New Sales Development (B2B) - Surat - Manager

Delhivery; Surat; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Delhivery is seeking a Manager for Cross-Border Air Express to lead sales growth in Surat and oversee key accounts in the international shipping space. The role demands strategy, customer acquisition, and strong collaboration with Operations and Finance to ensure service excellence.

The candidate will own the sales pipeline, mentor the team, and drive revenue growth across e-commerce, SMEs, and exporters/importers.

Qualifications

• Strong B2B sales, business development, negotiation, and stakeholder management skills.

Responsibilities

• Own and drive sales and revenue growth for the Cross-Border Air Express business within the assigned territory.
• Develop and execute territory-level sales strategies to achieve monthly, quarterly, and annual volume and revenue targets.
• Identify and acquire new customers across e-commerce, SMEs, exporters/importers, and enterprise segments.
• Build and manage a strong sales pipeline through market mapping, field visits, referrals, cold calling, partnerships, and other business development channels.
• Drive account expansion and revenue growth within existing customer portfolios through cross‑selling and upselling.
• Manage and nurture relationships with key customers, understanding their international shipping requirements and offering appropriate solutions.
• Lead commercial discussions and negotiate rates/contracts within approved pricing and commercial guidelines.
• Monitor market trends, competitor pricing, customer movements, and industry developments to identify new business opportunities.
• Work closely with Operations, Customer Service, Pricing, Finance, and other internal teams to ensure smooth customer onboarding and service delivery.
• Take ownership of customer escalations related to pricing, billing, documentation, transit/service issues, and coordinate timely resolution.
• Track sales performance, pipeline health, customer acquisition, conversion, revenue, and shipment volumes through CRM/MIS.
• Conduct regular business reviews with key customers and identify opportunities to improve retention and wallet share.
• Drive market expansion by identifying new industries, customer segments, and potential business clusters within the territory.
• Mentor and guide sales team members, monitor individual performance, and support the team in achieving business targets.
• Review team pipeline and performance regularly and provide coaching to improve productivity, conversion, and revenue contribution.
• Ensure adherence to defined sales processes, commercial policies, CRM hygiene, and reporting requirements.

Skills

B2B sales

territory ownership

stakeholder management

frontline/field sales

negotiation

sales pipeline management

team leadership

customer acquisition

analytical skills

MS Office / CRM tools

Education

Any Graduate

Tools

MS Office

CRM tools

Job description

Team - Cross Border Air Express (B2B New Sales Development)

Location - Surat

Designation - Manager

About the Role:
We are looking for an experienced Manager Cross-Border Air Express to drive business growth and revenue across the international air express segment. The role will be responsible for developing and executing sales strategies, acquiring new customers, expanding existing accounts, and managing the overall sales pipeline for e-commerce merchants, SMEs, and enterprise exporters/importers.

The role will involve strong ownership of the assigned territory, revenue and volume targets, key customer relationships, and coordination with internal teams to ensure seamless service delivery and sustained business growth.

What Youll Do:

• Own and drive sales and revenue growth for the Cross-Border Air Express business within the assigned territory.
• Develop and execute territory-level sales strategies to achieve monthly, quarterly, and annual volume and revenue targets.
• Identify and acquire new customers across e-commerce, SMEs, exporters/importers, and enterprise segments.
• Build and manage a strong sales pipeline through market mapping, field visits, referrals, cold calling, partnerships, and other business development channels.
• Drive account expansion and revenue growth within existing customer portfolios through cross‑selling and upselling.
• Manage and nurture relationships with key customers, understanding their international shipping requirements and offering appropriate solutions.
• Lead commercial discussions and negotiate rates/contracts within approved pricing and commercial guidelines.
• Monitor market trends, competitor pricing, customer movements, and industry developments to identify new business opportunities.
• Work closely with Operations, Customer Service, Pricing, Finance, and other internal teams to ensure smooth customer onboarding and service delivery.
• Take ownership of customer escalations related to pricing, billing, documentation, transit/service issues, and coordinate timely resolution.
• Track sales performance, pipeline health, customer acquisition, conversion, revenue, and shipment volumes through CRM/MIS.
• Conduct regular business reviews with key customers and identify opportunities to improve retention and wallet share.
• Drive market expansion by identifying new industries, customer segments, and potential business clusters within the territory.
• Mentor and guide sales team members, monitor individual performance, and support the team in achieving business targets.
• Review team pipeline and performance regularly and provide coaching to improve productivity, conversion, and revenue contribution.
• Ensure adherence to defined sales processes, commercial policies, CRM hygiene, and reporting requirements.

Required Skills:

• Strong B2B sales, business development, negotiation, and stakeholder management skills.
• Proven experience in frontline/field sales and territory/business ownership, preferably in logistics, courier, freight forwarding, international shipping, or export‑import.
• Strong understanding of customer acquisition, account management, revenue growth, and sales pipeline management.
• Basic understanding of international shipping, customs, export‑import documentation, and cross‑border logistics is preferred.
• Strong commercial acumen with the ability to negotiate and close high‑value business opportunities.
• Ability to lead, coach, and manage sales team members.
• Strong analytical and problem‑solving skills with a target‑driven approach.
• Proficiency in MS Office and CRM/sales management tools.
• Willingness to travel extensively within the assigned territory.

Eligibility:

• Experience: 612 years of experience in frontline/field sales, business development, or territory sales, preferably in logistics, courier, freight forwarding, export‑import, or related industries.
• Education: Any Graduate.
• People Management: Prior experience managing/mentoring a sales team is preferred.
• Mobility: Two/4‑wheeler with a valid driving license preferred, as this is a field‑intensive role.