Head - Commercial & Sales - Logistics/SCM

Position Overview:

The Head - Commercial & Sales (South) will lead the regional commercial strategy, business development, and sales operations for Transworld Logistics Park and Contract Logistics business in the Southern region, based out of Chennai.

This role drives revenue growth, high facility occupancy rates, long-term leasing agreements, and contract logistics solutions across warehousing, and logistics park assets.

The incumbent will be responsible for P&L ownership for commercial sales in the South, managing strategic relationships with enterprise clients, 3PL providers, automotive OEMs, e-commerce giants, FMCG brands, and industrial manufacturers.

Key Responsibilities:

1. Business Development & Revenue Generation:

- Formulate and execute regional sales strategies to maximize occupancy and lease yields across Transworld Logistics Park assets in the Southern region.

- Identify, target, and acquire high-value enterprise accounts (automotive, e-commerce, FMCG, retail, industrial, and 3PL sectors).

- Structure long-term Built-to-Suit (BTS) and ready-built warehouse leasing contracts to drive predictable revenue streams.

2. P&L Management & Regional Growth:

- Profit & Loss (P&L) accountability for the South Region.

- Formulate and execute strategic commercial plans to achieve revenue, gross margin, and market share targets.

- Monitor operational actuals against budget constraints, implementing cost-reduction and productivity-enhancement initiatives.

3. Commercial & Contract Management:

- Lead commercial negotiations, lease agreement structuring, pricing models, and SLA definitions to balance competitiveness with profitability.

- Oversee commercial terms, billing structures, credit management, and timely collections in coordination with finance teams.

- Monitor market rates, competitor offerings, and land/warehousing yield trends across key Southern corridors.

4. Strategic Client Relationship Management:

5. Cross-Functional Alignment & Operations:

Education & Background:

- Education: Bachelor's degree in Engineering, Business Administration, or Supply Chain. MBA/PGDM is highly preferred.

- Experience: 12 - 15+ years of total experience in commercial sales, or business development within Logistics Parks or 3PL/Contract Logistics.

- Geographic Track Record: Deep commercial presence and proven track record of deal closures in Southern India.

Key Competencies & Skills:

- Commercial Acumen: Proven experience in complex commercial deal negotiations, financial modeling, lease terms, and yield optimization.

- Industry Network: Strong pre-existing relationships with corporate supply chain leaders, warehouse occupiers, 3PL players and CRE IPCs.

- Strategic Leadership: Ability to translate corporate P&L goals into actionable regional go-to-market strategies.

- Communication & Negotiation: Exceptional executive presentation, negotiation, and stakeholder management skills.