JOB DESCRIPTION (JD)Position: Head – Employee Transport Services (ETS)Department: Employee Transport Services (ETS)Function: Business Development & OperationsReporting To: CEO / COO / Managing DirectorLocation: Corporate Office / PAN India1. Position Purpose
The Head – Employee Transport Services (ETS) will be responsible for the overall Business Development, Strategy, Operations, Profitability, Customer Management, and Growth of the Employee Transport Services business.
The position holder will lead the complete ETS business lifecycle, including business development, client acquisition, solution design, pricing, tender participation, contract negotiation, client onboarding, operations management, fleet management, safety, technology, customer satisfaction, and profitability.
The role will be responsible for expanding the ETS business across existing and new geographies while ensuring operational excellence, sustainable profitability, customer retention, and high-quality service delivery.
2. Key Roles & ResponsibilitiesA. Business Development & Revenue Growth
- Develop and execute the overall business development strategy for Employee Transport Services.
- Identify and acquire new corporate clients for employee transportation services.
- Build a strong sales pipeline across IT, ITES, BPO, Manufacturing, Automobile, BFSI, Pharma, and other corporate sectors.
- Develop relationships with CXOs, HR Heads, Administration Heads, Procurement Heads, and Transport Managers.
- Lead client presentations, business proposals, and commercial discussions.
- Identify new business opportunities across existing and new geographical locations.
- Drive revenue growth and market expansion.
- Develop strategies for cross-selling and upselling services to existing customers.
- Monitor market trends, competition, pricing, and customer requirements.
- Establish strategic partnerships to support business expansion.
B. Tender & Proposal Management
- Lead participation in RFPs, RFQs, and corporate tenders.
- Review client requirements and develop competitive business solutions.
- Coordinate with Operations, Finance, HR, and Procurement teams for proposal preparation.
- Develop commercial models and pricing strategies.
- Ensure proposals are technically and commercially competitive.
- Lead tender presentations and negotiations.
- Ensure proper evaluation of business opportunities before submission.
- Monitor tender success ratio and continuously improve proposal quality.
C. Solution Design & Commercial Strategy
- Design customized employee transportation solutions based on customer requirements.
- Develop operational and commercial models for new business opportunities.
- Ensure pricing provides sustainable profitability.
- Analyze route structures, fleet requirements, manpower requirements, and operational costs.
- Prepare business cases and profitability analysis before finalizing contracts.
- Develop innovative mobility solutions for corporate customers.
D. Client Acquisition & Relationship Management
- Build and maintain relationships with key corporate decision-makers.
- Develop Key Account Management strategies for major clients.
- Ensure high customer satisfaction and retention.
- Conduct regular business review meetings with customers.
- Identify opportunities for additional business within existing accounts.
- Act as the senior escalation point for strategic customers.
- Strengthen long-term customer partnerships.
3. Operational LeadershipA. End-to-End ETS Operations
- Lead complete Employee Transport Services operations across all locations.
- Ensure safe, reliable, and efficient transportation services.
- Establish standardized SOPs and operational processes.
- Monitor daily operational performance.
- Ensure SLA compliance for all customers.
- Drive continuous operational improvement.
- Ensure 24x7 operational capability where required.
B. Fleet Management
- Ensure optimum vehicle availability and utilization.
- Develop strategies to improve fleet productivity.
- Monitor vehicle deployment and utilization.
- Reduce empty running and dead kilometres.
- Ensure compliance with vehicle fitness, permits, insurance, and statutory requirements.
- Develop fleet expansion and replacement strategies.
C. Route Optimization & Technology
- Drive route optimization and operational efficiency.
- Improve vehicle occupancy and route productivity.
- Reduce operational costs through technology and automation.
- Ensure effective use of GPS, tracking systems, routing software, and mobile applications.
- Develop MIS dashboards for business and operational monitoring.
- Promote digital transformation within ETS operations.
4. Financial & P&L Management
- Own the overall Profit & Loss responsibility for the ETS business.
- Prepare annual business plans, budgets, and revenue targets.
- Monitor client-wise profitability.
- Ensure achievement of revenue and EBITDA targets.
- Control operational costs.
- Monitor fuel, fleet, manpower, vendor, and administrative expenses.
- Develop cost optimization initiatives.
- Work with Finance for billing, collections, and revenue assurance.
- Ensure healthy cash flow and working capital management.
5. Safety, Compliance & Risk Management
- Establish high standards of passenger and employee safety.
- Ensure compliance with transport laws and statutory regulations.
- Implement women employee safety standards.
- Monitor driver verification and training compliance.
- Ensure proper emergency response mechanisms.
- Conduct regular safety audits.
- Investigate major incidents and implement corrective actions.
- Develop business continuity and contingency plans.
6. Vendor & Partner Management
- Develop and maintain a strong network of fleet partners and vendors.
