Head / General Manager – Cranes

Head / General Manager – Cranes

• *Company:** GloboTrans ProLogistix Private Limited
• *Department:** Crane Services
• *Base Location:** Mumbai
• *Reporting To:** Director
• *Role Mix:** 50% Sales \& Business Development \| 50% Operations \& Service Excellence
• *Travel:** Extensive travel to ports, project sites, plants, shore bases and client locations across India
• *Direct Reports:** Vertical Operations, Sales and Support Team – structure to be finalised

• *1\. Role Purpose**

The **Head / General Manager – Cranes** will be responsible for driving the overall growth, profitability and operational excellence of the Crane Services vertical.

The role will have **end\-to\-end responsibility for business development, P\&L, fleet utilisation, client relationships, operational performance, safety, maintenance and service delivery**.

The incumbent will be expected to expand the crane services business beyond existing anchor contracts by developing new institutional clients and building long\-term relationships across **ports, oil \& gas shore bases, steel plants, EPC companies, manufacturing facilities and project sites**.

The role requires a strong combination of **commercial acumen, sales leadership, crane operations expertise, asset management and people leadership**.

• *2\. Key ResponsibilitiesA. Business Development \& Sales – 50%P\&L and Business Ownership**

• Own the Crane Services vertical's **revenue, gross margin and EBITDA targets**.
• Develop and execute the annual business plan, budgets and quarterly forecasts.
• Identify opportunities to improve revenue, profitability and asset utilisation.
• Monitor business performance against agreed financial and operational targets.

New Business Development

• Build, manage and convert a qualified pipeline of new business opportunities.
• Identify and develop relationships with **PSUs, MNCs, EPC companies, ports, manufacturing companies, oil \& gas companies and other institutional clients**.
• Lead **RFQ/RFP/tender responses**, solution design, technical\-commercial proposals, pricing and negotiations.
• Drive the complete sales cycle from lead generation and client engagement through to contract closure and mobilisation.
• Develop new markets and customer segments for crane hire and O\&M services.

Key Account Management

• Act as the senior relationship owner and escalation point for key clients.
• Strengthen existing client relationships and ensure high levels of customer satisfaction.
• Lead **Quarterly Business Reviews (QBRs)** and performance discussions with key customers.
• Drive contract renewals, extensions and year\-on\-year revenue growth.
• Identify opportunities for increasing wallet share within existing accounts.

Cross\-Selling \& Integrated Solutions

• Identify cross\-selling opportunities across GloboTrans businesses, including:
• Customs Clearance
• Freight Forwarding
• Warehousing
• CFS
• SEZ/FTWZ
• Transportation
• Project Cargo
• Crane Services
• Develop integrated logistics solutions for customers wherever applicable.

Market Intelligence

• Monitor competitor activity, market pricing and industry developments.
• Track demand trends, trade flows, infrastructure projects and regulatory changes.
• Identify emerging opportunities in the crane rental, O\&M and project logistics market.
• Provide management with insights for pricing, investment and business strategy.

Commercial Governance

• Ensure all commercial proposals, contracts, rate agreements and credit terms are properly documented and approved.
• Ensure compliance with the company's delegation of authority and risk\-management requirements.
• Monitor customer receivables, credit exposure and **DSO**.
• Manage commercial risks, claims, deductions and contract\-related disputes.

• *3\. Operations \& Service Excellence – 50%Service Excellence \& SLA Management**

• Establish and achieve defined **SLA/KPI standards** for the Crane Services vertical.
• Drive daily operational reviews and performance monitoring.
• Establish an effective exception\-management process.
• Conduct **Root Cause Analysis (RCA)** and implement Corrective and Preventive Actions (CAPA) for service failures.
• Ensure consistent service quality across all operating locations.

SOPs \& Process Discipline

* Develop, implement and periodically review

• SOPs
• Work Instructions
• Client\-specific operating procedures
• Emergency response procedures
• Crane mobilisation and demobilisation procedures
• Standardise operational practices across sites, shifts and teams.
• Ensure strict adherence to approved processes and documentation requirements.

Compliance \& Statutory Requirements

• Ensure compliance with all applicable **labour, GST, environmental, safety and other statutory requirements** relevant to the business.
• Ensure all operational locations remain audit\-ready.
• Maintain complete and updated statutory, equipment and employee documentation.
• Coordinate with internal and external stakeholders for statutory inspections and certifications.

