National Sales Head Domestic Transportation (FTL/PTL & Logistics )

National Sales Head

Job Location:

North and west regions.

Role & responsibilities:

Strategic Sales Planning

• Set the annual National GoToMarket strategy encompassing FTL, PTL, Express services aligned to ATCs strategic plan.
• Conduct competitor benchmarking (Safexpress, VTrans, TCI, etc.) and continuously refine service & pricing propositions.
• Define verticalwise and portfoliowise targets: e.g. FMCG, Auto, Pharma, Manufacturing.

Revenue & Profit Growth

• Achieve stretch targets for sales, revenue, margin, collection ratios, and service upsell across multiples services.
• Oversee full sales funnel: prospecting - pitch negotiation - closure - collections.
• Implement incentive models based on lead generation, upselling, and client satisfaction KPIs.

Team Leadership & Capability Building

• Lead a geographically dispersed sales teamincluding Area Sales Manager, Key Account Managers, Business Development Team etc.
• Recruit team, mentor, and coach; drive performance via KRAs, Scorecards, and CRM discipline.
• Partner with HR to roll out structured training programs and continuous performance reviews.

Key Account & Channel Management

• Build and scale indirect channel networkslocaltransporters, franchisees, aggregatorsstructuring revenue-sharing and SLA-driven models.
• Ensure exceptional customer experience and senior stakeholder engagement for retention and growth.

Crossfunctional Collaboration

• Work closely with operations/logistics and IT Team to ensure delivery reliability, trackability, and costtoserve efficiency.
• Liaise with Marketing and Product functions for branding, digital campaigns, trade shows, quoting tools, and new service launches.

Reporting & Analytics

• Prepare monthly and quarterly business reviews with dashboards on sales, market share, pipeline, collections, and service performance.
• Analyze data (industry trends, competitive pricing), propose remedies and course corrections.

Budgeting & Cost Control

• Draft, manage, and optimize a national sales budget travel, events, and incentive payouts etc.
• Review ROI on sales programs and promotional spends.

Thought Leadership & External Representation

• Represent ATC at industry forums - Logistics EXPO, and strategic buyer conferences.
• Position ATC as an innovation leader in surface transport and technologypowered delivery solutions.

Education :

• Bachelors degree in Business, Logistics, Marketing, or related field.
• MBA or equivalent postgraduate is preferred.

Experience:

• 15-20 years

  of sales experience in Indias Logistics or Transportation sector (FTL, PTL, Express).
• Proven track record of leading Pan India sales teams with strong volume and margin growth experience.
• Demonstrated experience with both direct corporate sales and channel development.