meetings to proposal creation, negotiation, and closing.
• Market Expansion: Identify new trade lanes, emerging industry verticals, and untapped geographical territories to expand market share.

2. Team Leadership & Coaching

• Sales Team Management: Mentor, coach, and manage Regional Account Managers and Business Development Executives.
• Performance Monitoring: Set individual and team Key Performance Indicators (KPIs), conduct regular pipeline reviews, and track conversion rates.
• Training & Development: Keep the team updated on market rate trends, Incoterms, and competitive landscape shifts.

3. Key Account Management & Growth

• Strategic Accounts: Directly manage and nurture relationships with enterprise and key target accounts within the region.
• Cross-Selling & Up-Selling: Drive the adoption of integrated supply chain solutions (combining air/ocean forwarding, customs brokerage, and warehousing).
• Client Retention: Ensure high levels of customer satisfaction and address escalated service or commercial issues proactively.

4. Pricing Strategy & Market Intelligence

• Competitive Pricing: Collaborate closely with the pricing and procurement teams to craft competitive, winning rate proposals and tender bids.
• Market Intelligence: Gather intelligence on competitor strategies, pricing trends, and volume fluctuations across major trade lanes.

Key Skills & Competencies

• Domain Expertise: Deep understanding of the freight forwarding industry, including global logistics operations, carrier relationships, and Incoterms (FOB, CIF, EXW, DDP, etc.).
• Proven Track Record: Demonstrated success in B2B logistics sales, consistently meeting or exceeding revenue targets.
• Leadership Skills: Strong capability to inspire, motivate, and direct a sales team.
• Communication & Negotiation: Excellent presentation, communication, and high-level stakeholder negotiation skills.
• CRM Proficiency: Hands-on experience using CRM software (e.g., Salesforce, HubSpot, or industry-specific tools) to track sales pipelines.