Health, Safety \& Environment (HSE)

• Champion a **Zero\-Harm Safety Culture** across the Crane Services vertical.
• Ensure regular toolbox talks and safety briefings.
• Enforce PPE and safe\-working practices.
• Ensure timely reporting and investigation of incidents and near misses.
• Monitor safety performance and implement corrective actions.
• Ensure compliance with applicable lifting, crane operation and site safety requirements.

People Leadership

• Build, develop and retain a high\-performing operations and commercial team.
• Define KRAs and KPIs for team members.
• Conduct periodic performance reviews and provide coaching and development.
• Identify high\-potential employees and develop succession plans.
• Manage subcontracted manpower and ensure productivity and discipline.
• Promote a culture of accountability, ownership and continuous improvement.

Cost \& Productivity Management

• Drive improvement in operational productivity and cost efficiency.
• Monitor **cost per transaction / cost per tonne / cost per operating hour**, as applicable.
• Optimise manpower deployment, equipment utilisation and vendor costs.
• Negotiate with vendors and subcontractors to improve commercial efficiency.
• Identify opportunities for automation, waste elimination and process improvement.

Digitalisation \& MIS

• Ensure effective utilisation of operating systems such as **ERP, TMS, WMS, track\-and\-trace and other relevant digital platforms**.
• Establish accurate and timely operational and financial MIS.
• Develop dashboards covering:
• Fleet utilisation
• Crane availability
• Revenue
• Profitability
• Breakdown
• Maintenance
• Safety
• Client SLA performance
• Receivables
• Provide periodic management reports and business reviews.

• *4\. Crane Services – Vertical\-Specific Responsibilities Commercial Growth**

• Develop and sell **wet\-lease, dry\-lease, crane hire and Operate \& Maintain (O\&M) contracts**.
• Handle cranes in the **25–400 MT class**, depending on business requirements.
• Target customers across:
• Ports
• Oil \& Gas Shore Bases
• Steel Plants
• EPC Companies
• Manufacturing Facilities
• Infrastructure Projects
• Project Sites
• Structure competitive and commercially viable:
• Rate schedules
• Mobilisation/demobilisation charges
• Minimum guaranteed hours
• Escalation clauses
• Downtime provisions
• Maintenance responsibilities
• Performance\-linked commercial terms

Fleet \& Asset Management

• Own overall crane fleet deployment and utilisation planning.
• Maximise **fleet utilisation and hire revenue per crane**.
• Evaluate requirements for:
• Purchase
• Leasing
• Sub\-hiring
• Replacement
• Redeployment
• Plan equipment deployment based on demand and project requirements.
• Monitor asset lifecycle, operating costs, residual value and utilisation.
• Prepare business cases and CAPEX proposals for additional equipment.

Maintenance \& Equipment Uptime

• Establish preventive and predictive maintenance programmes.
• Ensure effective breakdown response and maintenance planning.
• Maintain adequate critical spare parts and consumables.
• Monitor equipment condition and maintenance history.
• Establish breakdown response SLAs.
• Target **crane availability of ≥95%**, subject to contractual and operational requirements.
• Minimise downtime\-related revenue leakage, client deductions and service penalties.
• Analyse **MTBF (Mean Time Between Failures)** and **MTTR (Mean Time to Repair)** trends.

Statutory, Certification \& Lifting Safety

• Ensure all cranes have valid inspection, testing and certification documentation.
• Ensure timely third\-party load testing and statutory certifications.
• Ensure operator competency, licensing and training requirements are fulfilled.
• Ensure strict compliance with:
• Approved load charts
• Safe Working Load (SWL)
• Lifting plans
• Rigging procedures
• Site\-specific safety requirements
• Ensure lifting plans are approved and implemented before critical lifting operations.
• Ensure rigging equipment is inspected and certified as required.

Contract Performance

• Monitor all contractual KPIs and performance obligations.
• Ensure compliance with equipment availability, turnaround time and service\-level commitments.
• Manage downtime deductions, pro\-rata deductions, claims and commercial disputes.
• Ensure accurate hire records, equipment logs and supporting documentation.
• Monitor subcontracted equipment quality and performance where cranes are sub\-hired.
• Ensure proper mobilisation, deployment and demobilisation of equipment.

