Sales Head (AVP) - Warehousing and Fulfillment Services

Role Overview:

P&L

Key Responsibilities:

1. Client Acquisition & Sales Leadership:

• Develop and execute a comprehensive sales strategy to acquire new clients and expand market reach.
• Lead the Client Acquisition team, ensuring consistent achievement of sales targets.
• Identify potential clients, conduct market research, and pitch services to prospective businesses.
• Build a robust sales pipeline and ensure timely conversions to revenue.
  

2. Account Management & Client Servicing:

• Build and nurture strong relationships with existing clients, serving as the primary point of contact for escalations and strategic discussions.
• Develop and execute strategic account plans to drive client retention and loyalty.
• Collaborate with the Client Servicing team to ensure timely resolution of client issues and consistently exceed customer satisfaction metrics.
  

3. P&L Ownership & Financial Management:

• Oversee the Profit & Loss (P&L) for the warehousing and fulfillment services business.
• Ensure profitability by maintaining healthy margins and controlling operational costs.
• Drive timely collections and manage receivables to maintain a strong cash flow.
• Regularly review financial performance and implement corrective measures as needed.
  

4. Team Leadership:

• Manage and mentor a team of Sales Executives, Account Managers, and Key Account Managers.
• Set clear performance expectations, monitor progress, and provide constructive feedback.
• Drive a culture of client-centricity, high performance, and continuous improvement.
  

5. Client Onboarding:

• Oversee the end-to-end onboarding process for new clients, ensuring smooth transition to operational teams.
• Establish and communicate clear timelines, deliverables, and milestones during onboarding.
  

6. S&OP Coordination:

• Ensure timely sharing of business forecasts by clients to facilitate optimal service planning and execution.
• Collaborate with clients to confirm business forecasts and ensure revenue targets are met.
• Align internal teams with forecasted demand to maintain high levels of service delivery.
  

7. Service Delivery:

• Own the post-onboarding service delivery process, ensuring all services are delivered as per SLAs and agreements.
• Regularly review and optimize processes to enhance efficiency and client satisfaction.
• Collaborate with Fulfillment Operations and Central Planning teams to align on capacity, resource planning, and operational goals.
  

8. E-commerce Process Expertise:

• Leverage knowledge of e-commerce fulfillment processes (Amazon’s Alphalite, Vendor Flex, Seller Flex) to optimize service delivery.
• Ensure client-specific requirements related to e-commerce platforms are met efficiently.
• Stay updated on industry trends and marketplace requirements to provide proactive solutions to clients.
  

9. Data-Driven Decision-Making:

• Monitor key sales and account management metrics including client satisfaction scores, retention rates, revenue growth, and collections.
• Provide actionable recommendations based on data analysis to improve processes and outcomes.
  

10. Stakeholder Collaboration:

• Act as the bridge between clients and internal teams to ensure alignment on objectives and expectations.
• Represent the voice of the customer in cross-functional meetings, advocating for client needs.
  

Key Skills & Competencies:

• Strong sales and relationship management skills.
• Proven ability to lead and inspire teams in a fast-paced environment.
• Strategic thinker focused on revenue growth, profitability, and client value.
• Excellent communication, negotiation, and presentation skills.
• Highly analytical with strong problem-solving abilities.
• In-depth understanding of e-commerce fulfillment processes (Alphalite, Vendor Flex, Seller Flex).
• Knowledge of warehousing, fulfillment, and e-commerce ecosystems.
  

Qualifications & Experience:

• Bachelor’s degree in Business Administration, Supply Chain, or related field; MBA preferred.
• 10–15 years of experience in Sales, Account Management, or Customer Success.
• Demonstrated success in managing large-scale accounts, achieving sales targets, and driving client retention.
• Experience in warehousing and fulfillment services is highly desirable.
• Hands-on experience with CRM tools and data-driven decision-making.