Deputy General Manager Sales / Commercial

Role & responsibilities

The Sales / Commercial Head is responsible for driving the revenue and growth strategy of the CFS (Container Freight Station) business unit by overseeing customer service, sales operations, safety compliance, digitization initiatives, and achievement of financial targets including revenue, volume, and EBITDA.

1. Compliance and Safety Implementation

• Ensure adherence to all regulatory and statutory compliances across operations.
• Actively advocate and implement safety protocols and initiatives in coordination with all stakeholders.
• Drive a culture of safety and compliance within the sales and commercial team.

2. Customer Care & Retention

• Ensure the customer service team is structured to provide responsive and effective support to clients.
• Build a culture of customer centricity across the sales and service functions.
• Create additional touchpoints for key clients beyond the sales team to proactively resolve issues and build strong relationships.
• Monitor and improve customer satisfaction levels regularly.

3. Volume and Revenue Achievement

• Deliver volume target of 118,339 TEUs and revenue of 1663 Mn for the financial year.
• Identify and execute business development strategies to grow market share.
• Track sales pipeline and conversion metrics regularly to meet revenue goals.

4. EBITDA Achievement

• Achieve annual EBITDA target of 406 Mn for the NSH CFS.
• Ensure profitability of deals and efficient cost control in commercial operations.
• Collaborate with finance and operations to optimize margins.

5. Digitization and CRM Utilization

• Drive adoption of CRM tools across the sales team.
• Ensure accurate and timely updates of all sales activities, leads, and client interactions in the CRM system.
• Use CRM analytics for better forecasting, performance management, and decision-making.

Preferred candidate profile

• Strong leadership and team management abilities
• Excellent negotiation and communication skills
• Customer-first mindset with experience in managing key accounts
• Analytical thinking and comfort with data tools (CRM, MS Excel, etc.)
• Knowledge of logistics, CFS operations, and market dynamics
• Familiarity with compliance and safety norms relevant to CFS operations
• Postgraduate in Business Management, Logistics, or related field
• Proven track record in achieving revenue and profitability targets
• Experience in leading large teams and working with cross-functional stakeholders