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)

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.

KEY RESPONSIBILITIES – BUSINESS DEVELOPMENT \& SALES

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 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.

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.

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.

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.

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.

INTERFACE WITH OPERATIONS

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.

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 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.

• 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.

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

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 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.

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.

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.