head inside sales

Job Title

Head of Inside Sales – Freight Brokerage

Location

Onsite, Mohali, Punjab

Reporting To

Director of Company

Job Summary

The Head of Inside Sales in a freight brokerage will lead and drive the inside sales function to acquire and strengthen customer relationships, grow revenue through inside channels, establish scalable processes, mentor team members, and collaborate across departments (operations, carriers, and marketing) to deliver profitable and efficient freight solutions.

Key Responsibilities

• Develop and execute strategies for inside sales to consistently achieve revenue, margin, and volume targets.
• Build, lead, and scale the inside sales team, including hiring, training, coaching, goal setting, and performance management.
• Oversee lead generation, qualification, and pipeline management to ensure a strong flow of quality opportunities from marketing, referrals, inbound inquiries, and outbound outreach.
• Drive proactive sales outreach through cold calling, lead prospecting, nurturing inbound leads, and consistent follow-ups.
• Negotiate rates with shippers (customers) and carriers to ensure profitability while maintaining long-term relationships.
• Collaborate with operations, dispatch, and carrier management teams for seamless execution—load tendering, tracking, issue resolution, and carrier compliance.
• Track and analyze key performance metrics including conversion rates, sales cycle length, customer acquisition cost, retention, margin per load, revenue per customer, and forecast accuracy.
• Optimize the use of CRM and reporting tools to enhance visibility and efficiency.
• Define and implement processes and policies for pricing, carrier qualification, customer credit, and claims handling.
• Stay updated with market intelligence and ensure continuous evolution of inside sales strategy.
• Uphold high levels of customer satisfaction through timely responses, escalation management, and consistent service quality.

Required Qualifications & Skills

• Bachelor's degree required; MBA or Master's degree is an advantage.
• 5–10+ years of proven experience in inside sales or sales management within freight brokerage or U.S. logistics.
• Strong knowledge of freight brokerage operations (truckload, LTL, intermodal), including carrier sourcing, market dynamics, pricing, and contract negotiations.
• Demonstrated track record of achieving or surpassing sales targets with experience in scaling teams.
• Excellent negotiation, relationship-building, and influencing skills with both shippers and carriers.
• Strong communication and presentation abilities.
• Analytical and data-driven approach to forecasting, reporting, and KPI monitoring.
• Hands-on experience with CRM systems; familiarity with TMS or other logistics tools is a plus.
• Effective leadership skills with experience in coaching, mentoring, and motivating teams.
• Strong problem-solving skills with the ability to manage conflicts, escalations, and complex logistics challenges.
• High energy, results-oriented, and adaptable to fast-paced environments.

Preferred / Optional

• Established network of carriers and shippers in key trade lanes.
• Knowledge of regulatory and compliance requirements in transportation and freight.
• Experience with international freight forwarding.
• Familiarity with sales automation and outbound sales tools.

Success Metrics

• Documented revenue growth via inside sales (quarterly/annual).
• Lead-to-conversion rates and pipeline health.
• Customer retention and repeat business.
• Team performance against set quotas.
• Efficiency measures such as sales cycle time, response time, and resolution handling.

Working Conditions

• Onsite role with occasional extended hours due to customer and carrier time zones.
• May require availability for escalations outside regular business hours.

Compensation & Benefits

• Competitive base salary plus performance-based bonus tied to revenue and margin achievements.

Job Type: Full-time

Pay: ₹75, ₹100,000.00 per month

Benefits:

• Paid time off
• Provident Fund

Expected Start Date: 06/10/2025