Job Description

Crane Worldwide Logistics is a leader in supply chain solutions with over 130 locations across 30 countries providing individual services that address our client's logistics challenges.

General Descriptions:

We are looking for a Head of Sales – India with a proven track record in driving strategic business development growth across the India Sub-Continent. The Head of Sales – India must demonstrate strong commercial leadership capabilities and a consistent ability to deliver profitable growth across multiple industry sectors and service offerings.

The role is responsible for leading local and regional sales initiatives, developing and executing commercial growth strategies, and creating and maintaining strong client relationships to increase business from both existing and prospective customers. The position will focus on net revenue generation, market share growth, pipeline development, and execution of regional sales and marketing initiatives aligned with company objectives.

The position includes responsibility for managing and developing one’s own portfolio of strategic accounts, while also leading, mentoring, and driving performance of the India commercial team to exceed quarterly and annual KPI goals, budgets, and commissionable targets.

The role will also require ownership of the training and development of the regional commercial team to ensure they possess the commercial, operational, and strategic skills necessary to exceed customer expectations and company growth objectives. This includes development of structured training plans, one-to-one coaching, sales mentoring, performance management, and continuous professional development initiatives.

The Head of Sales – India will work closely with regional leadership, operations, product teams, and global commercial stakeholders to support sustainable growth, strategic customer engagement, and overall business expansion throughout India and the wider region.

Essential Job Functions:

• Create short, medium, and long-term sales strategies specific to the development of regional sales performance across India and the India Sub-Continent to maximize margins and increase revenue growth.
• Ensure weekly communication and engagement with the regional sales team, ensuring alignment with short, medium, and long-term commercial strategies while equipping the team with relevant market intelligence and customer insights to strengthen engagement with both target and existing clients.
• Continue the development and enhancement of reporting systems to ensure regional commercial activity is transparently measured and supports stronger commercial and business decision-making.
• Lead from the front within the region to ensure sales targets, goals, and performance expectations are attainable, measurable, and consistently achieved to drive a high-performance commercial culture.
• Identify business opportunities and generate profitable sales growth within both new and existing customer accounts.
• Prospect, secure, and close opportunities within assigned accounts while developing and managing relationships with strategic customers to maximize all commercial opportunities.
• Work collaboratively with regional operational and finance leadership to ensure alignment on customer expectations, operational delivery, profitability, and overall commercial strategy.
• Work with senior management, operations, purchasing, logistics, and sales teams both domestically and globally to recommend and implement sales and marketing strategies and programs that support targeted growth, profitability, and market share aligned with corporate goals and industry trends.
• Attract, develop, mentor, and retain a high-performing regional commercial team within the company and the industry.
• Provide strong, visible, and inspirational leadership throughout the organization.
• Promote and support company services internally and externally across all relevant markets and sectors.
• Maintain personal involvement with the existing client base to strengthen and expand relationships within customer organizations.
• Drive additional growth within existing accounts by working closely with field sales and account management teams on customer development plans.
• Ensure alignment with regional and global product teams to support consistent sales direction and strategic business development initiatives.
• Engage with domestic, regional, and global pricing and tender teams to ensure strategies are in place to maximize win ratios and commercial success.
• Maintain weekly touchpoints with company sales leadership and regional sales leadership teams to ensure alignment, collaboration, sharing of best practices, customer opportunities, and strategic support.
• Act as a key member of the regional leadership team providing overall guidance and strategic direction to the business planning process.
• Assist local stations and branch leadership with go-to-market strategies and regional commercial development initiatives.
• Manage and control regional strategic RFIs and RFQs in collaboration with Global and Regional Tender Management teams.
• Provide management with relevant, quantified, and clear information relating to market activity, customer trends, and competitive intelligence.
• Ensure the correct administration and management of the prevailing Sales Incentive Plan.
• Ensure ongoing and consistent customer satisfaction through effective and efficient responses to customer inquiries, operational issues, and commercial challenges.
• Deliver weekly, monthly, quarterly, and annual sales reporting to the Managing Director and Regional Vice President, EMEIA, including:

• • Activity Metrics
  • Activity Data
  • Sales Pipeline
  • Sales Wins & Losses
  • Lead Analysis
  • Sales Campaign Management
  • Appointment Management
  • Active Client Summary
  • New Client Summary

• Maintain strong management and focus within the CRM system ensuring the regional pipeline is sufficiently wide and deep to achieve growth and budget expectations.
• Availability outside of standard working hours to support the requirements of the global customer base and network when commercial direction and support are required.

Other Skills / Abilities:

• Demonstrated sales leadership success with strong knowledge of sales concepts, strategic business development methods, and commercial techniques within the logistics and supply chain industry.
• Strong understanding of business operations beyond core functional expertise with in-depth knowledge of supply chain, freight forwarding, transportation, and integrated logistics solutions.
• Excellent written and verbal communication skills with the ability to persuade, influence, negotiate, and deliver formal presentations within customer, leadership, and training environments.
• Ability to build and maintain strong business relationships at all levels of the organization and with both existing and prospective customers.
• Strong commercial acumen with the ability to identify market opportunities, drive profitability, and develop strategic growth initiatives.
• Strong working knowledge of domestic and international regulatory compliance laws and regulations related to the supply chain, transportation, and logistics industry.
• Strong leadership, coaching, mentoring, and team development capabilities with the ability to drive high-performing commercial teams.
• Ability to lead within a fast-paced, dynamic, and results-driven environment while managing multiple priorities and stakeholders.
• Intermediate to advanced proficiency in Microsoft Office, CRM platforms, internet-based systems, reporting tools, and job-specific software applications.
• Domestic and international travel is a requirement of the role.
• Strong team management and leadership capabilities.
• Strong administration, organizational, and strategic planning skills.
• Excellent communication and interpersonal skills.
• Strong analytical skills with the ability to interpret commercial and financial data to support business decisions.
• Strong stress management and conflict resolution capabilities.
• Highly motivated, self-driven, and results-oriented approach.
• Positive outlook with strong problem-solving and decision-making abilities.
• Ability to work collaboratively across multiple functions, regions, and cultures.
• Strong customer-centric mindset with a focus on delivering service excellence and long-term partnership development.

Education & Experience:

• A college degree with a preference for degrees in business, or relevant experience.
• Minimum 15 years Local/Regional and or global sales experience in the industry.

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.