Sales & Business Development - Senior Lead

Shadowfax - India’s largest crowdsourced logistics platform, was established in 2015 with the
vision of enabling commerce by empowering lives for everyone, everywhere. The Shadowfax
technology platform optimizes for best-in-class partner efficiency and unit economics. It’s AI based
location processing engine, using location data from order processing, enables highest service
levels among its competitors. Driven by a massive word-of-mouth growth in the India market,
Shadowfax has the lowest partner acquisition cost in its segment. Shadowfax APIs are available for small as well as enterprise businesses throughout India for seamless and trustworthy logistics service.
The company currently enables seamless delivery of 10 million monthly shipments across diverse segments ranging from hot food to grocery to fashion, electronics and other e-commerce items. Led by a strong founding team, the company has seen a 6x growth in the last two years. The Shadowfax platform has more than 100k registered partners as on date and its unique tech-enabled crowdsourcing platform helps delivery partners maximize their earnings as they work across categories.

Working at Shadowfax

Shadowfax believes in an open, intellectually honest cultural where everyone is given the
autonomy to contribute and do their life’s best work. As a part of the dynamic team at Shadowfax,
you will have a chance to learn new things, solve new problems, build your competence and be a
part of an innovative design-and-tech startup that’s revolutionizing the logistics industry.
We Foster a culture that values first principle thinking and problem solving, Impact and encourage
constructive feedback, engagement, inclusion and diversity at all levels.

Key Responsibilities:
1. Industry Knowledge:

Develop a deep understanding of the logistics industry, including the B2C business model
and the intricacies of the supply chain.
Stay updated on industry trends, market dynamics, and regulatory changes impacting the
logistics and delivery sectors.

2. Competitor Knowledge:

Conduct regular competitor analysis to understand the unique selling propositions (USPs)
of other logistics service providers (LSPs).
Identify market opportunities and threats, and develop strategies to stay ahead of
competitors.

3. Client Knowledge:

Build and maintain a comprehensive understanding of the D2C landscape, including key
players and emerging brands.
Develop strategies to identify and engage potential clients, using examples such as Thela
Gaadi for reference.
Understand client needs and tailor solutions to meet their business objectives.

4. Sales & Business Development Skills:

Drive aggressive client onboarding targets
Develop and execute a robust pipeline strategy, ensuring a steady flow of prospects and
leads.
Craft and implement a go-to-market (GTM) strategy for the region, focusing on client
acquisition and retention.
Approach potential clients with a consultative selling approach, positioning Shadowfax as
the preferred logistics partner.

5. Data Analytics:
Leverage data analytics to drive decision-making and optimize sales strategies.
Provide examples of past experiences where data analysis has led to significant business
outcomes.

6. Communication:

Exhibit strong communication skills, both verbal and written, to effectively engage with
clients, internal teams, and stakeholders.
Present complex information in a clear and concise manner, tailored to the audience.

7. Team Handling:

Lead, mentor, and manage a team of sales and account management professionals.
Define clear goals, KPIs, and performance metrics for the team.
Foster a collaborative and high-performance culture within the team, ensuring alignment
with the company’s strategic objectives.

Qualifications:

Bachelor’s degree in business, Marketing, or a related field. MBA is preferred.
Proven experience in sales and key account management, preferably in the logistics or B2C sector.
Strong understanding of the logistics industry, competitor landscape, and D2C market.
Demonstrated success in achieving sales targets and driving business growth.
Excellent analytical skills with a data-driven mindset.
Leadership experience, with the ability to manage and inspire a team.