Operations Manager - B2B Enterprise Business

Job Description – Operations Manager (B2B Enterprise Business – Pan India)

Job Title: Operations Manager – B2B Enterprise Business
Department: Enterprise Business / Operations
Location: Chennai, India (Responsible for Pan-India Operations)
Employment Type: Full-Time
Industry: Transportation, Logistics & Supply Chain
Experience: 6–10 Years (Preferred)

1. Job Summary

We are looking for an experienced, commercially driven and result-oriented Operations Manager to manage and grow GoGoX's B2B Enterprise Business across India.

The candidate will be responsible for managing the complete enterprise business lifecycle, starting from identifying business opportunities, receiving RFI (Request for Information) and RFQ (Request for Quotation), preparing and submitting commercial proposals, participating in tenders and bidding processes, winning enterprise contracts, and ensuring successful implementation and execution of transportation and logistics services.

The role will involve managing enterprise customer relationships, supporting business development and sales activities, handling key accounts, coordinating vehicle sourcing and allocation, overseeing Pan-India transportation operations, managing employees and logistics partners, and ensuring excellent service delivery.

The candidate will work closely with enterprise customers, internal sales and business teams, city operations teams, transport vendors, fleet owners, finance and senior management to achieve business growth, operational efficiency, customer satisfaction and profitability.

2. Key Job Responsibilities

A. B2B Enterprise Business Development & Sales

• Identify and develop new B2B enterprise business opportunities in the transportation and logistics industry.

• Identify potential corporate customers and build strong business relationships to generate new business.

• Drive enterprise business growth through customer acquisition, business expansion and strategic account development.

• Understand customer transportation and logistics requirements and propose suitable service solutions.

• Coordinate with the sales and business development teams to acquire new enterprise customers.

• Participate in client meetings, business presentations, commercial discussions and negotiations.

• Prepare business proposals, quotations, pricing structures and commercial offers in coordination with internal teams.

• Identify upselling, cross-selling and additional business opportunities within existing enterprise accounts.

• Develop long-term relationships with corporate customers to increase business volume and revenue.

• Track business opportunities, sales pipelines, customer conversions and revenue targets.

B. RFI, RFQ, Tender & Bid Management

• Receive and manage RFI (Request for Information) and RFQ (Request for Quotation) opportunities from existing and prospective enterprise customers.

• Identify and track tender opportunities and enterprise transportation requirements.

• Review customer requirements, including vehicle categories, vehicle quantities, transportation routes, service locations, deployment timelines and operational expectations.

• Analyse customer requirements and coordinate with internal operations, sales, finance and management teams to prepare competitive commercial proposals.

• Prepare and submit RFIs, RFQs, technical proposals, commercial quotations and tender documentation within the specified deadlines.

• Coordinate the preparation of pricing, transportation rates, cost estimates and commercial terms.

• Participate in customer tender processes, bidding activities, presentations, clarification meetings and commercial negotiations.

• Ensure timely follow-up with customers regarding submitted proposals, quotations and bids.

• Track bid status, submission deadlines, customer feedback, negotiations and final outcomes.

• Coordinate with management and relevant stakeholders to improve bid competitiveness and increase the chances of winning contracts.

• Maintain proper records of all RFIs, RFQs, quotations, tenders, bid submissions and customer communications.

• Manage the complete bidding lifecycle, from opportunity identification and RFI/RFQ receipt to proposal submission, negotiation and contract award.

C. Contract Award, Customer Onboarding & Implementation

• Coordinate with customers following successful bid submissions and contract awards.

• Ensure proper understanding of awarded contracts, agreed commercial terms, vehicle requirements and service delivery commitments.

• Coordinate the transition of new enterprise accounts from the business development and bidding stage to the operations team.

• Develop implementation plans for newly awarded enterprise transportation contracts.

• Ensure customer onboarding, operational documentation, service agreements and SOP implementation are completed.

• Prepare vehicle deployment and mobilisation plans based on customer requirements.

• Coordinate with regional operations teams and transport partners to ensure timely commencement of services.

• Ensure all contractual commitments, operational requirements and service-level agreements are communicated and implemented.

• Monitor initial service execution and resolve implementation-related challenges.

