GM Cargo Sales

Key Responsibilities

1. Build the Cargo Sales Engine

* Develop and execute the sales strategy for Shipglobal Indias Cargo business.

* Identify target industries, customer segments and geographies with significant international shipping requirements.

* Build a robust pipeline of high-volume cargo customers across sectors.

* Develop account acquisition strategies for large exporters, manufacturers, e-commerce businesses, distributors, traders and other businesses with recurring international cargo requirements.

* Establish sales targets, KPIs, territory plans and revenue objectives for the Cargo Sales team.

2. Acquire High-Value Customers

* Independently identify and approach large potential customers with substantial cargo volumes.

* Build relationships with founders, promoters, CXOs, Supply Chain Heads, Logistics Heads, Procurement Heads and other key decision-makers.

* Understand customer cargo profiles, lanes, volumes, service requirements and pain points.

* Develop compelling commercial propositions using Shipglobals international shipping and logistics capabilities.

* Lead negotiations and close large-value customer contracts.

* Drive the complete sales cycle from lead generation qualification proposal negotiation closure onboarding revenue realization.

3. Develop Strategic Accounts

* Build and maintain long-term relationships with high-value cargo customers.

* Identify opportunities to increase wallet share within existing accounts.

* Develop key-account plans for strategic customers.

* Work closely with customers to understand changing shipping volumes, international expansion plans and logistics requirements.

* Ensure high customer retention and recurring cargo volumes.

4. Build Market Intelligence

* Develop a strong understanding of Indias export ecosystem and international cargo market.

* Identify industries and companies generating significant outbound cargo volumes.

* Track emerging export sectors, high-growth businesses and companies expanding internationally.

* Map competitors, pricing, service propositions and market opportunities.

* Develop actionable intelligence on key cargo corridors and international destinations.

5. Sales Team Leadership

* Build, mentor and lead a high-performing Cargo Sales team.

* Define territories, account ownership and sales targets.

* Establish a disciplined sales pipeline and review mechanism.

* Coach the team on prospecting, consultative selling, negotiation and closing.

* Create a culture of aggressive but sustainable customer acquisition.

6. Cross-Functional Business Development

Work closely with:

* Operations and fulfilment teams to ensure service readiness.

* Pricing/commercial teams to develop competitive customer propositions.

* Finance to ensure commercial viability and credit discipline.

* Customer Success teams to ensure smooth onboarding and retention.

* Leadership to develop new cargo products, lanes and customer propositions.

7. Revenue & Commercial Ownership

* Own Cargo Sales revenue and new-business acquisition targets.

* Develop annual and quarterly sales plans.

* Maintain accurate sales forecasts and pipeline visibility.

* Monitor customer acquisition cost, revenue per account, cargo volumes, conversion rates and account profitability.

* Ensure that business acquired is commercially viable and aligned with Shipglobals service capabilities.

Ideal Candidate Profile

The ideal candidate should be a proven B2B sales hunter who has personally built large customer relationships and closed significant-value logistics/cargo deals.

Experience

* 12 to15+ years of experience in B2B sales, preferably in:

    * International cargo

    * Freight forwarding

    * Express logistics

    * Cross-border logistics

    * Air cargo

    * Shipping / logistics

    * E-commerce logistics

    * Supply-chain solutions

* Demonstrated experience in acquiring large enterprise / high-volume customers.

* Experience managing and growing a sales team is preferred.

Strong Preference

Candidates who have direct sales experience with cargo-generating customers rather than primarily selling services to freight forwarders, agents or intermediaries will be preferred.

Experience selling to:

* Manufacturers

* Exporters

* E-commerce companies

* D2C brands

* Pharmaceutical / healthcare companies

* Auto & engineering companies

* Electronics companies

* Garment / textile exporters

* Jewellery businesses

* Traders and distributors

* Other businesses with significant recurring international cargo

will be particularly relevant.

Core Competencies

* Enterprise / B2B Sales

* New Customer Acquisition

* Consultative Selling

* International Logistics / Cargo

* Key Account Management

* Strategic Business Development

* CXO Relationship Management

* Commercial Negotiation

* Pipeline Management

* Sales Forecasting

* Team Leadership

* Revenue Ownership

* Market Mapping

* Hunter Mentality

Success Measures / KPIs

Success in this role will primarily be measured through:

* New cargo customers acquired

* Annualised revenue generated from new customers

* Cargo volume acquired

* Gross margin contribution

* Pipeline value and conversion

* Average customer acquisition value

* Customer retention

* Revenue growth from strategic accounts

* Sales team productivity

* New market / industry penetration