Head of Inside Sales

Overview The Inside Sales Head leads a remote sales team in a logistics services company, driving revenue growth through virtual strategies for freight forwarding, warehousing, and supply chain solutions. This senior role reports to the VP of Sales and focuses on high-velocity B2B deal-making remotely, blending team leadership with data-driven execution. Responsibilities ● Strategic Visionary: Crafts bold sales strategies to outpace competitors, anticipating logistics market shifts like fuel surges or trade regulations. ● Team Architect : Designs and scales high-performing teams, from hiring reps to structuring pods for freight and warehousing deals. ● Revenue Accelerator : Optimizes lead-to-close cycles for 150%+ quota attainment using inbound and outbound tactics. ● Pipeline Master : Builds robust CRM pipelines, prioritizing high-value logistics RFPs and carrier partnerships. ● Quota Crusher : Surpasses aggressive targets by turning data insights into consistent overachievement. ● CRM Wizard : Masters tools like Salesforce for forecasting, automation, and lead conversion. ● Logistics Evangelist : Delivers compelling virtual pitches on customs, multimodal transport, and last-mile efficiency. ● Metrics Guru : Analyzes KPIs like CAC, LTV, and win rates to refine pricing and playbooks. ● Deal Closer : Seals complex B2B contracts remotely, overcoming objections on rates and SLAs. ● Culture Builder : Fosters a motivated, metrics-driven culture through coaching and incentives. ● Forecast Expert : Projects revenue accurately using freight trends, seasonality, and pipeline health. ● Operations Collaborator: Ensures seamless sales-to-ops handoffs for reliable delivery execution. ● Market Navigator : Monitors shipping disruptions and opportunities to pivot strategies effectively. ● RFP Champion : Leads customized responses to intricate logistics tenders and 3PL proposals. ● Growth Hacker: Experiments with ABM and tech integrations for scalable B2B growth.

Key Requirements The ideal candidate for this logistics sales leadership role brings proven expertise and skills to drive high-velocity revenue without field travel. The role reports to the Chief Commercial Officer and embodies all 15 core dimensions. ● 15 years of work experience with 8+ years in inside sales leadership and preferably 3+ years in logistics, 3PL, or supply chain (e.g., freight forwarding, warehousing, e-commerce firms) ● Track record of 120%+ quota attainment, scaling teams to build this function from 0 -10, managing annual pipelines of Rs. 100+ crore. Technical Proficiencies ● Mastery of CRM systems (Salesforce, HubSpot) and sales tech (Gong, ZoomInfo, logistics APIs for rates/carriers). ● Advanced analytics skills for KPIs like CAC, LTV, win rates, pipeline velocity, and freight trend forecasting.

Leadership Competencies ● Exceptional team-building : Hiring, coaching, and structuring pods for inbound/outbound logistics deals. ● Strategic agility : Navigating market volatility (tariffs, disruptions) and crafting playbooks for RFPs and ABM. Core Skills and Traits ● Persuasive virtual selling : Closing complex B2B contracts via phone/video, handling objections on SLAs, pricing, and multimodal transport. ● Cross-functional collaboration : Aligning with operations/marketing for seamless lead-to-execution handoffs. ● Metrics-driven mindset : Culture builder fostering motivation through incentives, forecasts, and data obsession. Qualifications ● Bachelor's degree in Business, Supply Chain Management, Logistics, or related field ● Masters in relevant disciplines preferred.