HEAD / GENERAL MANAGER – SEZ / FTWZ OPERATIONS
Company: GloboTrans ProLogistix Private Limited
Department: SEZ & Free Trade Warehousing Zone Services
Location: Mumbai, Maharashtra
Reports To: Director
Role Mix: 50% Sales & Business Development | 50% Operations & Service Excellence
Travel: Extensive travel to ports, project sites and client locations across India
Direct Reports: Vertical Operations, Sales & Support Team (to be finalised as per organization structure)
ROLE PURPOSE
To develop, lead and operate SEZ/FTWZ-based logistics solutions by positioning duty deferment, re-export hubbing and value-added warehousing propositions to international and domestic clients, while ensuring rigorous compliance with the SEZ Act, 2005 and applicable Rules and regulations.
The role will be responsible for driving profitable business growth, client acquisition and retention, operational excellence, compliance, service quality and effective utilisation of SEZ/FTWZ infrastructure.
KEY RESPONSIBILITIESA. BUSINESS DEVELOPMENT & SALES – 50%
1. P&L Ownership
- Own the vertical's revenue, gross margin and EBITDA targets.
- Prepare and deliver the annual business plan and quarterly forecasts.
- Drive sustainable revenue growth, profitability and space utilisation.
2. New Business Development
- Build, manage and convert a qualified pipeline of new clients.
- Identify opportunities among importers, exporters, MNCs, distributors, e-commerce companies and spare-parts businesses.
- Lead RFQ/RFP/tender responses, solution design, pricing and commercial negotiations through to contract closure.
3. Key Account Management & Retention
- Act as the senior escalation point and relationship owner for existing clients.
- Drive contract renewals, Quarterly Business Reviews (QBRs) and year-on-year wallet-share growth.
- Develop long-term relationships with strategic domestic and international clients.
4. Cross-Selling & Integrated Solutions
- Identify and convert cross-selling opportunities across GloboTrans verticals, including:
- Customs
- Freight Forwarding
- Warehousing
- CFS
- SEZ/FTWZ
- Transportation
- Project Cargo
- Cranes
- Develop integrated logistics solutions combining SEZ/FTWZ services with GloboTrans' wider logistics capabilities.
5. Market Intelligence
- Track competitor activities, pricing trends, trade flows and regulatory developments.
- Monitor changes in SEZ/FTWZ policies and regulations.
- Provide market insights to support pricing strategies, product development and business planning.
6. Commercial Governance
- Ensure contracts, credit terms and rate agreements are properly documented, risk-reviewed and approved as per the Delegation of Authority (DOA).
- Monitor receivables, DSO and credit exposure for the vertical.
- Ensure commercial and contractual risks are identified and appropriately mitigated.
B. OPERATIONS & SERVICE EXCELLENCE – 50%
1. Service Excellence
- Define, implement and achieve SLA/KPI standards for the SEZ/FTWZ vertical.
- Institutionalise daily performance reviews and exception management.
- Conduct Root Cause Analysis (RCA) and implement Corrective & Preventive Actions (CAPA) for service failures.
- Ensure accurate, timely and compliant execution of client transactions.
2. SOPs & Process Discipline
- Develop, implement and periodically refresh SOPs, work instructions and client-specific playbooks.
- Drive process standardisation across warehouse operations, shifts and client accounts.
- Ensure consistent execution and documentation of authorised activities.
3. Compliance & Statutory Requirements
- Ensure 100% adherence to applicable:
- SEZ Act, 2005 and Rules
- Customs regulations
- GST regulations
- Labour laws
- Environmental requirements
- Safety regulations
- Maintain complete audit readiness and ensure timely closure of compliance observations.
- Ensure accurate maintenance of statutory records and documentation.
4. HSE Culture
- Champion a zero-harm safety culture across SEZ/FTWZ operations.
- Ensure toolbox talks, PPE discipline and safety procedures are implemented.
- Monitor incident reporting and near-miss tracking.
- Ensure statutory safety compliance across employees, vendors and subcontractors.
5. People Leadership
- Build, develop, coach and retain a high-performing team.
- Define KRAs and performance objectives for team members.
- Conduct periodic performance reviews and identify training and development requirements.
- Develop succession plans for critical positions.
- Monitor productivity of subcontracted manpower.
6. Cost & Productivity
- Drive improvement in cost-per-transaction and cost-per-tonne.
- Optimise warehouse space utilisation and operational productivity.
- Drive automation and process improvements.
- Negotiate with vendors and service providers to optimise operating costs.
- Identify and eliminate operational waste and inefficiencies.
7. Digitalisation & MIS
- Drive adoption and effective utilisation of TMS, WMS, ERP and track-and-trace systems.
- Ensure accurate inventory and transaction visibility.
- Publish timely MIS and management dashboards.
- Ensure client reporting is accurate, timely and aligned with contractual SLAs.
