Job Title: Head Sales Excellence

About the Company

A large, diversified industrial products company with a solid manufacturing footprint and a wide portfolio serving multiple sectors. The organization operates across domestic and international markets, with a focus on driving operational rigor, commercial effectiveness, and sustainable growth.

Role Overview

The role is responsible for driving Sales Excellence across multiple business units, by building structured frameworks, strengthening commercial governance, and enabling capability development.

The mandate is to create consistency in sales execution, improve performance visibility, and enhance the effectiveness of the sales organization across markets and channels.

Key Responsibilities

1. Sales Excellence Strategy

- Develop and institutionalize a Sales Excellence roadmap aligned with business objectives
- Define standardized sales processes, operating models, and governance structures across business units and channels

2. Commercial Frameworks & Execution

- Design and implement frameworks for:
- Lead funnel management
- Pricing governance
- Account segmentation
- Coverage models
- Sales review mechanisms
- Drive consistency and discipline in sales execution across teams

3. Performance Management

- Establish and refine sales performance management systemsKPIs and dashboards
- Review cadences
- Tracking and reporting mechanisms
- Enable visibility, accountability, and course correction

4. Capability Building

- Identify gaps in sales capabilities and deploy targeted interventions
- Build competencies in:
- Commercial acumen
- Value-based selling
- Data-driven decision making




- Drive adoption of new processes through coaching and leadership engagement

5. Analytics & Insights

- Leverage data and analytics to:
- Evaluate effectiveness of sales processes
- Identify improvement opportunities
- Inform strategic decisions

6. Cross-functional Alignment

- Work closely with:
- Marketing
- Supply Chain
- Finance
- Other business functions
- Ensure alignment between sales execution, supply planning, and business outcomes

7. Continuous Improvement

- Capture feedback from business units
- Evolve playbooks, frameworks, and tools based on changing needs
- Drive ongoing sales transformation initiatives

8. Leadership Mandate

- Position Sales Excellence as a central enabler of growth and execution discipline
- Influence senior stakeholders and drive organization-wide adoption

Candidate Profile

Experience

- ~30+ years in sales / sales operations, preferably in industrial or manufacturing environments
- At least 5 years in a senior leadership role (e.g., Head of Sales / Sales Operations)
- Experience managing large, multi-channel and geographically distributed sales teams

Education

- Graduate/Postgraduate in Engineering
- MBA or equivalent qualification in Sales / Marketing preferred

Must-Have Experience

- Sales strategy development and execution at scale
- Pan-regional sales exposure across channels (B2B / B2C)
- Strong understanding of commercial governance and sales processes
- Experience in sales transformation / process standardization initiatives
- Exposure to vendor management and supply chain coordination

Nice to Have

- Experience with digital sales tools, CRM platforms, and analytics systems
- Exposure to large-scale capability building programs

📌 Head of Sales Excellence (India)
🏢 Saaki Argus And Averil Consulting
📍 India