JOB SUMMARY

Chief Manager Sales will be responsible for driving Order Booking, Revenue Growth, Customer Engagement, and overall business development for the region. The incumbent will own the complete Order-to-Cash (O2C) cycle, build strategic customer relationships, identify new business opportunities, and work closely with cross-functional teams to deliver profitable growth.

Key Result Areas:

Business Growth & Sales

- Deliver annual and quarterly Order Booking (OB), Revenue and Gross Margin targets for the Western Region.
- Develop and execute regional sales strategies aligned with the company's business objectives.
- Identify and convert new business opportunities across Utilities, EPC Contractors, Renewable Energy, Metro Rail, Railways, Data Centers, Industries and Infrastructure sectors.
- Drive market penetration for MV, HV and EHV Power Cable solutions.

Customer Relationship Management

- Build and nurture long-term relationships with key decision-makers across:
- State & Private Transmission Utilities

- Distribution Utilities

- EPC Contractors

- Renewable Energy Developers

- Metro Rail Corporations
- Industrial & Infrastructure Customers

- Consultants and Project Developers
- Engage with CXOs, procurement teams, consultants and project execution teams to enhance customer satisfaction and increase wallet share.
- Position Sterlite Electric as the preferred partner for strategic projects.

End-to-End Order-to-Cash (O2C) Ownership

- Own the complete sales lifecycle from opportunity identification to final payment realization.
- Lead customer qualification, solution selling, techno-commercial discussions and negotiations.
- Coordinate with Tendering, SCM, Engineering, Projects, Finance,



Legal and Commercial teams to ensure seamless order execution.
- Monitor order execution, dispatches, billing, payment milestones and collections.
- Drive timely receivable collections and ensure healthy cash flow and working capital management.

Tendering & Commercial Excellence

- Lead strategic bidding decisions and pricing discussions.
- Review commercial risks, contractual terms and bid strategies.
- Support preparation of competitive techno-commercial proposals.
- Participate in customer negotiations and contract finalization.

Market Intelligence & Business Development

- Track upcoming projects, government investments and market trends.
- Monitor competitors, pricing strategies and emerging business opportunities.
- Develop account growth plans for strategic customers.
- Identify opportunities for cross-selling and current product introductions.

Cross-Functional Leadership

- Work closely with Product Management, Tendering, Engineering, SCM, Projects and Finance teams.
- Ensure timely internal approvals and customer clearances.
- Drive collaboration to improve conversion ratio, execution efficiency and customer experience.

Reporting & Governance

- Maintain an accurate sales pipeline and forecast.
- Review regional business performance periodically.
- Ensure compliance with company policies, governance and ethical business practices.

Key Performance Indicators (KPIs)





- Achievement of Order Booking (OB) Targets
- Revenue Achievement
- Gross Margin Achievement
- Sales Pipeline Development and Conversion
- Customer Acquisition & Key Account Growth
- Tender Success Rate
- Timely Completion of Order-to-Cash (O2C) Cycle
- Receivable Collections & Reduction in Outstanding Debtors
- FCFO Contribution through Improved Collections
- Customer Satisfaction & Relationship Development
- Market Share Growth across Western India

Preferred Experience

- 15-18 years of experience in Sales, Business Development or Key Account Management within the Power, Electrical or Infrastructure sectors.
- Strong exposure to HV/EHV Power Cables, Conductors, Electrical Equipment, EPC or Transmission & Distribution businesses.
- Experience working with Utilities, EPC Contractors, Renewable Energy Developers, Metro Rail Projects or Industrial customers.
- Proven track record of achieving large order booking and revenue targets.
- Experience in managing strategic customer relationships and large-value commercial negotiations.

Educational Qualification

- Bachelor's Degree in Electrical Engineering (preferred).
- Engineering graduates with relevant industry experience may also be considered.
- MBA in Marketing or Business Management will be an added advantage.

Key Competencies

- Strategic Sales & Business Development
- Key Account Management
- Customer Relationship Management
- Techno-Commercial Negotiation
- Tendering & Contract Management
- Financial & Commercial Acumen
- Market Intelligence
- Leadership & Team Collaboration
- Analytical Thinking
- Influencing & Stakeholder Management
- Results Orientation
- Strong Communication & Presentation Skills

📌 Chief Sales Manager (Mumbai)
🏢 Sterlite Power
📍 Mumbai