1. Role Objective
The Head of Sales is responsible for directing and overseeing the entire sales function for PECPL's bulk material handling division. The primary objective is to drive revenue growth, expand market share, and establish PECPL as the premier supplier of heavy-duty belt conveyors, idler rollers, pulleys, and turnkey conveyor systems. The role requires a strategic leader capable of managing a high-performing team and building deep relationships with major clients in the mining, cement, power, and heavy engineering sectors.
2. Reporting Structure
Reports To: Managing Director (MD) / Chief Executive Officer (CEO)
Direct Reports: Regional Sales Managers, Technical Sales Engineers, and Business Development Executives.
3. Key Result Areas (KRAs) & Responsibilities
A. Strategic Sales & Revenue Growth
Design, implement, and execute comprehensive national and regional sales strategies to achieve annual revenue, profit margin, and market share targets.
Define sales quotas, pricing strategies, and discount structures in collaboration with senior management.
Monitor daily sales operations, pipeline health, and conversion metrics.
B. Business Development & Key Account Management
Identify and penetrate new markets and territories within targeted industries (Coal, Lignite Mining, Steel, Cement, Ports, and OEMs).
Act as the lead negotiator for high-value contracts, long-term supply agreements, and complex turnkey project tenders.
Maintain relationships with C-level executives, procurement heads, and project managers at key client organizations.
C. Team Leadership & Management
Recruit, train, and mentor the sales team, conducting regular performance appraisals and skills development workshops.
Set clear Key Performance Indicators (KPIs) for the sales team and ensure accountability.
Foster a collaborative environment between the sales, engineering, and manufacturing departments to ensure customer commitments are met.
D. Market Intelligence & Product Strategy
Continuously monitor competitor activity, market trends, and technological advancements in bulk material handling.
Gather customer feedback and work closely with the R&D and engineering teams to suggest product improvements or identify gaps in the market.
E. Commercial Operations & Reporting
Prepare accurate monthly, quarterly, and annual sales forecasts and present them to the executive board.
Oversee the management of accounts receivable for key clients, ensuring timely payment collections in coordination with the finance team.
4. Candidate Profile
Education & Qualifications:
Essential: Bachelor’s Degree (B.Tech/B.E.) in Mechanical Engineering or a related technical discipline.
Preferred: Master of Business Administration (MBA) in Sales, Marketing, or Business Operations.
Experience:
12-15+ years of progressive B2B sales experience specifically within industrial manufacturing, heavy machinery, or bulk material handling.
3-5+ years in a senior leadership role managing a distributed sales team.
Proven track record of consistently meeting or exceeding multi-million rupee sales targets.
5. Core Competencies
Technical Acumen: Deep understanding of the mechanics and applications of belt conveyors, troughing idlers, impact rollers, and drum pulleys.
Commercial Awareness: Strong financial literacy with the ability to manage budgets, calculate ROI, and structure profitable commercial deals.
Communication: Exceptional verbal and written communication skills; ability to present complex technical solutions clearly to both technical and non-technical stakeholders.
Leadership: Empathy, decisiveness, and the ability to inspire a high-performance culture.
6. Working Conditions & Travel
Base Location: Primarily operating out of the Bhiwadi manufacturing facility to ensure close alignment with production and engineering.
Travel: Requires significant domestic travel for key client meetings, site visits, and industry trade shows.
Pay: ₹70,000.00 - ₹90,000.00 per month
Work Location: In person