D. Enterprise Client & Key Account Management

• Manage and maintain relationships with existing B2B enterprise customers across India.

• Act as the primary point of contact for key enterprise accounts and customer escalations.

• Understand customer requirements, transportation volumes, service expectations and business priorities.

• Ensure smooth customer onboarding, account implementation and ongoing operational coordination.

• Develop customer-specific operating procedures (SOPs) and service delivery plans.

• Conduct regular customer review meetings and business performance discussions.

• Monitor customer satisfaction, service quality, retention and account profitability.

• Handle customer complaints, operational escalations and service-related issues within agreed timelines.

• Coordinate with internal teams to ensure timely resolution of customer concerns.

• Identify opportunities to increase business volumes and expand existing customer accounts.

• Maintain strong relationships with decision-makers, procurement teams and key stakeholders of enterprise customers.

E. Pan-India Transportation & Logistics Operations

• Manage and oversee end-to-end B2B transportation and logistics operations across India.

• Ensure efficient execution of enterprise transportation requirements across multiple cities and regions.

• Coordinate vehicle sourcing, allocation, deployment, pickup, transportation and delivery operations.

• Monitor daily order volumes, vehicle availability, shipment movement and service execution.

• Coordinate with regional operations teams, city-level employees, transport partners and vendors.

• Ensure timely vehicle placement and fulfilment of customer transportation requirements.

• Establish standard operating procedures and ensure consistent operational processes across locations.

• Monitor service performance and ensure compliance with customer-specific SLAs.

• Identify operational bottlenecks and implement corrective actions to improve efficiency.

• Ensure proper coordination between central operations, regional teams and enterprise customers.

• Handle critical operational escalations and ensure business continuity.

• Monitor operational performance and take ownership of service delivery across India.

F. Vehicle Allocation, Fleet & Deployment Management

• Plan and manage vehicle allocation for enterprise customers based on their transportation requirements.

• Ensure the availability of appropriate vehicle categories, quantities and specifications as per customer contracts.

• Coordinate with fleet owners, transport vendors and regional operations teams for vehicle sourcing and deployment.

• Allocate vehicles across different cities and regions based on customer demand and business requirements.

• Ensure timely mobilisation and deployment of vehicles for newly awarded contracts and existing accounts.

• Monitor vehicle utilisation, availability, deployment status and operational performance.

• Ensure backup and replacement vehicles are arranged to avoid service disruptions.

• Coordinate vehicle allocation for additional customer requirements, new projects and business expansions.

• Ensure vehicle deployment is completed within agreed timelines and contractual commitments.

• Monitor vehicle-related costs and ensure commercially viable and efficient fleet utilisation.

G. Team & Employee Management

• Lead, manage and supervise enterprise operations employees and account management teams across different locations.

• Allocate responsibilities and ensure effective coordination among team members.

• Manage manpower planning based on customer requirements and business volumes.

• Monitor employee productivity, attendance, performance and overall team efficiency.

• Set individual and team performance targets and conduct regular performance reviews.

• Provide guidance, training and support to improve employee performance and operational capabilities.

• Ensure employees understand customer requirements, operational processes and service delivery expectations.

• Build a responsible, customer-focused and performance-driven team.

• Coordinate with HR for recruitment, employee onboarding, performance management and other employee-related matters.

• Ensure effective communication and coordination between central and regional teams.

H. Vendor & Transport Partner Management

• Develop and maintain strong relationships with transporters, fleet owners and logistics service providers across India.

• Identify, evaluate and onboard reliable transportation partners in different cities.

• Negotiate transportation rates and commercial terms to ensure cost-effective service delivery.

• Monitor vendor performance, vehicle availability and service quality.

• Ensure vendors meet customer-specific operational requirements and service-level commitments.

• Monitor vendor compliance with company policies and operational procedures.

• Resolve vendor-related operational issues and maintain a reliable transportation partner network.

• Identify opportunities to expand the vendor network to support new enterprise business requirements.

I. Revenue, Cost & Commercial Management

• Monitor enterprise account revenue, operational expenses and profitability.

• Ensure appropriate pricing and cost structures for transportation services.

• Coordinate with internal teams to prepare competitive and commercially viable quotations.

• Evaluate account-wise costs and margins before submitting commercial proposals.

