Lead - Business Development

Identify, develop, and secure high-value business opportunities for domestic warehousing and multi-modal transportation solutions. The role focuses on acquiring and retaining enterprise clients within the FMCG, FMCD/CE, Retail, Pharmaceutical, and Chemical industries, leveraging Mahindra Logistics' extensive supply chain network to deliver customized 3PL/4PL solutions

 

Key Responsibilities:

 

New Business Development: Identify and close new business opportunities by pitching tailored multi-user warehousing, built-to-suit (BTS) facilities, and primary/secondary transportation solutions.

Sector-Specific Lead Generation: Drive pipeline growth through cold calling, corporate meetings, industry networking, and references, specifically targeting Supply Chain Heads and Logistics Decision Makers in FMCG, Pharma, and Chemicals.

Key Account Management: Maintain and scale relationships with existing clients to ensure retention, identify cross-selling opportunities (e.g., introducing warehousing to an existing transport client), and increase wallet share.

Target Achievement: Consistently achieve aggressive monthly, quarterly, and annual sales revenue and gross margin targets.

Solution Design Collaboration: Coordinate with internal solutions design, operations, and pricing teams to build techno-commercial proposals that address sector-specific complexities (e.g., cold chain for Pharma, PESO compliance for Chemicals, and high throughput for FMCG).

Market Intelligence: Conduct continuous market research and competitor analysis to track industry trends, regulatory changes (e.g., GST or safety norms), and rival logistics players' strategies.

Sales Governance & Reporting: Prepare, maintain, and share regular sales pipelines, Win-Loss analyses, and revenue forecasting reports via CRM tools.

Customer Experience: Act as the primary point of escalation for clients during onboarding, ensuring timely resolution of queries and smooth operational handovers.

Candidate profile

Proven experience as a Sales Representative, Sales Consultant, or similar role in acquiring new clients.

Demonstrated ability to communicate, present, and influence effectively at all levels of the organization, including executive and C-level.

Experience in delivering client-focused solutions based on customer needs.

Proven track record of meeting or exceeding sales targets.

Excellent listening, negotiation, and presentation skills.

Good analytical skills with ability to identify actual issue/needs & match to appropriate solution/products

 

Qualifications & Experience:

 

Experience: 4 to 8 years of hardcore corporate sales/BD experience in Contract Logistics (3PL), Warehousing, and Domestic Express/FTL Transportation.

 

Domain Expertise: Proven track record of selling logistics solutions to FMCG (high velocity), FMCD / Durables /Electronics, Retail, Pharma (temperature-controlled), or Chemical (hazardous/compliance-driven) sectors.

 

Skills: Strong negotiation, consultative selling, and relationship-building skills. Familiarity with warehouse management systems (WMS) and transport management systems (TMS) terminology is highly preferred.