Regional Sales Manager - Supply Chain/Freight Forwarding

Job Description:

Looking for Regional Sales Manager - Supply Chain for 300 billion dollar+ turnover group.

Location: Chennai.

Regional Sales Manager - Freight Forwarding - South India.

Work Location - Chennai.

Experience - 12+ years, in that 8+ years in a Head Position.

Responsibilities:

1. Business Development & Sales:

- Develop and execute regional sales strategies to achieve revenue, volume, and profitability targets.

- Identify and acquire new customers across industries such as FMCG, Retail, E-commerce, Automotive, Pharma, Manufacturing, and other sectors.

- Generate business for 3PL, warehousing, transportation, distribution, inventory management, and end-to-end supply chain solutions.

- Develop a strong sales pipeline through direct selling, networking, references, market mapping, and strategic partnerships.

- Conduct customer meetings, presentations, solution discussions, negotiations, and commercial closures.

- Drive both new customer acquisition and business expansion from existing customers.

2. Supply Chain Solution Selling:

- Understand customer supply chain requirements and develop customized logistics solutions.

- Work closely with operations and solution-design teams to prepare cost-effective and commercially viable proposals.

- Participate in RFPs, RFQs, tenders, and large contract negotiations.

- Identify opportunities for value-added services and integrated logistics solutions.

- Ensure proposed solutions meet customer requirements while maintaining targeted margins.

3. Revenue & Profitability Management:

- Achieve monthly, quarterly, and annual sales targets.

- Monitor revenue, gross margins, contribution, customer acquisition cost, and overall profitability.

- Maintain a healthy balance between business growth and commercial discipline.

- Track sales performance against budgets and take corrective action wherever required.

4. Customer Relationship Management:

- Build and maintain strong relationships with key decision-makers such as Supply Chain Heads, Logistics Heads, Procurement Heads, Operations Heads, and Management.

- Conduct regular business reviews with key accounts.

- Understand customer expectations and identify opportunities for increasing wallet share.

- Coordinate with operations and customer service teams to resolve critical customer issues.

- Ensure high customer retention and satisfaction.

5. Team Leadership:

- Lead, mentor, and develop the regional sales team.

- Set individual and team targets and monitor performance regularly.

- Conduct regular sales reviews and pipeline meetings.

- Support team members in major customer negotiations and closures.

- Develop a performance-driven sales culture.

6. Market Intelligence:

- Monitor regional market trends, competitor activities, pricing, and emerging logistics opportunities.

- Identify new industries, geographies, and customer segments for business expansion.

- Provide regular market feedback and competitor intelligence to senior management.

7. Sales Reporting & CRM:

- Maintain accurate sales forecasts, opportunity pipelines, and customer data in the internal system.

- Submit regular sales reports, MIS, forecasts, and business plans to management.

- Ensure timely updating of sales activities, opportunities, and closure probabilities.

8. Cross-Functional Coordination:

- Work closely with Operations, Finance, Customer Service, Pricing, Solution Design, and Implementation teams.

- Ensure smooth transition of newly won customers from sales to operations.

- Coordinate with internal teams to ensure commercial commitments are operationally feasible.

Key Performance Indicators (KPIs):

- Regional revenue achievement.

- New customer acquisition.

- New business / incremental revenue.

- Gross margin and profitability.

- Sales pipeline value and conversion ratio.

- Number and value of RFP/RFQ wins.

- Average customer acquisition cycle.

- Sales productivity per team member.

- Achievement of monthly, quarterly, and annual targets.

Candidate Profile:

Education:

- Graduate / Postgraduate in Business Management, Marketing, Logistics, Supply Chain, or related field.

- MBA in Sales & Marketing / Supply Chain Management will be an advantage.

Experience:

- 12-18 years of experience in B2B sales/business development within the logistics, 3PL, warehousing, transportation, freight, distribution, or supply chain industry.

- Proven experience in selling 3PL / contract logistics / warehousing / distribution / integrated supply chain solutions.

- Experience in managing large regional accounts and complex sales cycles.

- Prior experience managing a sales team is preferred.

Required Skills:

- Strong B2B sales and business development skills.

- Excellent knowledge of Supply Chain and 3PL solutions.

- Strong negotiation and commercial skills.

- Key account management.

- Excellent communication and presentation skills.

- Strong customer relationship management.

- Team leadership and people management.

- Business planning and forecasting.

- Analytical and problem-solving ability.

Preferred Industry Experience:

- Logistics & 3PL.

- Contract Logistics.

- E-commerce Logistics.

Location: HQ, Chennai.

Travel: Willingness to travel extensively within the assigned region.

Note: The position requires an aggressive business-development approach, strong regional market knowledge, and the ability to independently generate and close large-value Supply Chain / 3PL opportunities.