Head of Domestic Sales

Head - Domestic Sales

About Business:

Adani Group: Adani Group is a diversified organisation in India comprising 10 publicly traded companies. It has created a world class logistics and utility infrastructure portfolio that has a pan-India presence. Adani Group is headquartered in Ahmedabad, in the state of Gujarat, India. Over the years, Adani Group has positioned itself to be the market leader in its logistics and energy businesses focusing on large scale infrastructure development in India with O & M practices benchmarked to global standards. With four IG rated businesses, it is the only Infrastructure Investment Grade issuer in India.

Logistics: Over the past few years, we have evolved from a basic logistics company to a comprehensive logistics services provider. We are the largest logistics organization for the past two decades, offering a diverse range of services including transportation, warehousing, supply chain management, and end-to-end logistics solutions.

Job Purpose: Head - Business Development and Regulatory develops sales and marketing strategies to expand market presence and revenue, focusing on attracting new clients and fostering partnerships. Drives growth, value creation, and organizational agility all while adhering to regulatory laws and procedures.

• 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

• 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.

Experience Level

Executive Level