JOB DESCRIPTIONHead / General Manager – Warehousing
(General, Bonded & Open Yard)
Company: GloboTrans ProLogistix Private Limited
Base Location: Mumbai
Department: Warehousing & Distribution
Reports To: Director
Role Mix: 100% Sales & Business Development
Location: Mumbai, with extensive travel to ports, sites and client locations across India
Direct Reports: Vertical Sales & Business Development Team (to be finalised as per organisation structure)
1. ROLE PURPOSE
Drive top-line growth of the Warehousing vertical by winning contract logistics mandates across general warehouses, customs bonded facilities (Sections 58/65 & MOOWR) and open yards from manufacturing, EXIM and project clients.
The role is responsible for converting the company’s facility network and operating capabilities into a growing, profitable and sustainable client portfolio, while owning the vertical’s commercial performance and business development strategy.
2. KEY RESPONSIBILITIES – BUSINESS DEVELOPMENT & SALES
2.1 P&L Ownership
- Own the vertical’s revenue, gross margin and EBITDA targets.
- Prepare and deliver the annual business plan and quarterly forecasts.
- Drive profitable growth in line with the company’s strategic objectives.
2.2 New Business Development
- Build and convert a qualified pipeline of new clients.
- Lead RFQ/RFP/tender responses, solution design, pricing and commercial negotiations through to contract closure.
- Identify new market opportunities across manufacturing, EXIM, EPC, PSU, MNC and project sectors.
- Develop long-term relationships with key decision-makers and CXO-level stakeholders.
2.3 Key Account 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.
- Strengthen strategic relationships to maximise client retention and revenue expansion.
2.4 Cross-Selling
- Identify and convert cross-selling opportunities across GloboTrans verticals, including:
- Customs
- Freight Forwarding
- Warehousing
- CFS
- SEZ / FTWZ
- Transportation
- Project Cargo
- Crane Services
- Develop and position integrated logistics solutions for clients.
2.5 Market Intelligence
- Track competitor activity, pricing trends, trade flows and regulatory changes.
- Monitor market demand, emerging customer requirements and industry developments.
- Provide market insights to support pricing strategy, service development and network expansion.
2.6 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 and Days Sales Outstanding (DSO) for the vertical.
- Ensure commercial commitments are aligned with approved pricing and profitability parameters.
3. INTERFACE WITH OPERATIONS
3.1 Solution Design with Operations
- Work jointly with the Operations team to design, cost and commit deliverable solutions.
- Ensure every commercial commitment is operationally validated before contract signature.
- Align warehouse infrastructure, manpower, MHE, technology and service requirements with client expectations.
3.2 Service Reviews & Escalation
- Lead client service reviews and act as the commercial escalation point.
- Work closely with Operations to identify and close service gaps impacting client retention and wallet share.
- Ensure timely resolution of key commercial and service-related concerns.
3.3 Voice of Customer
- Capture and communicate client feedback, complaints and emerging requirements to Operations.
- Drive continuous improvement in service delivery and solution development based on customer needs.
4. VERTICAL-SPECIFIC COMMERCIAL RESPONSIBILITIES & EXPERTISE4.1 Solution Design & Pricing
- Design and cost 3PL solutions, including:
- Dedicated and multi-client warehousing
- Bonded storage
- Open-yard storage
- Steel / OCTG / project cargo storage
- Develop commercial solutions covering:
- Warehouse layout
- Racking
- Material Handling Equipment (MHE)
- Manpower
- WMS specifications
- Coordinate closely with Operations to ensure commercial feasibility and service deliverability.
4.2 Bonded Warehousing Propositions
- Develop and sell duty-deferment and bonded-storage solutions under Customs Act Sections 57/58/65 and MOOWR 2019.
