DGM / GM – Agency Network - freight forwarding

Job Description – DGM / GM – Agency Network
Designation: DGM / GM – Agency
Department: Agency
Location: Mumbai
Scope of Operations: Global

Purpose of the Role

The incumbent will be responsible for identifying, onboarding, and nurturing strong global agents, NVOCCs, and consolidators to drive growth in the GP domain. The role is focused on sales, relationship building, reciprocal arrangements, and positioning the company as the preferred global partner for GP cargo into/out of India.

Key Responsibilities

1. Agency Identification & Onboarding

• Identify and evaluate prospective global agents across key geographies (Middle East, Africa, Europe, SE Asia, etc.).
• Establish and negotiate strategic agency agreements focused on business commitments.
• Conduct due diligence and background checks prior to onboarding.

2. Sales & Business Development

• Position the company as the preferred networking partner in the GP domain.
• Develop customized sales strategies for each region aligned with company capacity and expertise.
• Secure volume commitments, reciprocal business deals, and consistent lead flow.
• Drive revenue through proactive sales visits, virtual meetings, and participation in trade events.

3. Relationship Management

• Build and sustain strong commercial relationships with partner agencies.
• Engage regularly with both top-performing and underperforming agents.
• Resolve commercial conflicts and ensure mutual business growth.

4. Strategic Sales Planning

• Develop annual and quarterly sales plans per region aligned with business capacity.
• Collaborate with pricing and capacity teams to secure high-value consignment deals.
• Monitor global trade patterns to proactively target agents with India-focused volumes.

5. Sales Reporting & KPIs

• Maintain detailed reports on agent performance (business consigned, reciprocal arrangements, revenue per agent).
• Track KPIs:
• Volume of business consigned.
• New agent partnerships signed.
• Reciprocal business value.
• Revenue per agent.
• Ensure effective usage of CRM tools.

Educational Qualifications & Experience

• Bachelor’s degree in Business, Logistics, or Shipping (minimum requirement).
• 10+ years of proven international sales experience in shipping, logistics, or NVOCC.
• Strong background in agency networking and EXIM business.

Core Competencies

Behavioral Competencies

• Communication
• Leadership & Teamwork
• Service Orientation
• Delivering Results
• Diversity Sensitivity
• Continuous Learning

Functional Competencies

• Strong networking and relationship management skills.
• Deep understanding of freight forwarding & agency models.
• Excellent negotiation and interpersonal skills.
• Ability to secure and drive reciprocal business.
• Presence in international markets with credible agency networks.
• Digitally adept with CRM proficiency.

Job Types: Full-time, Permanent

Pay: ₹549,990.94 - ₹2,086,347.97 per year

Education:

• Bachelor's (Preferred)

Experience:

• international sales: 10 years (Preferred)
• Agency networking and EXIM business.: 10 years (Preferred)
• NVOCC: 10 years (Preferred)
• Shipping & receiving: 10 years (Preferred)
• Logistics: 10 years (Preferred)

Work Location: In person