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National Sales Head Solution Selling | Heavy Commercial Vehicles

Location: Gurgaon, Haryana

Experience: 15-24 Years

Industry: Heavy Commercial Vehicles / Automotive / Transportation Solutions

Function: Sales & Business Development

Reporting To: Business Head / CEO / Managing Director

Role Purpose

We are looking for an experienced National Sales Head Solution Selling to lead the development and execution of the national sales strategy for Heavy Commercial Vehicles (HCVs). The role will be responsible for driving revenue growth through consultative and solution-led selling, moving beyond conventional vehicle sales to provide integrated transportation, fleet, productivity and total-cost-of-ownership solutions to large customers.

The incumbent will own national sales performance, develop strategic customer relationships, identify new business opportunities and build a high-performing sales organization.

Key Responsibilities

1. National Sales Strategy

- Develop and execute the national sales strategy for HCVs in line with business objectives.
- Drive volume, revenue, market share and profitability across regions.
- Identify emerging market segments, applications and customer opportunities.
- Develop annual and long-term sales plans, budgets and business targets.

2. Solution Selling & Business Development

- Build a solution-selling approach focused on customer business problems rather than transactional vehicle sales.
- Understand customer operations, fleet economics, route characteristics, payload requirements, utilization and TCO.
- Develop customized vehicle and mobility solutions addressing customer productivity and profitability.
- Identify opportunities for bundled solutions involving vehicles, financing, service, telematics, uptime and fleet management.
- Lead complex, consultative sales cycles involving multiple customer stakeholders.

3. Strategic & Institutional Customers

- Develop relationships with large fleet operators, logistics companies,



infrastructure companies, mining/construction companies, e-commerce players, transporters and other institutional customers.
- Manage CXO-level relationships with key accounts.
- Drive strategic account planning and key-account penetration.
- Negotiate large-volume and long-term contracts.

4. Market & Customer Intelligence

- Track industry trends, competitor strategies, customer buying behaviour and emerging applications.
- Identify new business models and untapped customer segments.
- Provide market intelligence and customer insights to Product, Marketing and Business teams.
- Translate customer requirements into actionable product/business opportunities.

5. Sales Organization Leadership

- Lead and develop the national sales team through regional/channel leadership.
- Establish sales KPIs, review mechanisms and performance-management systems.
- Build a solid pipeline and improve sales conversion.
- Coach teams on consultative selling, value selling and solution-based negotiations.
- Strengthen sales capability across direct sales, institutional sales and channel partners.

6. Cross-Functional Collaboration

- Work closely with Product Planning, Marketing, Finance, After-Sales, Service, Network Development and Supply Chain teams.
- Influence product and solution development based on customer requirements.
- Ensure seamless handover from sales to delivery and after-sales.
- Collaborate with finance teams on commercial structures, financing and customer-specific proposals.

7. Commercial & Profitability Management

- Own sales revenue, margins and contribution for the assigned business.
- Ensure disciplined pricing and commercial negotiations.




- Develop business cases and ROI/TCO propositions for customers.
- Monitor order pipeline, forecast accuracy, receivables and sales realization.

8. Digital & Data-Led Sales

- Leverage CRM, customer analytics, telematics and fleet data to identify opportunities.
- Develop data-backed customer propositions around fuel efficiency, uptime, vehicle utilization, maintenance and lifecycle cost.
- Build digital sales and customer-engagement initiatives.

Key Performance Indicators
- National HCV sales volume and revenue
- Market share growth
- New customer acquisition
- Strategic account growth
- Solution-led sales contribution
- Sales pipeline and conversion
- Customer retention
- Gross margin / contribution
- Forecast accuracy
- Dealer/channel productivity
- TCO/value proposition adoption
- Customer satisfaction

Ideal Candidate Profile
- 15–24 years of overall experience, preferably in HCV/Commercial Vehicle/Automotive sales.
- Strong experience in B2B, institutional, fleet or solution selling.
- Experience handling large strategic/key accounts and complex sales cycles.
- Strong understanding of the HCV ecosystem, including fleet operators, logistics, mining, construction, infrastructure and transportation applications.
- Demonstrated experience in leading large sales teams across multiple regions.
- Strong commercial, negotiation and business-development skills.
- Ability to engage with CXO/Promoter-level customers.
- Strong understanding of TCO, fleet economics, customer profitability and value-based selling.
- Experience working cross-functionally with product, service, finance and marketing teams.
- Strong analytical, strategic and communication capabilities.

Preferred Candidate Background

Candidates from

- Heavy Commercial Vehicle OEMs
- Truck & Bus OEMs
- Automotive / Mobility Solutions
- Fleet & Transportation Solutions
- Logistics / Supply Chain Solutions
- Construction & Mining Equipment
- Fleet Management / Telematics
- B2B Industrial Solution Selling

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