- Guide clients on:
- In-bond and ex-bond processes
- Documentation requirements
- Compliance requirements
- Duty-deferment and other commercial benefits
4.3 Open Yard & Project Storage
- Develop open-yard business for:
- Steel
- Pipes
- Casing
- Project materials
- Position capabilities around:
- Stacking
- Material traceability
- Preservation
- MHE-supported handling
- Inventory management
4.4 Capacity Monetisation
- Maximise occupancy and revenue per sq. ft. / sqm across the facility portfolio.
- Structure commercial models covering:
- Space commitments
- Minimum guarantees
- Escalations
- Long-term capacity commitments
- Optimise utilisation and profitability of available warehouse and yard capacity.
4.5 Market & Network Expansion
- Identify high-potential demand corridors and anchor clients to support new facility additions.
- Develop business through:
- Brokers
- Industrial Park / IPC channels
- Consultants
- Industry networks
- Strategic partnerships
- Build a consistent enquiry-generation and lead-conversion channel.
5. KEY PERFORMANCE INDICATORS (KPIs)
- Occupancy % and revenue per sq. ft. / per sqm of yard.
- New space contracted (sq. ft. / sqm).
- Annualised Contract Value (ACV) added.
- Bonded / VAS revenue as a percentage of vertical revenue.
- Revenue and gross margin versus budget.
- New business revenue added (₹ Cr. per annum).
- Pipeline coverage.
- Sales win rate.
- Average deal size.
- Client retention rate.
- Revenue churn.
- NPS / client satisfaction scores.
- DSO and receivables ageing within agreed norms.
6. QUALIFICATIONS & EXPERIENCE
- Graduate in any discipline.
- Minimum 10 years of relevant experience in warehousing, contract logistics, 3PL, logistics or a related vertical.
- Minimum 5 years in a senior leadership role with independent P&L ownership and sales targets.
- Demonstrable track record of winning and retaining institutional clients across:
- PSU
- MNC
- EPC
- Manufacturing
- EXIM / International Trade
- Project Logistics
- Strong commercial negotiation, contract management and analytical skills.
- Excellent communication and presentation skills.
- Fluency in English and Hindi.
- Willingness to travel extensively across ports, plants and client locations across India.
7. LEADERSHIP COMPETENCIESEntrepreneurial Ownership
Runs the vertical as a business, not merely as a function, with strong ownership of revenue, profitability and growth.
Consultative Selling & Solution Design
Demonstrates the ability to understand complex customer requirements and develop customised logistics solutions at the CXO level.
Operational Rigour
Detail-oriented, data-driven and process-disciplined, with a strong focus on execution and commercial commitments.
Stakeholder Management
Effectively manages relationships with:
- Clients
- Port authorities
- Customs authorities
- Regulators
- Vendors
- Unions
- Internal stakeholders
Integrity & Compliance
Maintains a strong integrity and compliance-first mindset, particularly in relation to bonded warehousing, customs and commercial governance.
Team Building & Collaboration
Builds, mentors and leads a high-performing sales and business development team while fostering strong cross-functional collaboration with Operations and other GloboTrans verticals.
8. ROLE SUCCESS PROFILE
The successful candidate will be expected to:
- Build a strong and sustainable warehousing sales pipeline.
- Win significant general, bonded and open-yard warehousing contracts.
- Improve facility occupancy and revenue realisation.
- Grow revenue and EBITDA while maintaining healthy margins.
- Develop strategic relationships with large institutional and corporate clients.
- Expand GloboTrans' warehousing footprint through demand-led market opportunities.
- Create strong cross-selling opportunities across the GloboTrans logistics ecosystem.
- Establish the Warehousing vertical as a high-growth and profitable business vertical.
Benefits:
- Health insurance
- Life insurance
- Provident Fund
Application Question(s):
- Do you have minimum 10 years of relevant experience in warehousing, contract logistics, 3PL, logistics or a related vertical?
- Do you have a minimum 5 years in a senior leadership role with independent P&L ownership and sales targets ?
Work Location: In person
