About the Role

Mercom India is looking for an experienced and highly driven Sales Manager to lead our sales team and drive revenue growth across the company's research, market intelligence, news, advertising, and events businesses.

This is a hands-on sales leadership role responsible for managing, motivating, training, and developing a team of approximately five sales professionals while taking ownership of overall sales performance. The Sales Manager will be expected to understand Mercom's products, identify growth opportunities, strengthen sales processes, build customer relationships, negotiate with customers, close deals, and ensure the team consistently meets and exceeds its targets.

We are looking for someone who can take ownership of the sales function and operate independently with minimal day-to-day supervision.

Key Responsibilities

Sales Leadership & Team Development

- Lead, manage, motivate, train, and develop Mercom India's sales team.
- Take responsibility for the team's overall sales performance and revenue targets.
- Set clear individual and team targets and ensure every salesperson understands what is expected.
- Coach team members on a daily basis on prospecting, pitching, follow-ups, objection handling, negotiations, and closing.
- Review calls, pitches, proposals, and customer interactions regularly and provide practical feedback to improve performance.
- Conduct regular one-on-one coaching sessions and sales reviews with each team member.
- Identify individual strengths and weaknesses and create development plans to improve sales capabilities.
- Train the team on Mercom's products, pricing, positioning, and value proposition.
- Ensure salespeople can independently pitch the full Mercom portfolio without relying on senior management.
- Help salespeople prepare for important customer meetings and participate when needed.
- Identify performance gaps early and work directly with team members to improve results.
- Build a sales culture focused on urgency, accountability, consistent follow-up, and closing business.
- Keep the team motivated and focused during challenging sales periods.
- Address underperformance quickly while continuing to develop strong performers.

Product & Market Knowledge

- Develop a strong understanding of Mercom India's research, data, news, advertising, event, and consulting products.
- Ensure every salesperson can confidently present and sell the full Mercom portfolio.
- Stay current on developments in India's renewable energy and clean energy markets.
- Understand competitor products, pricing, positioning, and sales strategies.
- Work with internal teams to continuously improve sales presentations, proposals, pitches, and marketing materials.

Revenue Growth & Business Development





- Develop and implement sales strategies to grow revenue across all Mercom India business verticals.
- Identify new customers, markets, industries, and revenue opportunities.
- Build and maintain a solid, qualified sales pipeline.
- Drive new customer acquisition while expanding business with existing customers.
- Identify cross-selling and upselling opportunities across Mercom's products and services.
- Take ownership of major opportunities and strategic accounts.
- Provide accurate revenue forecasts and identify potential shortfalls early.
- Personally engage with key prospects and customers when required to move opportunities forward.

Customer Negotiation & Deal Closure

- Lead negotiations with customers on pricing, packages, contracts, sponsorships, subscriptions, and custom solutions.
- Support salespeople in overcoming objections and moving stalled opportunities toward closure.
- Participate directly in important customer negotiations and close strategic or high-value deals.
- Protect Mercom's pricing and product value while developing commercial solutions that meet customer requirements.
- Ensure discounts and custom proposals are commercially justified and aligned with company guidelines.
- Develop strong closing discipline across the sales team and ensure opportunities do not remain open without clear next steps.
- Build long-term customer relationships that lead to renewals, repeat business, and expansion opportunities.

Customer Relationships

- Develop strong relationships with existing and prospective customers.
- Understand customer businesses, challenges, and requirements and position the appropriate Mercom products and services.
- Maintain relationships with key accounts and senior industry executives.
- Improve customer retention, renewals, and account growth.
- Gather customer feedback and share relevant insights with the Research, News, Events, and management teams.
- Ensure customers receive professional, responsive, and knowledgeable support throughout the sales process.

Sales Across Mercom’s Product Portfolio

- Drive revenue growth across Mercom’s full portfolio of research, media, and event products.
- Lead sales of Market Tracker dashboards, market research reports and subscriptions, custom research and consulting services, proprietary market data, and new intelligence products.
- Grow revenue from Mercom Insider subscriptions,



digital and magazine advertising, newsletter advertising, sponsored content, and other media opportunities, with a focus on expanding the paid subscriber base and recurring revenue.
- Drive sponsorship, exhibition, partnership, and delegate sales for the Mercom India Events, webinars, and other industry events.
- Ensure the sales team understands and can clearly communicate the value of Mercom’s products, particularly how its proprietary research and market intelligence help customers make better business decisions.
- Work closely with the Research, Media, and Events teams to identify prospects early, build strong pipelines, improve renewals, and maximize revenue across every product line and event.

What We Are Looking For

- Proven experience managing, training, and developing a sales team.
- Strong track record of achieving and exceeding revenue targets.
- Experience in B2B sales, preferably involving research, data, subscriptions, media, conferences, consulting, information services, or other knowledge-based products.
- Demonstrated ability to generate new business, negotiate effectively, and close complex B2B sales.
- Strong leadership and coaching skills with the ability to improve individual salesperson performance.
- Excellent communication, presentation, negotiation, and relationship-management skills.
- Strong pipeline management and sales forecasting capabilities.
- Comfortable selling multiple products and developing cross-selling opportunities.
- Ability to interact confidently with senior executives and decision-makers.
- Highly organized, disciplined, proactive, and results-oriented.
- Ability to take ownership, make decisions, solve problems, and operate independently without requiring constant supervision.
- Interest in renewable energy, clean energy, and India's rapidly evolving energy markets.

What Success Looks Like

- The sales team consistently meets or exceeds its revenue targets.
- Individual salespeople improve their performance through regular training, coaching, and accountability.
- Every salesperson has a healthy pipeline and is actively progressing opportunities.
- New customer acquisition increases across Mercom's business verticals.
- Existing customers purchase more products and services across the Mercom portfolio.
- Research, dashboard, subscription, advertising, sponsorship, event, and consulting revenues continue to grow.
- Major negotiations and strategic deals are successfully closed.
- Salespeople become stronger at prospecting, pitching, negotiating, and closing.
- Underperformance is identified and addressed quickly.
- The sales function operates with discipline, accountability, urgency, and minimal day-to-day involvement from senior management.

📌 Sales Manager (India)
🏢 Mercom India
📍 India