Position Details
Designation: Sales Manager – FTL Transportation
Department: Sales & Business Development
Industry: Transport & Logistics / FTL Transportation
Job Location: Nagpur
Employment Type: Full-Time
Experience: 3–8 Years in Transport / Logistics / FTL Sales
Qualification: Graduate in any discipline; MBA/PGDM in Sales & Marketing will be an advantage
Job Summary
The Sales Manager will be responsible for developing new business, acquiring corporate clients, increasing FTL load volumes, managing key customer relationships, achieving revenue and profitability targets, and expanding the company's transportation business.
Should have strong knowledge of the FTL market, freight rates, routes, customer requirements, and transportation operations, with a proven ability to generate business and maintain long-term customer relationships.
Key Responsibilities
A. Business Development & New Customer Acquisition
- Identify and acquire new corporate customers for FTL transportation services.
- Generate leads through field visits, cold calling, references, networking, online platforms and industry contacts.
- Target manufacturers, distributors, FMCG companies, automotive companies, e-commerce companies, retailers, exporters/importers, warehouses and other industries requiring FTL services.
- Develop and maintain a strong sales pipeline.
- Convert enquiries and leads into regular business.
- Develop annual/long-term transportation contracts as well as spot-load business.
- Expand business in existing and new geographical markets.
B. Customer Relationship Management
- Develop strong relationships with existing and prospective customers.
- Understand customer transportation requirements, routes, volumes and service expectations.
- Conduct regular customer meetings and business reviews.
- Ensure customer satisfaction and generate repeat business.
- Handle customer complaints and coordinate with the Operations team for timely resolution.
- Develop key accounts and increase revenue from existing customers.
C. Pricing & Commercial Negotiation
- Prepare freight quotations and commercial proposals.
- Understand market freight rates and competitor pricing.
- Negotiate rates, payment terms, detention charges, cancellation charges and other commercial terms with customers.
- Ensure every business opportunity meets the company's required profit margin.
- Coordinate with Operations/Procurement for vehicle availability and costing before finalizing rates.
D. Sales Target & Revenue Achievement
- Achieve monthly, quarterly and annual sales targets.
- Increase FTL trip volumes, revenue and gross margins.
- Prepare sales forecasts and business development plans.
- Monitor conversion ratios, customer acquisition and revenue performance.
- Identify opportunities for cross-selling and increasing business volumes.
E. Coordination with Operations
- Coordinate with the Operations team for smooth execution of customer loads.
- Ensure timely vehicle placement, pickup and delivery.
- Resolve operational issues affecting customer satisfaction.
- Coordinate regarding vehicle availability, routes, TAT, detention and service failures.
- Ensure commitments made to customers are commercially and operationally feasible.
F. Payment Collection & Credit Control
- Follow up with customers for outstanding payments.
- Ensure invoices are submitted correctly and on time.
- Monitor customer credit limits and payment cycles.
- Coordinate with the Accounts team for overdue payment recovery.
- Support the company in maintaining healthy receivables/DSO.
G. Market & Competitor Analysis
- Monitor market freight rates and competitor activities.
- Identify new routes, industries and business opportunities.
- Collect market intelligence regarding customer requirements and pricing.
- Provide regular market updates to management.
H. MIS & Reporting
Prepare and submit regular reports covering:
- Daily/weekly sales activities
- Lead and enquiry pipeline
- New customer acquisition
- Customer-wise revenue
- Route-wise business
- FTL trip volume
- Sales target vs. achievement
- Gross margin
- Outstanding payments
- Customer visits and follow-ups
- Lost business and reasons
Required Skills & Competencies
- Strong B2B sales and business development skills.
- Good knowledge of FTL transportation and road logistics.
- Understanding of freight pricing and route economics.
- Excellent communication and negotiation skills.
- Strong customer relationship management.
- Ability to generate business independently.
- Strong follow-up and closing skills.
- Good knowledge of MS Excel, MS Office and CRM/TMS systems.
- Analytical and commercial mindset.
- Ability to work under pressure and achieve targets.
- Willingness to travel for customer meetings.
- Strong networking and market-development skills.
Preferred Candidate Profile
- 3–8 years of experience in FTL / Road Transportation / 3PL / Logistics Sales.
- Candidates with an existing corporate customer network will be preferred.
- Experience in handling manufacturers, FMCG, automotive, e-commerce, retail or industrial customers will be an advantage.
- Proven track record of achieving sales and revenue targets.
- Existing customer/fleet-owner/transportation network will be an added advantage.
- Should be target-oriented, self-motivated and capable of working independently.
Pay: ₹20,000.00 - ₹35,000.00 per month
Experience:
- Transport Industry: 5 years (Preferred)
Work Location: In person