- Identify vendors for business expansion.
- Negotiate commercial agreements.
- Monitor vendor performance and compliance.
- Develop vendor evaluation and rating systems.
- Ensure availability of vehicles during peak requirements.
- Build strategic partnerships for geographical expansion.
7. Customer Experience & Service Excellence
- Develop a customer-centric culture across the ETS organization.
- Monitor customer satisfaction and service quality.
- Reduce customer complaints and escalations.
- Ensure timely resolution of operational issues.
- Improve SLA performance.
- Conduct regular customer satisfaction reviews.
- Implement continuous service improvement initiatives.
8. Strategic Planning & Business Expansion
- Develop the long-term growth strategy for ETS.
- Identify potential new cities and markets.
- Develop expansion plans based on market potential.
- Analyze industry trends and emerging mobility opportunities.
- Evaluate opportunities in EV mobility and sustainable transportation.
- Develop strategic partnerships and alliances.
- Present business growth plans to senior management.
9. Team Leadership & Organization Development
- Build and lead a high-performing Business Development and Operations team.
- Define organizational structure for business growth.
- Recruit and develop senior managers.
- Set KRAs and KPIs for Business Development and Operations teams.
- Conduct regular performance reviews.
- Develop succession planning and leadership capabilities.
- Promote accountability, innovation, customer focus, and operational excellence.
10. Key Performance Indicators (KPIs)Business Development KPIs
- New Client Acquisition
- Revenue from New Business
- Business Pipeline Value
- Tender / RFP Win Ratio
- Conversion Ratio
- New Geography Expansion
- Existing Client Business Growth
- Customer Retention Rate
Financial KPIs
- Total ETS Revenue
- EBITDA / Operating Profit
- Client-wise Profitability
- Budget Achievement
- Cost Reduction
- Collection Efficiency
- Working Capital Management
Operational KPIs
- SLA Compliance
- Trip Completion Rate
- On-Time Performance
- Fleet Utilization
- Route Efficiency
- Dead Kilometre Reduction
- Cost per Trip / KM
Customer KPIs
- Customer Satisfaction Score
- Customer Retention
- Number of Escalations
- Escalation Closure Time
Safety KPIs
- Accident Rate
- Safety Compliance
- Driver Training Compliance
- Incident Response Time
- Statutory Compliance Score
11. Educational Qualification
- Graduate in any discipline.
- MBA / PGDM in Business Development, Marketing, Operations, Logistics, or Business Management preferred.
- Engineering qualification will be an added advantage.
12. Experience RequiredTotal Experience
15–25 years of overall experience.
Relevant Experience
- Minimum 8–10 years in senior leadership roles.
- Strong experience in both Business Development and Operations.
- Experience in Employee Transport Services, Corporate Mobility, Logistics, Fleet Management, or Transportation.
- Experience managing P&L and large corporate customers.
- Experience in multi-city / PAN India operations preferred.
13. Required SkillsBusiness Development Skills
- Corporate Sales
- Key Account Management
- Client Acquisition
- Tender Management
- RFP / RFQ Management
- Commercial Negotiation
- Proposal Development
- Pricing Strategy
- Market Expansion
Operational Skills
- Employee Transport Operations
- Fleet Management
- Route Optimization
- Vendor Management
- Driver Management
- Safety Management
- Transport Compliance
- Technology Implementation
Leadership Skills
- Strategic Thinking
- P&L Management
- Team Leadership
- Decision Making
- Negotiation
- Stakeholder Management
- Problem Solving
- Crisis Management
14. Ideal Candidate Profile
The ideal candidate should be a dynamic business leader with strong experience in Employee Transportation, Corporate Mobility, Logistics, Fleet Management, or Transportation Services.
The candidate should have a proven track record of:
- Growing business revenue.
- Acquiring large corporate clients.
- Managing end-to-end transportation operations.
- Handling P&L responsibility.
- Leading large and geographically distributed teams.
- Managing key customer relationships.
- Driving profitability and operational efficiency.
- Developing new markets and business opportunities.
15. Reporting StructureReports To:
CEO / COO / Managing Director
Key Teams Under the Role:
Business Development
- Business Development Managers
- Key Account Managers
- Proposal / Tender Team
Operations
- Regional Operations Heads
- Operations Managers
- Location Managers
- Control Room Teams
Support Functions
- Fleet Management
- Vendor Management
- Safety & Compliance
- Customer Service
16. Overall Role Objective
To lead, grow, and manage the Employee Transport Services (ETS) business as a strategic business vertical by combining strong Business Development capabilities with operational excellence.
The Head – ETS will be accountable for driving new business acquisition, revenue growth, customer retention, operational efficiency, safety, profitability, geographical expansion, and long-term sustainable growth of the ETS business.
Pay: ₹100,000.00 - ₹200,000.00 per month
Work Location: In person
