Head of Sales

We are hiring for our client who is a pioneer and leader in the manufacturing of water dispensers, chest freezers, mini bars, visi coolers, and nutri blenders in India. With over three decades of experience, with consistently manufacturing of water dispensers, chest freezers, mini bars, visi coolers, and nutri blenders in India. With over three decades of experience, company has consistently delivered quality products, setting benchmarks in the industry and delighting customers globally.

About Role

To drive the sales strategy for our company by setting and achieving sales targets for domestic and international markets. The Sales Head ensures business growth through customer acquisition, relationship management, market expansion, and revenue realization. The role is pivotal in aligning sales efforts with organizational objectives to enhance profitability and market share.

Key Activities and Responsibilities

Sales Target Setting and Achievement:

- Develop sales targets for all product lines across domestic and international markets, including Water Dispensers, Chest Freezers, Mini Bars, Visi Coolers, and Nutri Blenders.

- Monitor and ensure consistent achievement of these targets.

- Customer Relationship Management:

- Maintain and nurture professional relationships with existing customers.

- Actively seek feedback to enhance customer satisfaction and repeat business.

- New Customer Development and Market Expansion:

- Explore new B2B and institutional sales opportunities.

- Identify and onboard new customers and distribution channels.

Sales Strategy and Pricing:

- Devise pricing strategies to balance competitiveness and profitability.

- Conduct market research to inform pricing decisions.

- Coordination and Collaboration:

- Work closely with Operations and Manufacturing teams to ensure timely delivery of goods.

- Collaborate with the RD team to align new product development with market needs and customer feedback.

- Liaise with Service and Quality departments to resolve customer complaints efficiently.

Revenue Realization:

- Ensure timely invoicing and revenue realization from customers.

- Market Research and Competitive Analysis:

- Conduct global market research to identify trends in product categories.

- Keep track of competitor activities and adjust strategies accordingly.

- Customer Engagement and Presentations:

- Prepare and deliver impactful presentations to existing and prospective customers.

Key Deliverables and KRAs

Overall Sales Performance (Applicable to all product lines):

1. KRA: Achieve overall sales revenue targets with key accounts and new B2B accounts.

- Measure: Achieve X% of the overall annual sales revenue target from both existing key accounts and new B2B accounts (with a minimum percentage coming from new accounts)

2. KRA: Maintain and grow share of wallet with key accounts.

- Measure: Increase the share of wallet from key accounts by Y%.

3. KRA: Secure long-term contracts/agreements with key accounts and new B2B accounts.

- Measure: Secure Z number of multi-year contracts with both existing key accounts and new B2B accounts.

4. KRA: Acquire new B2B accounts.

- Measure: Acquire S number of new B2B accounts within the fiscal year.

5. KRA: Revenue generated from new B2B accounts.

- Measure: Achieve Y% of total revenue from new B2B accounts acquired within the fiscal year

KRAs (Cross-Product/B2B Focused):

1. KRA: Key account retention rate.

- Measure: Maintain a P% retention rate of key accounts year-over-year.

2. KRA: Growth in revenue from existing key accounts.

- Measure: Achieve a Q% increase in revenue from existing key accounts compared to the previous year.

3. KRA: Customer satisfaction (with key accounts).

- Measure: Achieve an R customer satisfaction score (measured through dedicated key account surveys/feedback sessions).

Ideal Candidate Profile:

1. An MBA with 18-20 years of experience

2. Exposure should be with OEM and ODM companies in the space of Consumer Electronics, Durables, Home appliances, Refrigeration products etc.

3. Large exposure should be in B2B, B2G space. Currently should be working in this space only.

4. Sound aptitude, knowledge and experience on Product development and management

5. Thorough knowledge of Customer ecosystem - likes of Panasonic, Bluestar, Volts, Havel's, Reliance etc

6. Excellent Communication and Interpersonal skills. Outgoing personality. Socially extrovert.

7. Capable to build, develop and sustain the relationship with Senior Executives of Customer world. Read more