Head Business Development(10+ yrs)

Head Business Development (Shipping & Logistics)

Location: Dadar East, Mumbai | Experience: 10–15 years | Type: Full-Time, Permanent
Reports To: CEO / Managing Director
Industry: Shipping / Freight Forwarding / Logistics / Maritime
Functional Area: Sales & Business Development
Role Category: Enterprise & B2B Sales — Head / VP

About the Role

We are hiring a Head of Business Development to drive revenue growth across our shipping and logistics business. You will own the commercial strategy — opening new trade lanes and customer segments, closing high-value EXIM accounts, building agency and partner networks, and leading a BD team to hit volume and margin targets.

Key Responsibilities

• Own and execute the business development strategy for ocean freight, container, and end-to-end logistics services
• Identify new trade lanes, cargo segments, and customer verticals; expand the client base across importers, exporters, manufacturers, and 3PL partners
• Acquire and manage large EXIM accounts — negotiate freight rates, contracts, credit terms, and service-level agreements
• Build and manage relationships with shipping lines, NVOCCs, overseas agents, CHAs, transporters, and port/terminal stakeholders
• Drive the sales pipeline end to end: lead generation, RFQ response, tender bidding, closure, and account handover
• Work with Pricing, Operations, Documentation, and Finance to ensure quoted rates protect gross margin per TEU/shipment
• Track freight market movements, BAF/CAF and rate cycles, competitor activity, and regulatory changes (DGFT, Customs, IMO)
• Set targets, monitor KPIs, and lead, mentor, and grow the BD team
• Prepare business plans, volume and revenue forecasts, and MIS for management
• Represent the company at trade fairs, shipper forums, and industry associations (FIATA, FFFAI, CII, and similar)

KPIs

Revenue and gross margin | Volume growth (TEUs / tonnage / shipments) | New client acquisition | Pipeline value and win rate | Client retention and repeat business | New trade lanes and partnerships | Sales cycle time | Team target achievement | DSO and collection health

Candidate Profile

Education: Graduate in any discipline; MBA/PGDM in Marketing, International Business, or Shipping & Logistics preferred. Certifications in shipping/logistics (e.g. MBA Shipping, ICS, IIMM) are an advantage.

Experience: 10–15+ years in business development or sales within shipping, freight forwarding, NVOCC, liner agency, CHA, or logistics — including at least 3–5 years leading a team. Proven record of closing high-value contracts and managing key accounts.

Skills:
Freight forwarding & ocean freight sales • Key account management • Rate negotiation & contract closure • Trade lane development • Strategic partnerships & agency networks • Team leadership • P&L and margin ownership • Market and competitor analysis • CRM and pipeline discipline • Strong communication and presentation

Why Join Us

• Lead the commercial agenda of a growing shipping business with direct access to leadership
• Freedom to open new markets, lanes, and partnerships
• Attractive fixed pay plus performance-linked incentives
• Centrally located office at Dadar East with excellent connectivity