National Sales And Marketing Director

Job Description

We are seeking a dynamic and results-driven Head – Sales & Marketing to lead and grow our domestic sales and marketing efforts across India. The ideal candidate will have a strong background in freight forwarding and customs clearance, with a proven track record of acquiring new business, building high-performing sales teams, and driving integrated marketing and vertical strategies. This role will oversee all aspects of sales leadership and marketing strategy including team growth, and customer success metrics, ensuring alignment with broader business goals and market trends. Key Responsibilities Business Development & Sales Leadership • Drive new business growth across all key services: exports, imports, air & sea freight, and customs clearance. • Identify, pursue, and secure strategic customer accounts. • Expand market presence and build relationships with major exporters, importers, and supply chain partners. • Develop new trade lanes in collaboration with Branch Heads and Product Heads. • Build, mentor, and lead a high-performing sales team across multiple regions. • Set clear sales targets, KPIs, and accountability structures. • Foster a proactive, customer-centric, and data-driven sales culture. Sales Strategy & Process Management • Develop and implement a comprehensive sales strategy aligned with business growth targets. • Formulate product-wise growth strategies for air freight, sea freight, customs brokerage, and value-added services. • Create vertical market strategies focused on sectors like Pharmaceuticals, Automotive, FMCG, Electronics, white goods and others. • Engineer trade-lane wise business strategies for different port pairs and foreign regions • Design effective sales processes, including lead generation, opportunity qualification, solution design, negotiation, and closing. • Introduce and manage modern sales enablement tools: CRM, data-driven pipeline management, and performance dashboards. • Ensure alignment between sales and marketing functions for lead nurturing and revenue conversion Marketing Strategy Development • Design and implement a comprehensive marketing strategy aligned with sales objectives and corporate vision. • Develop integrated marketing plans to support vertical and product-wise growth. • Lead digital marketing initiatives to drive lead generation, brand visibility, and engagement. • Manage execution of campaigns via in-house teams and/or external agencies. • Promote thought leadership and industry positioning. Pipeline Management • Establish and monitor a structured sales pipeline across all products and industry verticals. • Define clear pipeline stages and activities: lead sourcing, qualification, proposal, negotiation, closing, and retention. • Implement CRM best practices for real-time tracking of opportunities and sales team activities. • Lead weekly/monthly pipeline reviews to drive focus, remove bottlenecks, and maintain momentum. • Conduct win/loss analysis to identify areas for improvement. • Coordinate with marketing to enhance pipeline velocity and conversion rates. Client Relationship Management • Oversee major accounts and ensure exceptional client service and retention. • Implement customer account performance matrices to monitor satisfaction and profitability. • Conduct regular performance reviews and pipeline reviews with team and key clients. Collaboration & Reporting • Work closely with operations, pricing, finance, and compliance teams to ensure trade lane development, service excellence and profitability. • Provide regular reports and forecasts to senior leadership and Board/MD. • Stay updated with market trends, competitor activity, and regulatory changes impacting freight and customs. Key Requirements • At least 5+ years of sales & marketing leadership experience in the sector. • Experience of working at multiple locations across India would be desired • Deep understanding of air & sea freight, customs clearance, and trade compliance • Proven track record in new business development and managing large customer portfolios. • Prior experience reporting directly to Board/CEO is mandatory. • Experience working in an Indian company or Indian business environment is essential. • Strong teambuilding, people management and leadership skills; and ability to scale teams and processes as the business grows. • Data-driven mindset with experience in CRM, sales analytics, and pipeline management. • Excellent communication, negotiation, and relationship building abilities. • Bachelor’s degree, (MBA in business development/marketing OR Supply chain operations is preferred) • Ability to travel extensively across India • Natural leadership style: entrepreneurial, proactive, and inspiring. • Familiarity with modern sales enablement tools and techniques.