VERTICAL-SPECIFIC RESPONSIBILITIES & EXPERTISE
1. Solution Selling
- Position FTWZ benefits and solutions to prospective clients, including:
- Duty deferment
- Quality-check-before-duty
- Re-export without duty, subject to applicable regulations
- Multi-country consolidation hub
- GST-efficient logistics solutions, as applicable
- Develop customised FTWZ solutions for importers, MNC distributors, e-commerce companies and spare-parts businesses.
- Demonstrate the commercial and operational benefits of using an SEZ/FTWZ as a regional distribution hub.
2. Unit Operations & Compliance
- Manage unit approvals and ensure validity of Letters of Approval (LOA).
- Monitor bond-cum-legal undertakings and related compliance requirements.
- Ensure accurate and timely SEZ Online transactions.
- Manage Bill of Entry (BOE) endorsements and related documentation.
- Assess applicability of RoDTEP and other relevant schemes.
- Coordinate with the Development Commissioner, Specified Officer, Customs authorities and other regulatory stakeholders.
3. Value-Added Services
- Manage authorised value-added services, including:
- Kitting
- Labelling
- Palletisation
- Quality inspection
- Sorting
- Light assembly
- Ensure activities are undertaken only within permitted authorised operations.
- Maintain proper documentation and records for all value-added activities.
4. DTA & Re-Export Flows
- Ensure compliant execution of Domestic Tariff Area (DTA) sales, including applicable duty payments.
- Manage inter-unit transfers and temporary removals as permitted.
- Coordinate re-export transactions and ensure proper documentation.
- Maintain accurate stock records and ensure proper reconciliation of ARE/BOE and other applicable documentation.
5. Client Onboarding
- Structure service agreements and commercial terms for new clients.
- Define space commitments and utilisation plans.
- Develop client-specific SOPs and ensure successful SOP integration.
- Manage onboarding of clients using the SEZ/FTWZ as a regional or distribution hub.
- Ensure smooth transition from sales closure to operational implementation.
KEY PERFORMANCE INDICATORS (KPIs)
- Space utilisation percentage
- Revenue per square metre
- Value-Added Services (VAS) revenue share
- Zero SEZ compliance defaults and LOA-related risks
- Client onboarding cycle time
- Revenue and gross margin vs. annual budget
- EBITDA performance
- New business revenue added (₹ Crore per annum)
- Client retention rate and revenue churn
- NPS / Client Satisfaction Score
- SLA adherence – on-time performance, accuracy and turnaround time
- DSO / receivables ageing within agreed norms
- Zero reportable safety incidents
- Statutory compliance score of 100%
- Team attrition and productivity metrics
- Inventory accuracy and transaction accuracy
QUALIFICATIONS & EXPERIENCE
- Graduate in any discipline.
- Minimum 10 years of relevant experience in SEZ, FTWZ, warehousing, customs, bonded logistics, free trade warehousing or related logistics verticals.
- Minimum 5 years of experience in a senior leadership role with independent P&L ownership and sales targets.
- Demonstrable track record of winning and retaining institutional clients, including:
- PSUs
- MNCs
- EPC companies
- Manufacturing companies
- EXIM trade organisations
- Strong understanding of SEZ/FTWZ operations, customs procedures and regulatory compliance.
- Strong commercial negotiation and contract management skills.
- Strong analytical, business development and operational management capabilities.
- Excellent communication and stakeholder-management skills.
- Fluent in English and Hindi.
- Willingness to travel extensively across ports, plants, project sites and client locations across India.
LEADERSHIP COMPETENCIES
Entrepreneurial Ownership
Ability to run the SEZ/FTWZ vertical as a business, with ownership of growth, profitability, space utilization, compliance and service quality.
Consultative Selling
Ability to understand client supply-chain requirements and develop customized SEZ/FTWZ solutions while engaging CXO-level stakeholders.
Operational Rigour
Detail-oriented, data-driven and process-disciplined approach to warehouse, customs and SEZ/FTWZ operations.
Stakeholder Management
Strong ability to manage clients, Development Commissioner, Specified Officer, Customs authorities, regulators, vendors, subcontractors and internal stakeholders.
Integrity & Compliance
Strong compliance-first mindset with high standards of integrity, accountability and regulatory discipline.
Team Building
Ability to build, coach, motivate and retain high-performing teams.
Cross-Functional Collaboration
Ability to work effectively with Sales, Operations, Finance, Commercial, HR, Customs, Freight Forwarding, Warehousing, Transport and Project Logistics teams.
Strategic Thinking
Ability to identify market opportunities, develop scalable SEZ/FTWZ solutions and convert them into profitable long-term business growth.
Benefits:
- Health insurance
- Life insurance
- Provident Fund
Application Question(s):
- Do you have minimum 10 years of relevant experience in SEZ, FTWZ, warehousing, customs, bonded logistics, free trade warehousing or related logistics verticals ?
- Do you have minimum 5 years of experience in a senior leadership role with independent P&L ownership and sales targets?
Work Location: In person
