Delhivery
Website:
delhivery.com
Job details:
Role Overview
The Transportation Solutions team is Delhivery's client-facing intelligence layer for all surface freight — a consultative, solution-engineering function that translates complex enterprise transportation problems into scalable, tech-enabled logistics programes
The VP – Transportation Solutions will own the end-to-end charter of building Delhivery's Transportation Solutions practice into a market-leading capability. This means leading a cross-functional team of solutions consultants, lane engineers, account managers, and operations specialists; engaging directly with CXO and supply-chain leadership of large enterprise clients; architecting customized FTL, dedicated, and multimodal transportation programes; and holding full P&L accountability for the revenue and margin outcomes of the solutions portfolio. This role is equal parts business leader, solutions architect, product builder, and client partner. You will build and lead the Transportation Solutions team — a specialized group at the intersection of sales, product, and operations — owning the P&L, diagnosing client transportation needs, designing bespoke freight solutions, and converting recurring client problems into new standardized transportation products that Delhivery can scale across the market
Key Responsibilities
1. P&L Ownership & Business Strategy
• Own full P&L for the Transportation Solutions portfolio — revenue, cost-to-serve, contribution margin and EBITDA accountability across all solution types (FTL, dedicated, multimodal, managed transport)
• Define the 3-to-5-year strategy for the Transportation Solutions practice: which industries to prioritize, what solution types to build, and how to position against 3PL competitors
• Set and execute annual operating plans (AOP) with quarterly OKRs; drive rigorous monthly P&L reviews with the leadership team
• Identify white-space revenue opportunities — new verticals, geographies, or solution variants
• Drive pricing strategy across spot, contracted, and dedicated fleet models; continuously optimize load economics and yield management
2. Client Engagement & Transportation Needs Assessment
• Lead CXO and VP-level engagements with large enterprise clients (FMCG, Auto OEM, Pharma, E-commerce, Steel & Cement, Retail) to understand their end-to-end transportation requirements
• Identify gaps in client's existing transportation setup — service failures, cost inefficiencies, carrier dependency risks, and compliance issues — and frame the Delhivery opportunity clearly
3. Solution Design & Engineering
• Lead the Solutions Engineering team in designing customized, end-to-end transportation programes tailored to each client's network, SKU profile, and service requirements
• Architect lane-level solutions: define origin-destination pairs, load consolidation logic, mode selection (FTL, PTL, rail, multimodal), vehicle type, and transit time commitments
• Build robust commercial models for each solution: cost build-up, pricing construct, investment recovery, and profitability at lane and account level
• Collaborate with product, tech, and operations teams to embed Delhivery's platform capabilities (TMS, live tracking, e-POD, freight analytics) into client solutions — ensuring differentiation beyond rate
4. New Transportation Product Building
• Own the transportation product roadmap for Delhivery's surface business — identify gaps in the current product suite by synthesizing signals from client engagements, lost deals, competitor offerings, and market research
• Define and launch new transportation products from concept to commercial availability: write the product brief, validate with pilot clients, co-develop with the tech/product team, and manage the commercial launch
5. Revenue Growth & Key Account Management
• Own the enterprise revenue pipeline for transportation solutions; work in tandem with the national sales team on new account acquisition and existing account expansion
• Drive wallet-share growth: identify adjacent freight flows within existing accounts (e.g., a client doing FTL for outbound may have inbound, reverse logistics, or inter-plant flows that Delhivery can capture)
• Manage the RFQ / RFP response process for large strategic bids — ensure solutions are technically sound, commercially competitive, and operationally deliverable
• Lead commercial negotiations for large, long-tenure contracts; ensure deal structures are profitable and correctly priced for operational risk
6. Operations Excellence & Delivery
• Ensure consistent, high-quality execution of all live transportation solutions — on-time delivery, load compliance, documentation accuracy, and exception management
• Drive continuous improvement in cost-to-serve through route optimization, vehicle utilization improvement, and empty-leg reduction
• Partner with the fleet/carrier team to ensure adequate capacity (attached, spot, and dedicated) is available for committed solutions, with contingency planning for peak seasons
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