Experience: 20+ years
CTC: ₹50–60 LPA
We are seeking an experienced and strategic FCL Sales Leader to drive business growth and lead the Full Container Load (FCL) sales function. The role will be responsible for defining sales strategy, expanding market share across key trade lanes, managing large customer portfolios, and leading high-performing sales teams. The ideal candidate will have deep expertise in international freight forwarding, strong relationships with exporters/importers and shipping lines, and a proven track record of scaling FCL business.
· Business Strategy & Revenue Growth
· Define and execute the overall FCL sales strategy aligned with company growth objectives.
· Drive revenue growth through new business acquisition and expansion of key accounts.
· Identify and develop opportunities across major global trade lanes (US, Europe, Asia, Middle East, etc.).
· Monitor market trends, freight rates, and industry dynamics to maintain competitive positioning.
· Client & Key Account Management
· Build and maintain strategic relationships with large exporters, importers, freight forwarders, and NVOCCs.
· Lead negotiations for major contracts, pricing agreements, and long-term partnerships.
· Oversee key account management to ensure high customer satisfaction and retention.
· Sales Leadership & Team Management
· Lead, mentor, and develop the FCL sales team to achieve revenue and volume targets.
· Set sales KPIs, performance metrics, and incentive structures.
· Foster a high-performance sales culture focused on growth and client success.
· Pricing & Market Intelligence
· Work closely with pricing and operations teams to develop competitive pricing strategies.
· Provide market intelligence on shipping line rates, space availability, and industry trends.
· Identify opportunities for service innovation and differentiation.
· Operational Alignment
· Collaborate with operations, customer service, and logistics teams to ensure seamless shipment execution.
· Oversee client onboarding and ensure service delivery meets contractual commitments.
· Reporting & Forecasting
· Track and analyze sales performance, pipeline growth, and revenue forecasts.
· Present regular business updates and strategic insights to senior leadership.
Bachelor’s degree in Business, Logistics, Supply Chain, or related field.
15+ years of experience in freight forwarding or logistics sales, with strong exposure to FCL business.
Proven track record of managing large FCL volumes and revenue portfolios. Strong network with exporters, importers, shipping lines, and NVOCCs.
Deep understanding of international shipping, Incoterms, and global trade lanes. Demonstrated experience in leading and scaling sales teams.
SPERTON is a full-range provider of Global Recruitment, People Management, Global Mobility and Business support services within focused industry sectors. Our head office is located in Norway. We have over 20 years’ of experience supporting clients within the Human Resources area. We can support you globally through our own companies and partners in more than 140 countries.
Sperton had been specializing in the supply of the very best freelance and permanent white-collar professionals working with projects. We provide consultant and recruitment services to companies of all types and sizes, including consultancies, contractors, sub-contractors, developers and end clients operating across a wide range of projects and environments.
Now our services also include People Management, Global Mobility and Business Support Services.
Legal entity set-up, payroll services, HR administration, compliance, and insurance provision, cultural awareness training, and mobility support – everything needed to work compliantly with local legislation and regulations in different countries.
With over 20 years of global experience within project execution, we understand your challenges and know how to support you from the start to the end of the project.
