Head - Sales & Commercial Excellence – JD
Position: Head - Sales & Commercial Excellence
Department: Sales
Reporting To: Director
Job Summary
The Head – Sales & Commercial Excellence is responsible not only for revenue growth but for building a predictable sales engine, institutionalising commercial processes, developing the sales organisation, strengthening key customer relationships, and reducing dependence on the founders for day-to-day selling.
Success will be measured through sustainable revenue growth, capability building, and commercial maturity rather than sales numbers alone.
Key Responsibilities
1. Sales Strategy & Business Development
- Develop and execute sales strategies to achieve monthly, quarterly, and annual revenue targets.
- Identify new business opportunities across industries such as Pharmaceuticals, Food & Beverage, Electronics, Automotive, Retail, E-commerce, and Manufacturing.
- Expand the company's customer base by acquiring new clients and strengthening existing business relationships.
- Develop sales plans based on market trends, customer requirements, and business objectives.
2. Commercial Leadership
- Regularly visit industrial clients, factories, corporate offices, and manufacturing units.
- Lead customer meetings, product presentations, and business discussions to generate new business opportunities.
- Understand customer packaging requirements and provide suitable product solutions.
- Travel extensively for business development, customer relationship management, and market expansion.
3. Strengthen Key Account Management
- Identify Top 25 Strategic Accounts.
- Develop Annual Account Plans.
- Increase wallet share.
- Build executive-level relationships.
- Develop succession plans for every strategic relationship.
4. Sales Operations & Process Management
- Develop and implement standardized sales processes, sales SOPs, and reporting systems.
- Ensure proper lead management, follow-ups, quotation tracking, and order conversion.
- Monitor the complete sales cycle from lead generation to order execution and payment collection.
- Development of MIS Creation that includes Revenue Growth, Contribution Margin, Forecast Accuracy, Proposal Conversion %,Average Sales Cycle, Customer Acquisition, Repeat Business %,Pipeline Coverage Ratio, Average Deal Size, Key Account Growth, CRM Compliance, Founder-led vs Team-led Opportunities, Sales Team Productivity
5. Coordination with Internal Departments
- Coordinate with Design, Production, Planning, Purchase, Dispatch, and Finance teams for smooth order execution.
- Ensure timely sample development, quotation submission, production planning, and product delivery.
- Work closely with internal stakeholders to resolve operational issues affecting customer commitments.
6. Market Intelligence
- Conduct regular market research to identify competitor activities, pricing trends, and new business opportunities.
- Analyze customer feedback and recommend improvements in products and services.
- Identify emerging market segments and expansion opportunities.
7. Commercial Transformation
- Design and institutionalise the complete sales process from lead generation through order execution.
- Build CRM discipline across the organisation.
- Develop standard opportunity management and pipeline review processes.
- Introduce weekly commercial reviews with forecasting discipline.
- Standardise proposal development, quotation approval, and negotiation practices.
- Create commercial dashboards that improve visibility across the sales funnel.
- Reduce dependency on founder involvement in routine sales opportunities.
- Drive achievement of sales and revenue targets.
- Monitor outstanding payments and coordinate with customers for timely collections.
- Improve profitability through effective pricing, negotiations, and customer retention strategies.
8. Success After 180 Days
Within the first 180 days, the successful candidate is expected to:
- Develop and implement a structured sales process.
- Establish CRM discipline across the sales function.
- Create MIS dashboards covering Revenue Growth, Contribution Margin, Sales Forecast, and Pipeline Performance.
- Conduct regular weekly pipeline and commercial review meetings.
- Improve sales forecasting accuracy and commercial visibility.
- Build stronger customer relationships and expand business opportunities.
- Reduce dependency on the Director for routine sales opportunities by creating structured commercial processes.
Job Specification (JS) – Sales Head Educational Qualification
- Bachelor's degree in Engineering (Mechanical, Production, Industrial, Electrical, Mechatronics, or related discipline) preferred.
- MBA in Sales/Marketing or Business Management will be preferred.
Experience
- 10–15 years of experience in B2B/Industrial Sales.
- Minimum 5 years of experience in leading and managing a sales team.
- Experience in one or more of the following industries is preferred:
Industrial Automation
Capital Equipment
Material Handling
Packaging Machinery
Printing Machinery
Process Equipment
Machine Tools
Technical Knowledge
- Strong understanding of B2B Sales and Business Development.
- Knowledge of Sales Strategy, Sales Forecasting, and Pipeline Management.
- Understanding of Packaging Products and Industrial Sales Processes.
- Experience in CRM software and MS Office.
Core Skills
- Sales Leadership & Team Management
- Strategic Planning & Execution
- Business Development
- Key Account Management
- Client Relationship Management
- Negotiation & Closing Skills
- Sales Forecasting & Reporting
- Market Research & Competitor Analysis
- Revenue & Profitability Management
- Presentation & Communication Skills
Behavioral Competencies
- Strong Leadership & People Management
- Strategic & Analytical Thinking
- Result-Oriented Mindset
- Excellent Decision-Making Ability
- Customer-Centric Approach
- Problem-Solving Skills
- Ownership & Accountability
- High Integrity & Professionalism
- Adaptability & Learning Agility
Other Requirements
- Willingness to travel extensively across India for client meetings and business development.
- Ability to build, lead, and motivate high-performing sales teams.
- A strong network with corporate and industrial clients is preferred.
- Valid driving license and willingness to travel frequently.
- Ability to work under pressure and achieve aggressive business targets.
This Role is Unlikely to Suit Candidates Who
This role is unlikely to suit candidates who:
- Prefer transactional or FMCG-style sales cycles.
- Expect complete commercial autonomy from Day 1 without building trust with the promoters.
- Focus only on closing deals rather than developing systems.
- Have not previously led consultative B2B sales involving technical products and long buying cycles.
Pay: ₹150,000.00 - ₹250,000.00 per month
Work Location: In person
