Head of Business Development

Head of Business Development

Company: Best Roadways
Location: Andheri East, Mumbai
Experience: 12–20 Years
Compensation: ₹18–30 LPA + Incentives
Industry: Logistics & Transportation

About the Role

Best Roadways is looking for an experienced Head of Business Development to lead and scale the company's sales engine.

This is a high-impact leadership role for someone who can build a system-driven, metrics-focused sales organization, lead multiple business development teams, and drive significant new-business growth across key industrial sectors.

The mandate is to help scale the business from ₹650 Cr to ₹1,500 Cr through structured sales processes, strong team leadership and disciplined execution.

Key Responsibilities

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  Own new-business revenue and the N.B.D : C.R.R ratio.

  
  


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  Lead and manage four sales teams covering:

  
  
  
  
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    C.R.R order-taking

    
    
  
  
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    N.B.D incoming

    
    
  
  
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    N.B.D of C.R.R

    
    
  
  
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    N.B.D outgoing

    
    
  
  
  
  


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  Conduct weekly sales reviews and drive performance through detailed MIS and funnel metrics.

  
  


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  Own the Dream 150 account strategy and develop sector-specific growth plans.

  
  


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  Drive business development across chemicals, agrochemicals, pharma, automotive, cables, paints and other manufacturing sectors.

  
  


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  Monitor the sales funnel, identify bottlenecks and implement corrective processes.

  
  


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  Build and strengthen the sales coordinator, CRM, closer and field-sales structure.

  
  


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  Hire, train, coach and audit sales teams in partnership with the sales trainer.

  
  


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  Lead large RFQs, tenders and reverse auctions along with the bid desk.

  
  


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  Approve pricing within defined commercial policies.

  
  


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  Track and improve meetings, conversion rates, average ticket size, transactions and margins.

  
  


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  Present weekly business performance and actionable insights to the Director.

  
  

What We're Looking For

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  12–20 years of experience in logistics, transportation or related B2B sales.

  
  


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  Minimum 5 years of experience leading sales teams.

  
  


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  Strong track record in new-business development and enterprise sales.

  
  


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  Experience selling FTL / Contract Logistics to manufacturing companies.

  
  


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  Strong understanding of plant-level buying and procurement processes.

  
  


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  Experience managing large sales teams and building scalable sales processes.

  
  


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  Strong exposure to RFQs, tenders, reverse auctions and commercial negotiations.

  
  


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  Highly data-driven with the ability to operate against weekly sales and funnel metrics.

  
  


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  Candidates from organizations such as TCI, Gati, Rivigo, Delhivery, Allcargo, Mahindra Logistics, TVS SCS, Safexpress, VRL or similar logistics companies would be relevant.

  
  


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  Strongly preferred: Experience working in an organization operating on Rahul Jain's BMP / ASMP systems.

  
  

Key Success Metrics

The successful candidate will be measured on:

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  New-business revenue

  
  


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  N.B.D : C.R.R ratio

  
  


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  Sales funnel conversion

  
  


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  Meeting-to-conversion ratio

  
  


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  Average ticket size

  
  


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  Transaction growth

  
  


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  Gross margin

  
  


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  Team productivity

  
  


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  Strategic account acquisition

  
  

Why Join?

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  Lead a large-scale sales transformation.

  
  


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  Own a significant business growth mandate.

  
  


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  Build and scale a professional, process-driven sales organization