Job Title: National Sales Head

No. of people required: 1

No. of years of experience: 20 to 25 years

Reporting to : Managing Director

Industry experience :

Office Furniture & Workspace Solutions (Corporate/ Private Sector Business)

Location: Mumbai

Travel Required: national travel

Incentives applicable: Yes

Working Days: Monday to Saturday

Work Timings: 10:15 AM - 6:45 PM

About the Role A leading, well-established Indian furniture and workspace solutions company is seeking a National Sales Head to own and grow its entire private-sector (corporate) business. This is a front-end, revenue-owning leadership role. The successful candidate will lead the national sales force and the regional design/specification team, drive key account acquisition, build relationships across the architect and design community, and take full ownership of order intake, margins and collections.

All back-office functions order processing, manufacturing, delivery, dispatch, installation and MIS are handled centrally. The role is designed to keep its leader in the market, with clients and with the team.

Key Responsibilities

Business Ownership

- Own the national private-sector revenue and order-intake target; cascade it to region, branch and individual level.
- Build and maintain a healthy, well-qualified pipeline with disciplined stage-wise tracking.
- Personally lead the largest and most strategic deals in the country.

Key Account Acquisition

- Build a national target list of large corporate accounts across IT/ITES, BFSI, pharma, GCCs, manufacturing, co-working and hospitality.
- Hunt and break into new logos; convert project wins into rate contracts and long-term empanelment.
- Map and cultivate decision-makers across facilities, procurement, projects and CXO levels.

Specification & Architect Channel

- Develop and own relationships with leading architecture and design firms, PMCs and interior contractors across metros.




- Drive the brand into the specification at the design stage through product presentations, sample libraries, spec sheets, CAD/BIM support and studio engagement.
- Build a structured architect engagement calendar including studio sessions, factory visits and experience-centre walkthroughs.

Front-End Selling

- Deliver client presentations, product demonstrations and mock-up trials.
- Oversee site surveys, quotations, technical proposals and commercial negotiation through to closure.
- Represent the organisation at trade shows, industry forums and customer events.

Commercial Discipline

- Own gross margin alongside top line; set and enforce a discount authority framework.
- Build a sales culture that sells on design, ergonomics, quality, warranty and total cost of ownership rather than price.
- Own collections and outstanding for the private-sector business; ensure credit exposure is assessed before orders are accepted.

Team Leadership

- Lead, coach and scale the regional sales and design teams.
- Spend significant time in the market with the team co-travel, joint calls and live deal coaching.
- Run disciplined weekly funnel reviews, monthly business reviews and quarterly performance conversations.
- Recruit, develop and retain high-calibre sales talent; build a strong second line.

Market & Product Feedback

- Act as the voice of the market internally feed structured insight on product gaps, price points, finishes, ergonomics and competitor activity into the product roadmap.
- Maintain a live competitive benchmark on product, pricing,



lead times and channel strength.

Key Performance Indicators

- Order intake and revenue vs. target
- Current key accounts acquired
- Gross margin realised
- Pipeline health and conversion ratio
- Collections and DSO
- Share of business won through specification
- Team productivity, retention and development

Experience

- 2025 years in B2B / project / contract sales, with substantial time in a national or multi-region leadership role.
- Background in office furniture, modular interiors, contract fit-out, building products, or a comparable specification-driven B2B category.
- Demonstrable track record of carrying and delivering a large annual revenue number.
- Proven success in opening and growing large corporate key accounts with names to show for it.
- Established relationships within the architecture, design and PMC ecosystem in at least two major metros.

Attributes

- A hunter has personally opened accounts, not merely inherited them.
- High energy, high optimism, and a bias for action.
- Market-facing by instinct; comfortable with 12–15 days of travel a month.
- Commercially sharp — understands margin, contribution and working capital, not just revenue.
- A genuine people leader who builds and develops teams rather than hoarding relationships.
- Takes complete ownership of the number.

Education

- Graduate; MBA or equivalent post-graduate qualification preferred.

What's on Offer

- Full ownership of a national business line with a clear growth mandate and direct access to the promoter.
- Competitive fixed compensation benchmarked to senior industry leadership, with a meaningful performance-linked variable component.
- The opportunity to build and shape a sales organisation from the front, in a company entering a significant growth phase.

If you are interested send me your updated CV@ [email protected]

📌 Head National Sales (Mumbai)
🏢 INTEGRATED PERSONNEL SERVICES
📍 Mumbai