National Sales Head Domestic Transportation

2 weeks ago

Gurgaon, Haryana, India ATC Logistical Solutions Full time ₹ 12,00,000 - ₹ 36,00,000 per year

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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