Overview\nThe Inside Sales Head leads a remote sales team in a logistics services company, driving\nrevenue growth through virtual strategies for freight forwarding, warehousing, and\nsupply chain solutions. This senior role reports to the VP of Sales and focuses on\nhigh-velocity B2B deal-making remotely, blending team leadership with data-driven\nexecution.\n\nResponsibilities\n%CF; Strategic Visionary: Crafts bold sales strategies to outpace competitors,\nanticipating logistics market shifts like fuel surges or trade regulations.\n%CF; Team Architect : Designs and scales high-performing teams, from hiring reps\nto structuring pods for freight and warehousing deals.\n%CF; Revenue Accelerator : Optimizes lead-to-close cycles for 150%+ quota\nattainment using inbound and outbound tactics.\n%CF; Pipeline Master : Builds robust CRM pipelines, prioritizing high-value logistics\nRFPs and carrier partnerships.\n%CF; Quota Crusher : Surpasses aggressive targets by turning data insights into\nconsistent overachievement.\n%CF; CRM Wizard : Masters tools like Salesforce for forecasting, automation, and\nlead conversion.\n%CF; Logistics Evangelist : Delivers compelling virtual pitches on customs,\nmultimodal transport, and last-mile efficiency.\n%CF; Metrics Guru : Analyzes KPIs like CAC, LTV, and win rates to refine pricing and\nplaybooks.\n%CF; Deal Closer : Seals complex B2B contracts remotely, overcoming objections on\nrates and SLAs.\n%CF; Culture Builder : Fosters a motivated, metrics-driven culture through coaching\nand incentives.\n%CF; Forecast Expert : Projects revenue accurately using freight trends, seasonality,\nand pipeline health.\n%CF; Operations Collaborator: Ensures seamless sales-to-ops handoffs for reliable\ndelivery execution.\n%CF; Market Navigator : Monitors shipping disruptions and opportunities to pivot\nstrategies effectively.\n%CF; RFP Champion : Leads customized responses to intricate logistics tenders and\n3PL proposals.\n%CF; Growth Hacker: Experiments with ABM and tech integrations for scalable B2B\ngrowth.\n\nKey Requirements\nThe ideal candidate for this logistics sales leadership role brings proven expertise and\nskills to drive high-velocity revenue without field travel. The role reports to the Chief\nCommercial Officer and embodies all 15 core dimensions.\n%CF; 15 years of work experience with 8+ years in inside sales leadership and\npreferably 3+ years in logistics, 3PL, or supply chain (e.g., freight forwarding,\nwarehousing, e-commerce firms)\n%CF; Track record of 120%+ quota attainment, scaling teams to build this function from\n0 -10, managing annual pipelines of Rs.
100+ crore.\n\nTechnical Proficiencies\n%CF; Mastery of CRM systems (Salesforce, HubSpot) and sales tech (Gong,\nZoomInfo, logistics APIs for rates/carriers).\n%CF; Advanced analytics skills for KPIs like CAC, LTV, win rates, pipeline velocity, and\nfreight trend forecasting.\nLeadership Competencies\n%CF; Exceptional team-building : Hiring, coaching, and structuring pods for\ninbound/outbound logistics deals.\n%CF; Strategic agility : Navigating market volatility (tariffs, disruptions) and crafting\nplaybooks for RFPs and ABM.\nCore Skills and Traits\n%CF; Persuasive virtual selling : Closing complex B2B contracts via phone/video,\nhandling objections on SLAs, pricing, and multimodal transport.\n%CF; Cross-functional collaboration : Aligning with operations/marketing for\nseamless lead-to-execution handoffs.\n%CF; Metrics-driven mindset : Culture builder fostering motivation through incentives,\nforecasts, and data obsession.\n\nQualifications\n%CF; Bachelor's degree in Business, Supply Chain Management, Logistics, or related\nfield\n%CF; Masters in relevant disciplines preferred.
