Head / General Manager – Freight Forwarding

• *Head / General Manager – Freight Forwarding**

• *Company:** GloboTrans ProLogistix Private Limited
• *Base Location:** Mumbai

• *1\. POSITION DETAILS**

Particulars Details **Department** International Freight Forwarding (Ocean \& Air)

• *Reports To** Director

• *Role Mix** 50% Sales \& Business Development / 50% Operations \& Service Excellence **Location** Mumbai, with extensive travel to ports, sites and client locations across India **Direct Reports** Vertical Operations, Sales and Support Team *(to be finalised as per organisation structure)*

• *2\. ROLE PURPOSE**

Build and grow a **profitable ocean and air freight forwarding business** by developing trade\-lane strategies, strengthening carrier and agent partnerships, and building a consultative sales engine, while ensuring disciplined operations that deliver documentation accuracy, on\-time bookings, proactive shipment visibility and superior customer service.

• *3\. KEY RESPONSIBILITIES**

• *A. Business Development \& Sales – 50%P\&L Ownership**

• Own the vertical's **revenue, gross margin and EBITDA targets**.
• Prepare and deliver the annual business plan and quarterly forecasts.
• Monitor business performance against budgets and take corrective actions where required.

• *New Business Development**

• Build, manage and convert a qualified pipeline of new clients.
• Lead **RFQ/RFP/tender responses**, solution design, pricing and commercial negotiations through to contract closure.
• Develop new business across PSU, MNC, EPC, manufacturing and EXIM customer segments.

• *Key Account Retention \& Growth**

• Act as the senior escalation point and relationship owner for key existing clients.
• Drive contract renewals, **Quarterly Business Reviews (QBRs)** and year\-on\-year wallet\-share growth.
• Develop strategic relationships with decision\-makers and CXO\-level stakeholders.

• *Cross\-Selling**

• Identify and convert cross\-selling opportunities across GloboTrans verticals, including:
• Customs
• Freight Forwarding
• Warehousing
• CFS
• SEZ/FTWZ
• Transportation
• Project Cargo
• Crane Services
• Develop and offer integrated logistics solutions to customers.

• *Market Intelligence**

• Track competitor activity, market pricing trends, trade flows and regulatory developments.
• Provide market intelligence and insights for pricing, trade\-lane development and service enhancement.

• *Commercial Governance**

• Ensure contracts, credit terms and rate agreements are properly documented, risk\-reviewed and approved as per the delegation of authority.
• Monitor receivables, credit exposure and **Days Sales Outstanding (DSO)** for the vertical.

• *4\. OPERATIONS \& SERVICE EXCELLENCE – 50%**

• *Service Excellence**

• Define, publish and achieve **SLA/KPI standards** for the vertical.
• Institutionalise daily performance reviews and exception management.
• Conduct **Root Cause Analysis (RCA)** and implement **Corrective and Preventive Actions (CAPA)** for service failures.

• *SOPs \& Process Discipline**

• Develop, implement and periodically review **Standard Operating Procedures (SOPs)**, work instructions and client\-specific playbooks.
• Drive process standardisation across locations, teams and shifts.
• Ensure consistent service delivery across all operational touchpoints.

• *Compliance \& Statutory**

* Ensure 100% adherence to applicable

• Customs regulations
• GST requirements
• Labour laws
• Environmental regulations
• Health \& Safety requirements
• Maintain complete audit\-readiness and ensure timely closure of audit observations.

• *People Leadership**

• Build, coach and retain a high\-performing team.
• Define KRAs and performance objectives for the team.
• Conduct periodic performance reviews and identify training and development requirements.
• Develop succession plans for critical roles.
• Monitor productivity and performance of subcontracted manpower.

• *Cost \& Productivity**

• Drive continuous improvement in **cost per transaction / cost per tonne**.
• Improve productivity through automation, process optimisation and vendor negotiations.
• Identify and eliminate operational waste and unnecessary costs.

• *Digitalisation \& MIS**

• Drive adoption and effective utilisation of **TMS/WMS/ERP and track\-and\-trace systems**.
• Ensure accurate and timely operational MIS and dashboards.
• Provide management and clients with actionable performance reports and business insights.

• *5\. VERTICAL\-SPECIFIC RESPONSIBILITIES \& EXPERTISE**

• *Trade Lane \& Pricing**

* Develop and execute target trade\-lane strategies covering

• Middle East
• South\-East Asia (SEA)
• Europe
• USA
• Negotiate ocean carrier service contracts, NVOCC/consolidator arrangements and airline/GSA rates.
• Maintain competitive tariffs and disciplined spot\-quotation practices.
• Continuously evaluate trade\-lane profitability and market opportunities.

