Senior Manager - B2B Sales | Scrabble & Jigsaw
full-time
Posted on 24-08-2026
Job Description
- SM – B2B About ShipGlobal ShipGlobal is India's IATA-certified cross-border courier platform — we run our own delivery network, control First Mile pickup ourselves, hold direct airline relationships, and clear customs in-house through our own CHA. That's a rare full-stack setup in Indian logistics, and it's letting us grow fast. B2B is a different game from eCommerce or C2C — heavier freight, different economics, different customers — and it needs someone who can own that difference, not paper over it. What Will You Do? ● Own and grow the B2B segment in your region — MSMEs, Sourcing Agents, trading companies, manufacturers, exporters shipping commercial freight. ● Build your own pipeline through outbound prospecting and field visits — this is a hunt, not an inbound queue. ● Qualify accounts correctly at the door — weight and volumetric thresholds are a hard gate for B2B, and getting that wrong costs you later. ● Own segment-specific pricing based on chargeable weight, within company guardrails. ● Build competitive positioning grounded in the real economics of heavy freight — not recycled eCommerce messaging. ● Spot accounts that outgrow B2B and hand them off to Enterprise for continuity — you win by growing the pie, not hoarding an account past its fit. ● Build and manage your own team of B2B Account Managers/Field Executives. ● Success looks like: B2B revenue and chargeable-weight volume both growing, and a pipeline that's clean at the point of qualification. What Does Our Ideal Candidate Look Like? Necessary: ● 5–8 years in B2B, freight, or commercial logistics sales. ● Working knowledge of chargeable weight/volumetric pricing and commercial shipment documentation. ● Genuinely comfortable in the field — this isn't a desk-and-CRM-only role. Good to Have: ● Existing relationships with MSMEs, trading houses, or manufacturers in your region. ● Experience competing on freight economics rather than generic service positioning. ● Exposure to account "graduation" motions — handing mature accounts to a larger servicing team. What Will You Get? ● A segment with real complexity to sink your teeth into — this isn't a commoditised parcel business. ● Ownership of pricing, positioning and pipeline for the segment, not a script handed down from above. ● A comp structure built around revenue and volume growth you personally drive in the field. ● Direct exposure to how a scaling logistics company builds a genuinely differentiated freight business. ● A growth path into a larger regional or enterprise mandate as you prove the segment out. If you feel you are the one, then let’s talk
