HEAD / GENERAL MANAGER – ROAD TRANSPORT
Company: GloboTrans ProLogistix Private Limited
Department: Surface Transport & Distribution
Location: Mumbai, Maharashtra
Reports To: Director
Role Mix: 50% Sales & Business Development | 50% Operations & Service Excellence
Travel: Extensive travel to ports, project sites, plants and client locations across India
Direct Reports: Vertical Operations, Sales & Support Team (to be finalized as per organization structure)
ROLE PURPOSE
To scale and lead a reliable, technology-enabled road transport business covering FTL, LTL, container trailers and specialized movements, combining owned-fleet economics with a vetted market-vehicle network.
The role will be responsible for delivering on-time, damage-free and fully compliant transportation services, while driving profitable growth, operational excellence, customer satisfaction and strong service reliability.
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 and profitability for the Road Transport vertical.
2. New Business Development
- Build, manage and convert a qualified pipeline of new clients.
- Identify business opportunities across FTL, LTL, container transportation and specialised movements.
- 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 key existing clients.
- Drive contract renewals, Quarterly Business Reviews (QBRs) and year-on-year wallet-share growth.
- Strengthen relationships with PSUs, MNCs, EPC companies, manufacturing organisations and EXIM clients.
4. Cross-Selling & Integrated Solutions
- Identify and convert cross-selling opportunities across GloboTrans verticals, including:
- Customs
- Freight Forwarding
- Warehousing
- CFS
- SEZ/FTWZ
- Road Transport
- Project Cargo
- Cranes
- Develop integrated logistics solutions to maximise customer value and business opportunities.
5. Market Intelligence
- Track competitor activities, transportation rates, market trends, capacity availability and regulatory developments.
- Analyse trade flows and market conditions to support pricing strategy and service development.
- Identify emerging opportunities and risks within the road transportation market.
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 risks and contractual obligations are effectively managed.
B. OPERATIONS & SERVICE EXCELLENCE – 50%
1. Service Excellence
- Define, implement and achieve SLA/KPI standards for the Road Transport vertical.
- Institutionalise daily performance reviews and exception management.
- Conduct Root Cause Analysis (RCA) and implement Corrective & Preventive Actions (CAPA) for service failures.
- Ensure consistent on-time and damage-free deliveries.
2. SOPs & Process Discipline
- Develop, implement and periodically refresh SOPs, work instructions and client-specific operating procedures.
- Drive process standardisation across locations, routes, sites and shifts.
- Ensure adherence to operational controls and service standards.
3. Compliance & Statutory Requirements
- Ensure 100% compliance with applicable:
- GST regulations
- E-way bill requirements
- Transport permits
- Vehicle fitness requirements
- PUC requirements
- Insurance requirements
- Driver licence requirements
- Motor Vehicles Act
- Central Motor Vehicles Rules (CMVR)
- Ensure compliance with applicable load limits and transportation regulations.
- Maintain complete audit readiness.
4. HSE Culture
- Champion a zero-harm safety culture across transportation operations.
- Ensure toolbox talks, PPE discipline and safety procedures are implemented wherever applicable.
- Monitor incident reporting, near-miss tracking and corrective actions.
- Ensure safe driving and transportation practices across owned and market vehicles.
5. People Leadership
- Build, develop, coach and retain a high-performing transportation 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 drivers, subcontractors and market-vehicle partners.
6. Cost & Productivity
- Drive improvement in cost per kilometre, cost per tonne and cost per shipment.
- Improve vehicle utilisation and reduce empty running.
- Drive fuel-efficiency initiatives and optimise route planning.
- Negotiate and manage vendor rates and commercial terms.
- Identify and eliminate operational waste and inefficiencies.
7. Digitalisation & MIS
- Drive adoption and effective utilisation of:
- TMS
- GPS / Telematics
- e-POD
- ERP
- Control Tower / Track-and-Trace systems
- Ensure real-time shipment visibility and predictive ETA updates.
- Publish accurate and timely MIS and operational dashboards for management and clients.
VERTICAL-SPECIFIC RESPONSIBILITIES & EXPERTISE
1. Network & Vendor Development
- Build and manage a pan-India network of transport vendors, brokers and market-vehicle partners.
- Establish rate contracts, capacity commitments and performance scorecards.
- Develop a reliable and cost-effective market-vehicle network.
- Optimise the mix between owned fleet and market vehicles based on cost, capacity and reliability.
2. Fleet Operations
- Manage the owned fleet P&L and operational performance.
- Oversee route planning, driver management and vehicle deployment.
- Drive fuel-efficiency and maintenance initiatives.
- Manage tyre and maintenance regimes.
- Improve vehicle utilisation and RTKM performance.
- Monitor vehicle downtime and ensure preventive maintenance.
3. Compliance & Documentation
- Ensure complete compliance with:
- E-way bills
- GST
- Transport permits
- Fitness certificates
- PUC
- Insurance
- Driver licences
- Ensure adherence to the Motor Vehicles Act and CMVR.
- Enforce applicable vehicle load limits and documentation requirements.
4. Technology & Visibility
- Implement TMS, GPS and telematics solutions across transportation operations.
- Ensure effective use of e-POD systems.
- Establish control-tower monitoring for real-time shipment visibility.
- Provide clients with real-time tracking and predictive ETA information.
- Use technology and data analytics to improve fleet utilisation and operational efficiency.
5. Specialised Movements
- Coordinate ODC/OWC transportation movements.
- Manage tanker and bulker transportation operations.
- Coordinate first-mile and last-mile transportation for CFS and warehouse operations.
- Manage port shuttle operations.
- Coordinate specialised transportation requirements with project logistics and other business verticals.
KEY PERFORMANCE INDICATORS (KPIs)
- On-time delivery percentage
- In-transit damage and claims ratio
- Vehicle utilisation percentage
- Empty-running percentage
- Cost per kilometre / cost per tonne
- Fuel efficiency
- Vehicle downtime
- POD cycle time
- Billing accuracy
- 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
QUALIFICATIONS & EXPERIENCE
- Graduate in any discipline.
- Minimum 10 years of relevant experience in Road Transport, Surface Transport, Distribution, Fleet Management 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 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
Runs the Road Transport vertical as a business, with complete ownership of growth, profitability, service quality and customer satisfaction.
Consultative Selling
Ability to understand customer requirements, develop transportation solutions and engage CXO-level stakeholders.
Operational Rigour
Detail-oriented, data-driven and process-disciplined approach to transportation operations.
Stakeholder Management
Strong ability to manage clients, transport vendors, drivers, port authorities, customs authorities, regulators, subcontractors and internal stakeholders.
Integrity & Compliance
Strong compliance-first mindset with a high level of integrity and accountability.
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, Project Logistics and other business verticals.
Strategic Thinking
Ability to identify market opportunities, optimise transportation networks and translate business opportunities into profitable growth.
Benefits:
- Health insurance
- Life insurance
- Provident Fund
Application Question(s):
- Do you have minimum 10 years of relevant experience in Road Transport, Surface Transport, Distribution, Fleet Management or related logistics verticals ?
- Do you have a minimum 5 years of experience in a senior leadership role with independent P&L ownership and sales targets?
Work Location: In person
