Regional Head Sales

ATA Freight; Mumbai; Hybride; INR 2 200 000 - 4 000 000; Plein temps

Résumé du poste

ATA Freight is seeking a Regional Head Sales in Mumbai to lead a team of Business Development Managers and Sales Executives. The role focuses on developing regional sales strategies, acquiring new business, and managing key customer relationships to achieve revenue targets and profitability.

You will drive market expansion, coordinate with internal teams, and build a high-performing sales culture aligned with company objectives.

Qualifications

• 15+ years of experience in Sales/Business Development within Freight Forwarding, Logistics, Supply Chain, or 3PL.
• Minimum 6 years of experience managing regional sales teams.
• Proven track record of achieving sales targets and driving business growth.

Responsabilités

• Develop and implement regional sales strategies to achieve revenue, profitability, and market share objectives.
• Prepare annual, quarterly, and monthly sales plans in line with organizational goals.
• Drive new customer acquisition and identify opportunities for business expansion within the region.
• Explore new markets, industry segments, and business opportunities to strengthen the company's presence.
• Ensure regional sales targets and gross profit targets are consistently achieved.
• Lead, mentor, and motivate teams to achieve targets.
• Allocate sales territories, monitor performance, and conduct regular performance reviews.
• Provide coaching during customer meetings, negotiations, and strategic account development.
• Build a performance-oriented and customer-focused sales culture within the region.
• Develop and maintain strong relationships with key customers and strategic accounts.
• Participate in negotiations for high-value opportunities and major customer contracts.
• Ensure smooth onboarding of new customers by coordinating with Operations, Customer Service, Pricing, and other internal teams.
• Drive customer retention, cross-selling, and upselling opportunities across logistics and supply chain services.
• Monitor sales pipelines, forecasts, and conversion ratios across the region.
• Review and approve quotations, RFQs, tenders, and commercial proposals.
• Analyze market trends, competitor activities, and customer requirements to identify growth opportunities.
• Submit periodic sales reports, forecasts, business reviews, and market intelligence to senior management.
• Ensure accurate CRM updates and proper documentation of all customer interactions and sales activities.
• Work closely with Pricing, Customer Service, Operations, Finance, and other departments to ensure excellent customer service and successful business implementation.
• Support the development of customer-specific SOPs, KPIs, and service agreements for strategic accounts.
• Resolve customer escalations effectively while maintaining high levels of customer satisfaction.
• Identify training and development needs of the sales team.
• Foster collaboration, accountability, and continuous improvement within the regional sales team.
• Promote a healthy, professional, and respectful work environment.

Connaissances

Leadership

Strategic planning

Customer relationship management

Negotiation

Team development

Formation

Bachelor's Degree in Business Administration, Marketing, Logistics, Supply Chain Management, or a related field

MBA in Sales & Marketing

Description du poste

Job Description Regional Head Sales

Department: Sales

Location: Mumbai

Job Purpose: The Regional Head Sales is responsible for driving sales growth and profitability across the assigned region by leading a team of Business Development Managers and Sales Executives. The role involves developing regional sales strategies, acquiring new business, managing key customer relationships, achieving revenue and profitability targets, and ensuring seamless coordination with internal stakeholders. The RSM will play a critical role in expanding market presence while building a high-performing sales team aligned with the organization's vision and business objectives.

Key Responsibilities:

1. Sales Strategy & Business Development:

• Develop and implement regional sales strategies to achieve revenue, profitability, and market share objectives.
• Prepare annual, quarterly, and monthly sales plans in line with organizational goals.
• Drive new customer acquisition and identify opportunities for business expansion within the region.
• Explore new markets, industry segments, and business opportunities to strengthen the company's presence.
• Ensure regional sales targets and gross profit targets are consistently achieved.

2. Team Leadership & Performance Management:

• Lead, mentor, and motivate Business Development Managers and Sales Executives to achieve individual and team targets.
• Allocate sales territories, monitor performance, and conduct regular performance reviews.
• Provide coaching and guidance during customer meetings, negotiations, and strategic account development.
• Build a performance-oriented and customer-focused sales culture within the region.

3. Customer Relationship Management:

• Develop and maintain strong relationships with key customers and strategic accounts.
• Participate in negotiations for high-value opportunities and major customer contracts.
• Ensure smooth onboarding of new customers by coordinating with Operations, Customer Service, Pricing, and other internal teams.
• Drive customer retention, cross-selling, and upselling opportunities across logistics and supply chain services.

4. Sales Operations & Reporting:

• Monitor sales pipelines, forecasts, and conversion ratios across the region.
• Review and approve quotations, RFQs, tenders, and commercial proposals prepared by the sales team.
• Analyze market trends, competitor activities, and customer requirements to identify growth opportunities.
• Submit periodic sales reports, forecasts, business reviews, and market intelligence to senior management.
• Ensure accurate CRM updates and proper documentation of all customer interactions and sales activities.

5. Cross-Functional Coordination:

• Work closely with Pricing, Customer Service, Operations, Finance, and other departments to ensure excellent customer service and successful business implementation.
• Support the development of customer-specific SOPs, KPIs, and service agreements for strategic accounts.
• Resolve customer escalations effectively while maintaining high levels of customer satisfaction.

6. People & Process Development:

• Ensure adherence to company policies, sales processes, and compliance standards.
• Identify training and development needs of the sales team.
• Foster collaboration, accountability, and continuous improvement within the regional sales team.
• Promote a healthy, professional, and respectful work environment.

Educational Qualification:

• Bachelor's Degree in Business Administration, Marketing, Logistics, Supply Chain Management, or a related field.
• MBA in Sales & Marketing will be preferred.

Experience:

• 15+ years of experience in Sales/Business Development within the Freight Forwarding, Logistics, Supply Chain, or 3PL industry.
• Minimum 6 years of experience managing regional sales teams.
• Proven track record of achieving sales targets and driving business growth.