Head of Domestic Sales

Head - Domestic Sales

Responsibilities

• Strategy & GTM: Define annual & quarterly GTM by segment, vertical, and product.
• Revenue Ownership: Deliver AOP—bookings, revenue, GM% for domestic portfolio.
• Pipeline & Forecasting: Maintain >90% forecast accuracy; lead MSR/WSR routines.
• Solution Selling: Lead solution design—milk runs, hub-and-spoke, cross-dock, VAS.
• Pricing & Governance: Own pricing guardrails; ensure lane economics & GM discipline.
• Key Accounts & Retention: Sponsor top domestic accounts; lead QBRs, VOC, NPS.
• Marketing & Brand: Own marketing plan, digital demand-gen, events, PR, collaterals.
• Territory & Channel: Optimize territory design, inside sales & agent networks.
• Data & Analytics: Lead dashboards—booking, conversion, yield, OTP, churn.
• Customer Experience: Improve SLA adherence, claims mgmt, RCA/CAPA governance.
• People Leadership: Coach & lead regional sales leaders, KAMs, inside sales & marketing.
• Compliance & Risk: Ensure ABAC, data privacy & contract governance compliance.

Key Performance Indicators (KPIs)

• Revenue vs AOP & Quarterly Run Rate (QRR)
• Gross Margin % & Contribution per lane/product
• Pipeline Coverage ≥ 3x & Forecast Accuracy ≥ 90%
• Win Rate ≥ 35–45% & Reduced Sales Cycle Time
• Yield/Realization Improvement & Controlled Bad Debt %
• Customer Retention, NPS, VOC improvement
• OTP impact & Claims/Damage Ratio KPIs
• Marketing-influenced pipeline %, campaign ROI
• People metrics—attrition, productivity ramp-up

Qualifications

• Bachelor’s degree (Business/Engineering/Supply Chain); MBA/PGDM preferred.
• 15–20 years of experience in logistics/transportation/3PL, with at least 5–7 years leading national or multi-region sales organizations.
• Strong experience across domestic transportation segments (FTL/LTL, Express, Rail, Warehousing & VAS).
• Proven P&L management exposure with demonstrated results in scaling revenues sustainably.
• Expertise in pricing frameworks—fuel indexation, lane P&L, contract terms, credit governance.
• Strong CRM & data-driven leadership—forecasts, funnel governance, sales analytics.
• Executive presence with advanced negotiation & stakeholder management skills.