• *Product Management**

* Manage and grow

• FCL
• LCL Consolidation
• Air Freight
• Sea\-Air
• Break\-Bulk
• Multimodal Transportation
• Design solutions aligned with applicable **Incoterms**.
• Develop end\-to\-end, door\-to\-door logistics solutions.

• *Operations Desk**

* Ensure accurate and timely documentation, including

• HBL / MBL
• HAWB / MAWB
• Dangerous Goods (DG) declarations
• Pre\-alerts
• Ensure effective booking\-to\-delivery milestone management.
• Establish proactive exception escalation and resolution mechanisms.
• Manage overseas agent settlements and maintain strong relationships with **WCA, FIATA and IATA** networks.

• *Procurement \& Yield Management**

• Own buy\-sell spread and yield management.
• Optimise carrier allocation and utilisation.
• Monitor and recover detention and demurrage costs.
• Manage exposure to **GRI/PSS** volatility and protect business margins.

• *Network Development**

• Identify, appoint and performance\-manage overseas agents.
• Establish reciprocal routing arrangements.
• Ensure alignment of SOPs, service standards and commercial terms across the overseas agent network.
• Strengthen controlled and routed business opportunities.

• *6\. KEY PERFORMANCE INDICATORS (KPIs)**

• TEU / tonnage volume and yield per shipment against target.
• Revenue and gross margin against budget.
• New business revenue generated **(₹ Cr per annum)**.
• Documentation accuracy rate.
• On\-time booking and pre\-alert compliance.
• Client SLA adherence, including:
• On\-time performance
• Documentation accuracy
• Turnaround time
• Client retention rate and revenue churn.
• NPS / customer satisfaction scores.
• Agent network receivable/payable reconciliation within defined norms.
• DSO and receivables ageing within agreed limits.
• Zero reportable safety incidents.
• Statutory compliance score of 100%.
• Team attrition and productivity metrics.
• Carrier allocation utilisation and yield performance.
• Detention/demurrage recovery performance.

• *7\. QUALIFICATIONS \& EXPERIENCE**

• Graduate in any discipline.
• Minimum **10 years of relevant experience** in Freight Forwarding / International Logistics.
• Minimum **5 years in a senior leadership role** with independent P\&L and sales responsibility.
• Demonstrable track record of winning, managing and retaining institutional clients across:
• PSU
• MNC
• EPC
• Manufacturing
• EXIM Trade
• Strong knowledge of Ocean and Air Freight Forwarding.
• Strong commercial negotiation, contract management and analytical skills.
• Strong understanding of trade lanes, carrier management, pricing and international logistics operations.
• Excellent communication and stakeholder\-management skills.
• Fluent in **English and Hindi**.
• Willingness to travel extensively across ports, plants and client locations across India.

• *8\. LEADERSHIP COMPETENCIES**

• *Entrepreneurial Ownership**

Runs the vertical as a business, with complete ownership of revenue, profitability, customers, people and operational performance.

• *Consultative Selling \& Solution Design**

Ability to understand customer business requirements and develop commercially viable end\-to\-end logistics solutions at CXO level.

• *Operational Rigour**

Detail\-oriented, data\-driven and process\-disciplined approach with strong focus on service quality and execution.

• *Stakeholder Management**

Strong ability to manage relationships with clients, port authorities, customs authorities, regulators, vendors, unions and internal stakeholders.

• *Integrity \& Compliance**

Demonstrates a strong integrity\-driven and compliance\-first approach to business and operations.

• *Team Building \& Collaboration**

Ability to build high\-performing teams, develop talent and foster strong cross\-functional collaboration.

• *9\. CORE SUCCESS MEASURES**

The successful incumbent will be expected to deliver

• **Profitable revenue growth** in Ocean and Air Freight Forwarding.
• Strong new\-client acquisition and key\-account retention.
• Expansion of strategic trade lanes and carrier/agent network.
• High service reliability and customer satisfaction.
• Strong operational controls and documentation accuracy.
• Improved yield, productivity and cost efficiency.
• Effective P\&L, receivables and working\-capital management.
• A high\-performing and accountable freight\-forwarding team.
• 100% statutory and regulatory compliance.
• Sustainable growth of the Freight Forwarding vertical.

Benefits

• Health insurance
• Life insurance
• Provident Fund

Application Question(s)

• Do you have a minimum 10 years of relevant experience in Freight Forwarding / International Logistics?
• Do you have a minimum 5 years in a senior leadership role with independent P\&L and sales responsibility?

Work Location: In person