Role Purpose

Lead the India Middle Market Customer business for Water Treatment Chemicals by driving profitable growth across priority industries through a hybrid go-to-market model comprising direct customer engagement and a high-performing dealer/distributor network. Own business development, market expansion and channel effectiveness while delivering sustainable revenue and profitability.

Business Growth & Market Development

- Develop and execute the India middle market growth strategy across priority industries (such as chemicals, pharma, F&B;, commercial and institutions, automotive, electronics) and geographies, aligned with the national sales strategy.
- Identify high-potential industry segments and develop targeted go-to-market plans to increase market penetration and customer acquisition.
- Drive recent business development by building strong relationships with key customers, consultants and industry influencers across target sectors.

Channel & Customer Management

- Build, expand and optimize the dealer/distributor network through partner identification, onboarding, capability development and performance management.
- Drive channel productivity through joint business planning, regular performance reviews and market development initiatives.
- Establish and strengthen relationships with key mid-market customers through a balanced mix of direct engagement and channel-led sales.

Commercial & Sales Performance

- Own sales forecasting,



pipeline management and achievement of revenue, profitability and working capital targets for the middle market business.
- Monitor market trends, competitive activity and pricing dynamics to refine commercial strategies and identify new growth opportunities.
- Work closely with technical service, marketing and supply chain teams to deliver customer-centric solutions and ensure effective execution.

Organization & Capability Development

- Build and develop a high-performing sales and channel management team, fostering a performance-driven and customer-centric culture.
- Drive disciplined sales processes, CRM adoption and performance management to improve sales effectiveness and forecast accuracy.
- Capture market intelligence and customer insights to support portfolio development and long-term business growth.

Experience

- Bachelor's degree in Engineering, Chemistry or a related discipline; MBA preferred.
- 10–15 years of experience in B2B industrial/specialty chemicals sales, with exposure to water treatment chemicals preferred.
- Proven experience managing both direct OEM sales and dealer/distributor networks across multiple geographies.
- Strong understanding of industrial customer segments such as chemicals, pharmaceuticals, food & beverage, commercial & institutional, automotive, electronics and other process industries.

📌 Business Head (Middle Market) -Water Treatment Chemicals (India)
🏢 Antal International
📍 India