• *5\. Key Performance Indicators (KPIs)**

The performance of the incumbent will be evaluated against the following key parameters:

Business \& Financial

• Revenue vs. annual budget
• Gross Margin vs. budget
• EBITDA vs. budget
• New business revenue added (₹ Cr / annum)
• Pipeline value and conversion rate
• Revenue growth from existing accounts
• Fleet utilisation %
• Hire revenue per crane

Operations \& Asset Performance

• Crane availability / uptime – target **≥95%**
• MTBF improvement
• MTTR reduction
• Equipment utilisation
• Breakdown frequency and response time
• SLA adherence
• Turnaround Time (TAT)

Safety \& Compliance

• Zero lifting\-related incidents
• Zero reportable safety incidents
• 100% valid equipment test certificates
• 100% statutory compliance
• Safety audit score
• Near\-miss reporting and closure
• PPE and toolbox\-talk compliance

Customer

• Client retention rate
• Revenue churn
• Contract renewal rate
• Client satisfaction / NPS
• SLA compliance
• Number and value of client escalations
• Key\-account revenue growth

Commercial

• DSO and receivables ageing
• Contract deduction exposure
• Claims and dispute resolution
• Vendor/subcontractor cost optimisation

People

• Team attrition
• Employee productivity
• Training and competency compliance
• Succession readiness
• Manpower utilisation

• *6\. Qualifications \& Experience Educational Qualification**

• Graduate in any discipline.
• Technical / Engineering qualification will be an added advantage.

Experience

• Minimum **10 years of relevant experience** in crane services, heavy equipment, project logistics, equipment rental, ports, O\&M or a related industry.
• Minimum **5 years in a senior leadership position** with independent responsibility for P\&L and business development/sales targets.
• Proven experience in managing crane operations and/or heavy lifting equipment.
• Demonstrable track record of winning and retaining institutional clients.
• Experience dealing with **PSUs, MNCs, EPC companies, manufacturing organisations, ports, oil \& gas companies and EXIM\-related businesses** will be preferred.

Functional Expertise

• Crane rental / hire business
• Crane operations and fleet management
• Equipment maintenance and uptime management
• O\&M contracts
• Business development and institutional sales
• Tender/RFQ/RFP management
• Contract and commercial management
• P\&L management
• Client relationship management
• Safety and statutory compliance

7\. Leadership CompetenciesEntrepreneurial Ownership

• Operates the Crane Services vertical as a **business owner**, not merely as a functional head.
• Takes complete accountability for revenue, profitability, people and service delivery.

Consultative Selling

• Ability to understand customer requirements and develop commercially viable solutions.
• Comfortable engaging with CXO\-level stakeholders and senior decision\-makers.

Operational Rigour

• Strong attention to detail.
• Data\-driven and process\-oriented approach.
• Ability to manage multiple sites, projects and customer requirements simultaneously.

Commercial Acumen

• Strong negotiation and pricing capabilities.
• Ability to evaluate commercial risks and contractual obligations.
• Strong understanding of margins, cost structures and profitability drivers.

Stakeholder Management

* Strong relationship\-management skills with

• Clients
• Port authorities
• Government authorities
• Regulators
• Vendors
• Subcontractors
• Employees and unions
• Internal business functions

Safety \& Compliance Mindset

• Strong commitment to safety, statutory compliance and ethical business practices.
• Demonstrates a **compliance\-first and zero\-tolerance approach to unsafe practices**.

People Leadership

• Ability to build and lead multidisciplinary teams.
• Strong coaching, mentoring and performance\-management capabilities.
• Ability to create accountability and ownership within the team.

Communication

• Excellent verbal and written communication skills.
• Fluency in **English and Hindi**.
• Ability to communicate effectively with senior management, clients and operational teams.

• *8\. Travel \& Mobility**

The position requires **extensive travel across India** to ports, shore bases, project sites, manufacturing plants, EPC locations and client offices.

The incumbent should be comfortable managing operations and client relationships across multiple geographical locations.

• *9\. Ideal Candidate Profile**

The ideal candidate will be a **commercially strong crane\-services leader** who combines hands\-on operational expertise with a proven ability to build business.

The person should have a strong network among **ports, PSUs, EPC companies, oil \& gas, steel, manufacturing and infrastructure clients**, along with the ability to independently manage **P\&L, sales, fleet utilisation, maintenance, safety, client relationships and people**.

The role is best suited to an entrepreneurial leader who can **grow the Crane Services vertical, improve asset utilisation and profitability, strengthen operational discipline, and establish GloboTrans as a preferred crane\-services partner across India.**

Benefits

• Health insurance
• Life insurance
• Provident Fund

Application Question(s)

• Do you have experience in Business Development or Sales in the Crane/Heavy Equipment industry?

Work Location: In person