• Identify opportunities to improve contribution margins and reduce operational expenses.

• Coordinate with Finance for customer billing, invoice reconciliation, payment follow-ups and outstanding receivables.

• Monitor customer credit exposure and coordinate the resolution of billing disputes.

• Track account-wise revenue, transportation costs and contribution margins.

• Ensure commercial commitments and approved pricing are followed during service execution.

J. MIS, Reporting & Performance Management

• Prepare and review daily, weekly and monthly business and operational performance reports.

• Maintain MIS for enterprise customers, RFI/RFQ opportunities, tender submissions, bid status and contract wins.

• Track new business opportunities, bid conversion rates and enterprise revenue growth.

• Monitor vehicle allocation, deployment, utilisation and availability.

• Track customer order volumes, pickup and delivery performance and SLA compliance.

• Monitor employee productivity, vendor performance and operational efficiency.

• Prepare account-wise revenue, cost and profitability reports.

• Present business performance, operational challenges and improvement plans to senior management.

• Use operational data and reports to identify business opportunities and improve decision-making.

3. Key Performance Indicators (KPIs)

The candidate will be evaluated based on the following performance parameters:

1. Business Development: New enterprise customer acquisition and business growth.

2. RFI/RFQ Management: Timely receipt, preparation and submission of proposals and quotations.

3. Bid Management: Number of bids submitted, bid conversion ratio and successful contract wins.

4. Revenue Growth: Achievement of enterprise business revenue targets.

5. Client Management: Customer satisfaction, account retention and business expansion.

6. Contract Implementation: Successful onboarding and commencement of newly awarded contracts.

7. Vehicle Allocation: Timely vehicle sourcing, allocation and deployment.

8. Fleet Utilisation: Vehicle availability, utilisation and cost efficiency.

9. Operational Performance: SLA compliance, on-time pickup and delivery performance.

10. Team Management: Employee productivity, performance and operational coordination.

11. Vendor Management: Vendor performance, service quality and cost optimisation.

12. Profitability: Account-wise revenue growth, cost control and contribution margins.

13. Reporting: Timely and accurate MIS and management reporting.

4. Required Skills & Competencies

• Strong understanding of B2B transportation, logistics and supply chain operations.

• Experience in enterprise business development and corporate sales.

• Hands-on experience in RFI, RFQ, tender preparation, bid management and commercial negotiations.

• Experience in winning and implementing enterprise transportation contracts.

• Strong enterprise client relationship and key account management skills.

• Experience managing Pan-India or multi-location operations.

• Knowledge of vehicle sourcing, fleet allocation and transportation partner management.

• Strong team leadership and employee management capabilities.

• Good commercial understanding, pricing and cost analysis skills.

• Ability to manage customer escalations and operational challenges.

• Strong analytical, reporting and problem-solving capabilities.

• Proficiency in MS Excel, MIS, CRM and ERP platforms.

• Excellent communication, presentation and negotiation skills.

• Willingness to travel across India based on business requirements.

5. Educational Qualifications & Experience

• Bachelor's degree in Business Administration, Engineering, Logistics, Supply Chain Management or a related discipline.

• MBA / PGDM in Operations, Logistics, Supply Chain Management or Business Administration will be an added advantage.

• 6–10 years of relevant experience in transportation, logistics, B2B enterprise business, operations management or business development.

• Previous experience handling corporate and enterprise customers is preferred.

• Experience in RFI/RFQ, tender management, commercial bidding and contract acquisition is highly desirable.

• Experience managing large-scale transportation operations, vehicle deployment and vendor networks across multiple cities will be an added advantage.

• Experience managing employees and teams across different locations is preferred.

6. Overall Role Expectation

The Operations Manager will take end-to-end ownership of GoGoX's B2B Enterprise Business across India, covering business development, RFI/RFQ management, tender participation, bid submissions, contract acquisition, enterprise client management, customer onboarding, vehicle allocation, transportation operations and team management.

The candidate must have the ability to combine business development with operational execution, ensuring that enterprise contracts are successfully secured, implemented and managed.

The ultimate objective is to grow GoGoX's enterprise transportation business, build strong corporate customer relationships, ensure reliable Pan-India service delivery, improve operational efficiency and achieve sustainable business profitability.