National Sales Head Domestic Transportation

3 weeks ago

Gurugram, India ATC Logistical Solutions Full time

The National Sales Head will own sales strategy and execution across the country driving topline growth, expanding client segments and verticals, building strategic channel partners, and leading a highimpact sales organization. This is a pivotal leadership role tasked with delivering target revenues, growing market share, and enhancing brand equity across India.

Job Location: Corporate office, Gurugram, Haryana (PanIndia travel)

Role & responsibilities:

Strategic Sales Planning

  • Set the annual National GoToMarket strategy encompassing FTL, PTL, Express services aligned to ATCs strategic plan.
  • Conduct competitor benchmarking (Safexpress, VTrans, TCI, etc.) and continuously refine service & pricing propositions.
  • Define verticalwise and portfoliowise targets: e.g. FMCG, Auto, Pharma, Manufacturing.

Revenue & Profit Growth

  • Achieve stretch targets for sales, revenue, margin, collection ratios, and service upsell across multiples services.
  • Oversee full sales funnel: prospecting - pitch negotiation - closure - collections.
  • Implement incentive models based on lead generation, upselling, and client satisfaction KPIs.

Team Leadership & Capability Building

  • Lead a geographically dispersed sales teamincluding Area Sales Manager, Key Account Managers, Business Development Team etc.
  • Recruit team, mentor, and coach; drive performance via KRAs, Scorecards, and CRM discipline.
  • Partner with HR to roll out structured training programs and continuous performance reviews.

Key Account & Channel Management

  • Build and scale indirect channel networkslocaltransporters, franchisees, aggregatorsstructuring revenue-sharing and SLA-driven models.
  • Ensure exceptional customer experience and senior stakeholder engagement for retention and growth.

Crossfunctional Collaboration

  • Work closely with operations/logistics and IT Team to ensure delivery reliability, trackability, and costtoserve efficiency.
  • Liaise with Marketing and Product functions for branding, digital campaigns, trade shows, quoting tools, and new service launches.

Reporting & Analytics

  • Prepare monthly and quarterly business reviews with dashboards on sales, market share, pipeline, collections, and service performance.
  • Analyze data (industry trends, competitive pricing), propose remedies and course corrections.

Budgeting & Cost Control

  • Draft, manage, and optimize a national sales budget travel, events, and incentive payouts etc.
  • Review ROI on sales programs and promotional spends.

Thought Leadership & External Representation

  • Represent ATC at industry forums - Logistics EXPO, and strategic buyer conferences.
  • Position ATC as an innovation leader in surface transport and technologypowered delivery solutions.

Education :

  • Bachelors degree in Business, Logistics, Marketing, or related field.
  • MBA or equivalent postgraduate is preferred.

Experience:

  • 15-20 years of sales experience in Indias Logistics or Transportation sector (FTL, PTL, Express).
  • Proven track record of leading PanIndia sales teams with strong volume and margin growth experience.
  • Demonstrated experience with both direct corporate sales and channel development.

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