Business Development executive: Logistics and Returnable Packaging
Location: Chennai, India
Department: Business Development
Reports to: Chief Strategy Officer
Position Type: Full-time
The OpportunityFitsol is building the next generation of decarbonisation-as-a-service infrastructure in India. We combine supply-chain analytics, and operational execution levers across logistics, packaging, sourcing, and waste recovery tied with sustainability.
You'll own the Chennai market and surrounding geographies, building enterprise relationships with supply-chain leaders across FMCG, automotive, F&B, e-commerce, and manufacturing. Your focus: positioning Fitsol's integrated sustainable logistics and packaging solutions as the practical foundation for their Scope 3 decarbonisation programs.
This is not a support role. You'll work directly with senior leadership, own customer acquisition and deal progression from lead generation through commercial close, and shape how Fitsol enters accounts. You'll report directly to the Chief Strategy Officer and work alongside our founders and operations teams to customize solutions, close contracts, and set the stage for long-term account value.
What You'll OwnSales & Deal Progression- Pipeline building: Generate qualified leads across target verticals (FMCG, automotive, F&B, D2C, and logistics networks) using account mapping, cold outreach, LinkedIn strategy, and referral networks.
- Packaging: Understand, innovate and implement returnable / sustainable packaging solutions across industry.
- Needs discovery: Conduct discovery calls with supply-chain leaders, procurement heads, logistics managers, and sustainability officers to identify decarbonisation pain points.
- Solution mapping: Work with our delivery team to translate client freight routes, packaging formats, and transportation modes into measurable emissions reduction opportunities and financial cases.
- Deal closure: Own the full negotiation and contracting cycle, including commercial proposal development, pricing negotiation, legal review, and executive alignment.
- Account ownership: Manage the post-sale onboarding relationship, ensuring smooth project scoping and early wins that lead to account expansion.
- Go-getter execution: You're action-biased, resourceful, and comfortable with ambiguity. You close deals by moving quickly and learning as you go.
- Ownership mentality: You don't wait for permission. You own your pipeline, your relationships, and your metrics. When something blocks a deal, you unblock it.
- Curiosity-driven: You ask "why" before pitching. You're genuinely interested in understanding how clients move goods, pack products, and manage costs. This curiosity builds trust and uncovers real opportunities.
- Solution mindset: You don't sell features. You diagnose customer problems and design solutions that make sense economically and operationally. You're comfortable saying "our standard product won't work here—here's what would."
- Commercial clarity: You connect sustainability to the CFO's priorities: cost reduction, compliance, supply-chain resilience, and brand credibility.
- Deep understanding of packaging landscape.
- 3–6 years of B2B enterprise sales or business development in supply chain, logistics, sustainability, packaging, or related industrial domains.
- Proven ability to identify, qualify, and close mid-market to large enterprise deals (₹10L to ₹5Cr+ contract values).
- Strong networking skills and ability to build relationships with C-suite and functional leaders (supply-chain heads, procurement, plant operations, sustainability officers).
- Comfort with structured selling: discovery, ROI modeling, proposal development, negotiation, and close.
- Track record of pipeline management, CRM discipline, and quota attainment in competitive environments.
- Ability to work effectively with technical and operational teams to translate client needs into proposals and delivery roadmaps.
- Experience in logistics, fleet management, supply-chain transformation, or sustainability consulting.
- Familiarity with packaging design, returnable/circular logistics, asset tracking technologies (RFID, BLE, QR), or transportation modes (EV, CNG, diesel).
- Track record selling into automotive, FMCG, or e-commerce supply chains.
- Understanding of India's freight and logistics landscape, regional OEMs, and logistics networks.
Fixed + Variable Model (structure customized based on experience and sourcing data):
- Fixed Salary: Competitive base reflecting market rates for BD roles in India's climate-tech and supply chain sectors.
- Variable Incentive: Performance-based commission tied to pipeline generation (lead quality and volume), deal closure (contract value and margin), customer onboarding and retention, and strategic initiatives (partnership development, market research, content collaboration).
- ESOP participation: Stake in Fitsol's upside as the company scales.
- Health & wellness: Comprehensive health insurance, fitness reimbursements.
- Flexible work: Work from Chennai with flexibility for travel to client sites and HQ collaboration.
- Learning: Budget for industry events, sustainability certifications, and sales training.
- Culture: Work closely with founders, small close-knit team, meaningful impact on global emissions reduction.