Senior Director/Vice President - Business Development - Supply Chain Domain

Role Responsibilities:

The role will be responsible for acquiring and onboarding large enterprise B2B customers for Moglix's end-to-end supply chain solutions. This is a senior people-management and business leadership role, responsible for leading a team of Regional/Business Sales Managers across India and driving the overall enterprise customer acquisition, revenue, GMV, margins and pipeline for the Supply Chain business. The ideal candidate should have deep relationships with large manufacturing, industrial, automotive, FMCG, consumer-durables, eCommerce and other enterprise customers, along with a strong understanding of complex B2B supply-chain requirements.

PAN India Supply Chain Sales Leadership:

- Own the PAN India sales strategy for Moglix Supply Chain Solutions.

- Build and execute the enterprise customer acquisition strategy across key industries and geographies.

- Own the complete sales funnel from market identification - lead generation - solutioning - RFP/RFQ - commercial negotiation - closure - customer onboarding.

- Build a predictable enterprise sales pipeline with strong visibility on future revenue.

Enterprise Customer Acquisition:

- Personally lead acquisition of large strategic and enterprise accounts.

- Identify companies with complex logistics and warehousing requirements and develop customized supply-chain solutions.

- Drive large, multi-location and multi-service contracts rather than transactional freight sales.

- Develop land-and-expand strategies to increase wallet share from existing customers.

Solution Selling:

- Work closely with Operations, Solutions, Procurement, Finance and Product teams to develop commercially viable solutions for enterprise customers.

Large RFP / RFQ Management:

- Own strategic RFPs and large enterprise bids.

- Develop bid strategy, commercial strategy and negotiation approach.

- Ensure effective coordination between Sales, Operations, Finance and Solutioning teams.

- Negotiate multi-year contracts and large-volume business.

- Ensure healthy contribution margins while winning strategic accounts.

Revenue & P&L Orientation:

- Own sales revenue / GMV targets for the PAN India Supply Chain business.

- Drive profitable growth rather than pure top-line acquisition.

- Work closely with the business leadership team on annual operating plans and growth strategy.

Work Experience:

- 10+ years of overall experience.

- Significant experience in B2B Supply Chain / Logistics / 3PL / Contract Logistics / FTL sales.

- Proven experience selling to large enterprise customers.

- Experience managing a PAN India / multi-region sales organization.

Knowledge / Skills:

- Strong people-management experience with multiple Sales Managers / Regional Sales Heads reporting into the role.

- Track record of delivering large enterprise customer acquisitions and multi-crore contracts.

- Strong CXO-level relationship-building capability.

- Experience handling complex RFP/RFQ and solution-selling processes.

- Must enjoy sales hunting and driving aggressive sales targets.

Education:

- B. Tech or MBA from a reputed institute