Head - Sales & Commercial Excellence – JD

Position: Head - Sales & Commercial Excellence

Department: Sales

Reporting To: Director

Job Summary The Head – Sales & Commercial Excellence is responsible not only for revenue growth but for building a predictable sales engine, institutionalising commercial processes, developing the sales organisation, strengthening key customer relationships, and reducing dependence on the founders for day-to-day selling.

Success will be measured through sustainable revenue growth, capability building, and commercial maturity rather than sales numbers alone.

Key Responsibilities

1.

Sales

Strategy & Business Development

Develop and execute sales strategies to achieve monthly, quarterly, and annual revenue targets.

Identify new business opportunities across industries such as Pharmaceuticals, Food & Beverage, Electronics, Automotive, Retail, E-commerce, and Manufacturing.

Expand the company's customer base by acquiring new clients and strengthening existing business relationships.

Develop sales plans based on market trends, customer requirements, and business objectives.

2.

Commercial

Leadership

Regularly visit industrial clients, factories, corporate offices, and manufacturing units.

Lead customer meetings, product presentations, and business discussions to generate new business opportunities.

Understand customer packaging requirements and provide suitable product solutions.

Travel extensively for business development, customer relationship management, and market expansion.

3.

Strengthen Key Account

Management

Identify Top 25 Strategic Accounts.

Develop Annual Account Plans.

Increase wallet share.

Build executive-level relationships.

Develop succession plans for every strategic relationship.

4.

Sales

Operations & Process Management

Develop and implement standardized sales processes, sales SOPs, and reporting systems.

Ensure proper lead management, follow-ups, quotation tracking, and order conversion.

Monitor the complete sales cycle from lead generation to order execution and payment collection.

Development of MIS Creation that includes Revenue Growth, Contribution Margin, Forecast Accuracy, Proposal Conversion %,Average Sales Cycle, Customer Acquisition, Repeat Business %,Pipeline Coverage Ratio, Average Deal Size, Key Account Growth, CRM Compliance, Founder-led vs Team-led Opportunities, Sales Team Productivity





- Coordination with Internal Departments

Coordinate with Design, Production, Planning, Purchase, Dispatch, and Finance teams for smooth order execution.

Ensure timely sample development, quotation submission, production planning, and product delivery.

Work closely with internal stakeholders to resolve operational issues affecting customer commitments.

6.

Market

Intelligence

Conduct regular market research to identify competitor activities, pricing trends, and recent business opportunities.

Analyze customer feedback and recommend improvements in products and services.

Identify emerging market segments and expansion opportunities.

7.

Commercial

Transformation

Design and institutionalise the complete sales process from lead generation through order execution.

Build CRM discipline across the organisation.

Develop standard opportunity management and pipeline review processes.

Introduce weekly commercial reviews with forecasting discipline.

Standardise proposal development, quotation approval, and negotiation practices.

Create commercial dashboards that improve visibility across the sales funnel.

Reduce dependency on founder involvement in routine sales opportunities.

Drive achievement of sales and revenue targets.

Monitor outstanding payments and coordinate with customers for timely collections.

Improve profitability through effective pricing, negotiations, and customer retention strategies.

8.

Success

After 180 Days

Within the first 180 days, the successful candidate is expected to:

Develop and implement a structured sales process.

Establish CRM discipline across the sales function.

Create MIS dashboards covering Revenue Growth, Contribution Margin, Sales Forecast, and Pipeline Performance.

Conduct regular weekly pipeline and commercial review meetings.

Improve sales forecasting accuracy and commercial visibility.

Build stronger customer relationships and expand business opportunities.

Reduce dependency on the Director for routine sales opportunities by creating structured commercial processes.





Job Specification (JS) – Sales Head Educational Qualification

Bachelor's degree in Engineering (Mechanical, Production, Industrial, Electrical, Mechatronics, or related discipline) preferred.

MBA in Sales/Marketing or Business Management will be preferred.

Experience

10–15 years of experience in B2B/Industrial Sales.

Minimum 5 years of experience in leading and managing a sales team.

Experience in one or more of the following industries is preferred:

Industrial Automation

Capital Equipment

Material Handling

Packaging Machinery

Printing Machinery

Process Equipment

Machine Tools

Technical Knowledge

Strong understanding of B2B Sales and Business Development.

Knowledge of Sales Strategy, Sales Forecasting, and Pipeline Management.

Understanding of Packaging Products and Industrial Sales Processes.

Experience in CRM software and MS Office.

Core Skills

Sales Leadership & Team Management

Strategic Planning & Execution

Business Development

Key Account Management

Client Relationship Management

Negotiation & Closing Skills

Sales Forecasting & Reporting

Market Research & Competitor Analysis

Revenue & Profitability Management

Presentation & Communication Skills

Behavioral Competencies

Strong Leadership & People Management

Strategic & Analytical Thinking

Result-Oriented Mindset

Excellent Decision-Making Ability

Customer-Centric Approach

Problem-Solving Skills

Ownership & Accountability

High Integrity & Professionalism

Adaptability & Learning Agility

Other Requirements

Willingness to travel extensively across India for client meetings and business development.

Ability to build, lead, and motivate high-performing sales teams.

A strong network with corporate and industrial clients is preferred.

Valid driving license and willingness to travel frequently.

Ability to work under pressure and achieve aggressive business targets.

This Role is Unlikely to Suit Candidates Who

This role is unlikely to suit candidates who:

Prefer transactional or FMCG-style sales cycles.

Expect complete commercial autonomy from Day 1 without building trust with the promoters.

Focus only on closing deals rather than developing systems.

Have not previously led consultative B2B sales involving technical products and long buying cycles.

Pay: ₹30,000.00 - ₹70,000.00 per month

Work Location: In person

📌 Head Sales & Commercial Excellence (India)
🏢 ferde industries
📍 India