FCL Sales Head

Location: Mumbai / Gurgaon

Experience: 20 years

CTC: 5060 LPA

We are seeking an experienced and strategic FCL Sales Leader to drive business growth and lead the Full Container Load (FCL) sales function. The role will be responsible for defining sales strategy expanding market share across key trade lanes managing large customer portfolios and leading high-performing sales teams. The ideal candidate will have deep expertise in international freight forwarding strong relationships with exporters/importers and shipping lines and a proven track record of scaling FCL business.

Business Strategy & Revenue Growth

Define and execute the overall FCL sales strategy aligned with company growth objectives.

Drive revenue growth through new business acquisition and expansion of key accounts.

Identify and develop opportunities across major global trade lanes (US Europe Asia Middle East etc.).

Monitor market trends freight rates and industry dynamics to maintain competitive positioning.

Client & Key Account Management

Build and maintain strategic relationships with large exporters importers freight forwarders and NVOCCs.

Lead negotiations for major contracts pricing agreements and long-term partnerships.

Oversee key account management to ensure high customer satisfaction and retention.

Sales Leadership & Team Management

Lead mentor and develop the FCL sales team to achieve revenue and volume targets.

Set sales KPIs performance metrics and incentive structures.

Foster a high-performance sales culture focused on growth and client success.

Pricing & Market Intelligence

Work closely with pricing and operations teams to develop competitive pricing strategies.

Provide market intelligence on shipping line rates space availability and industry trends.

Identify opportunities for service innovation and differentiation.

Operational Alignment

Collaborate with operations customer service and logistics teams to ensure seamless shipment execution.

Oversee client onboarding and ensure service delivery meets contractual commitments.

Reporting & Forecasting

Track and analyze sales performance pipeline growth and revenue forecasts.

Present regular business updates and strategic insights to senior leadership.

Bachelors degree in Business Logistics Supply Chain or related field.

15 years of experience in freight forwarding or logistics sales with strong exposure to FCL business.

Proven track record of managing large FCL volumes and revenue portfolios. Strong network with exporters importers shipping lines and NVOCCs.

Deep understanding of international shipping Incoterms and global trade lanes. Demonstrated experience in leading and scaling sales teams.