Head / General Manager – Warehousing (General, Bonded & Open Yard)

• *JOB DESCRIPTIONHead / General Manager – Warehousing**

• *(General, Bonded \& Open Yard)**

• *Company:** GloboTrans ProLogistix Private Limited
• *Base Location:** Mumbai
• *Department:** Warehousing \& Distribution
• *Reports To:** Director
• *Role Mix:** 100% Sales \& Business Development
• *Location:** Mumbai, with extensive travel to ports, sites and client locations across India
• *Direct Reports:** Vertical Sales \& Business Development Team *(to be finalised as per organisation structure)*

• *1\. ROLE PURPOSE**

Drive top\-line growth of the Warehousing vertical by winning contract logistics mandates across **general warehouses, customs bonded facilities (Sections 58/65 \& MOOWR)** and **open yards** from manufacturing, EXIM and project clients.

The role is responsible for converting the company’s facility network and operating capabilities into a **growing, profitable and sustainable client portfolio**, while owning the vertical’s commercial performance and business development strategy.

• *2\. KEY RESPONSIBILITIES – BUSINESS DEVELOPMENT \& SALES**

• *2\.1 P\&L Ownership**

• Own the vertical’s **revenue, gross margin and EBITDA targets**.
• Prepare and deliver the **annual business plan** and **quarterly forecasts**.
• Drive profitable growth in line with the company’s strategic objectives.

• *2\.2 New Business Development**

• Build and convert a qualified pipeline of new clients.
• Lead **RFQ/RFP/tender responses**, solution design, pricing and commercial negotiations through to contract closure.
• Identify new market opportunities across manufacturing, EXIM, EPC, PSU, MNC and project sectors.
• Develop long\-term relationships with key decision\-makers and CXO\-level stakeholders.

• *2\.3 Key Account Retention**

• Act as the **senior escalation point and relationship owner** for existing clients.
• Drive contract renewals, **Quarterly Business Reviews (QBRs)** and year\-on\-year wallet\-share growth.
• Strengthen strategic relationships to maximise client retention and revenue expansion.

• *2\.4 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 position **integrated logistics solutions** for clients.

• *2\.5 Market Intelligence**

• Track competitor activity, pricing trends, trade flows and regulatory changes.
• Monitor market demand, emerging customer requirements and industry developments.
• Provide market insights to support **pricing strategy, service development and network expansion**.

• *2\.6 Commercial Governance**

• Ensure contracts, credit terms and rate agreements are properly documented, risk\-reviewed and approved as per the **Delegation of Authority (DOA)**.
• Monitor receivables and **Days Sales Outstanding (DSO)** for the vertical.
• Ensure commercial commitments are aligned with approved pricing and profitability parameters.

• *3\. INTERFACE WITH OPERATIONS**

• *3\.1 Solution Design with Operations**

• Work jointly with the Operations team to design, cost and commit deliverable solutions.
• Ensure every commercial commitment is **operationally validated before contract signature**.
• Align warehouse infrastructure, manpower, MHE, technology and service requirements with client expectations.

• *3\.2 Service Reviews \& Escalation**

• Lead client service reviews and act as the **commercial escalation point**.
• Work closely with Operations to identify and close service gaps impacting client retention and wallet share.
• Ensure timely resolution of key commercial and service\-related concerns.

• *3\.3 Voice of Customer**

• Capture and communicate client feedback, complaints and emerging requirements to Operations.
• Drive continuous improvement in service delivery and solution development based on customer needs.

• *4\. VERTICAL\-SPECIFIC COMMERCIAL RESPONSIBILITIES \& EXPERTISE4\.1 Solution Design \& Pricing**

* Design and cost **3PL solutions**, including

• Dedicated and multi\-client warehousing
• Bonded storage
• Open\-yard storage
• Steel / OCTG / project cargo storage
• Develop commercial solutions covering:
• Warehouse layout
• Racking
• Material Handling Equipment (MHE)
• Manpower
• WMS specifications
• Coordinate closely with Operations to ensure commercial feasibility and service deliverability.

