Regional Sales Manager - Freight Forwarding

Strategic Executive Search; Pune District, Mumbai, Delhi; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Strategic Executive Search in Pune, Maharashtra, is seeking a results-driven Regional Sales Leader for freight forwarding. You will design regional sales strategies, manage the full sales funnel, and drive revenue growth across air/ocean forwarding, customs brokerage, and warehousing.

You will mentor Regional Account Managers, set KPIs, monitor pipelines, and push strategic accounts, cross-selling solutions while staying ahead of market trends and Incoterms.

Qualifications

• Deep understanding of freight forwarding and Incoterms.
• Successful track record in B2B logistics sales.
• Ability to lead and inspire a sales team.
• Excellent presentation, negotiation, and communication skills.
• Experience with CRM systems like Salesforce or HubSpot.

Responsibilities

• Develop and execute regional sales strategies to hit revenue targets.
• Oversee pipeline from prospecting to closing and tender bids.
• Grow market share by expanding into new lanes and territories.
• Mentor Regional Account Managers and monitor KPIs.
• Collaborate on pricing and market intelligence to optimize proposals.

Skills

Domain Expertise

Proven Track Record

Leadership

Communication Skills

CRM Proficiency

Job description

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.