• *4\.2 Bonded Warehousing Propositions**

• Develop and sell duty\-deferment and bonded\-storage solutions under **Customs Act Sections 57/58/65 and MOOWR 2019**.
• Guide clients on:
• In\-bond and ex\-bond processes
• Documentation requirements
• Compliance requirements
• Duty\-deferment and other commercial benefits

• *4\.3 Open Yard \& Project Storage**

* Develop open\-yard business for

• Steel
• Pipes
• Casing
• Project materials
• Position capabilities around:
• Stacking
• Material traceability
• Preservation
• MHE\-supported handling
• Inventory management

• *4\.4 Capacity Monetisation**

• Maximise **occupancy and revenue per sq. ft. / sqm** across the facility portfolio.
• Structure commercial models covering:
• Space commitments
• Minimum guarantees
• Escalations
• Long\-term capacity commitments
• Optimise utilisation and profitability of available warehouse and yard capacity.

• *4\.5 Market \& Network Expansion**

• Identify high\-potential demand corridors and anchor clients to support new facility additions.
• Develop business through:
• Brokers
• Industrial Park / IPC channels
• Consultants
• Industry networks
• Strategic partnerships
• Build a consistent enquiry\-generation and lead\-conversion channel.

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

• **Occupancy %** and revenue per sq. ft. / per sqm of yard.
• **New space contracted** (sq. ft. / sqm).
• **Annualised Contract Value (ACV)** added.
• Bonded / VAS revenue as a percentage of vertical revenue.
• Revenue and gross margin versus budget.
• New business revenue added **(₹ Cr. per annum)**.
• Pipeline coverage.
• Sales win rate.
• Average deal size.
• Client retention rate.
• Revenue churn.
• NPS / client satisfaction scores.
• DSO and receivables ageing within agreed norms.

• *6\. QUALIFICATIONS \& EXPERIENCE**

• Graduate in any discipline.
• Minimum **10 years of relevant experience** in warehousing, contract logistics, 3PL, logistics or a related vertical.
• Minimum **5 years in a senior leadership role** with independent P\&L ownership and sales targets.
• Demonstrable track record of winning and retaining institutional clients across:
• PSU
• MNC
• EPC
• Manufacturing
• EXIM / International Trade
• Project Logistics
• Strong commercial negotiation, contract management and analytical skills.
• Excellent communication and presentation skills.
• Fluency in **English and Hindi**.
• Willingness to travel extensively across ports, plants and client locations across India.

• *7\. LEADERSHIP COMPETENCIESEntrepreneurial Ownership**

Runs the vertical as a **business**, not merely as a function, with strong ownership of revenue, profitability and growth.

• *Consultative Selling \& Solution Design**

Demonstrates the ability to understand complex customer requirements and develop customised logistics solutions at the **CXO level**.

• *Operational Rigour**

Detail\-oriented, data\-driven and process\-disciplined, with a strong focus on execution and commercial commitments.

• *Stakeholder Management**

• *Effectively manages relationships with:**

• Clients
• Port authorities
• Customs authorities
• Regulators
• Vendors
• Unions
• Internal stakeholders

• *Integrity \& Compliance**

Maintains a strong **integrity and compliance\-first mindset**, particularly in relation to bonded warehousing, customs and commercial governance.

Team Building \& Collaboration

Builds, mentors and leads a high\-performing sales and business development team while fostering strong cross\-functional collaboration with Operations and other GloboTrans verticals.

• *8\. ROLE SUCCESS PROFILE**

The successful candidate will be expected to

• Build a strong and sustainable warehousing sales pipeline.
• Win significant **general, bonded and open\-yard warehousing contracts**.
• Improve facility occupancy and revenue realisation.
• Grow revenue and EBITDA while maintaining healthy margins.
• Develop strategic relationships with large institutional and corporate clients.
• Expand GloboTrans' warehousing footprint through demand\-led market opportunities.
• Create strong cross\-selling opportunities across the GloboTrans logistics ecosystem.
• Establish the Warehousing vertical as a **high\-growth and profitable business vertical**.

Benefits

• Health insurance
• Life insurance
• Provident Fund

Application Question(s)

• Do you have minimum 10 years of relevant experience in warehousing, contract logistics, 3PL, logistics or a related vertical?
• Do you have a minimum 5 years in a senior leadership role with independent P\&L ownership and sales targets ?

Work Location: In person