Reports to - Director

Team size -4 to 5 sales professionals reporting to the Sales Lead The Role The Sales Lead will be responsible for team-led revenue generation, sales planning, pipeline development, client acquisition, account development and sales performance management. This is not only a senior individual contributor role. The successful candidate must be comfortable with leading people, building pipeline, coaching salespeople, managing CRM and reporting, closing business and owning numbers.

The role calls for a professional way of working: transparent targets for every team member, disciplined reviews and dependable reporting to the Directors.

Key Responsibilities

Sales Strategy and Business Development

- Develop and execute a structured B2B sales plan, and deliver the team revenue mandate of approximately 3 crore per month.
- Identify target industries, companies and accounts for business development.
- Build a healthy mix of new-account acquisition and existing-account expansion.
- Develop relationships with corporate decision-makers across banking, insurance, NBFCs, telecom, retail chains, automobile, education, logistics, hospitality, QSR, pharma and wellness, and other multi-location B2B organisations.
- Build a steady flow of business from architects, designers, project management consultants and corporate procurement and admin teams.
- Identify opportunities for signage, branding, facades, retail execution and related solutions.

Team Leadership

- Lead a team of 4 to 5 sales professionals.
- Set individual and team-wise targets, and allocate accounts, industries and territories appropriately.
- Run daily activity checks and structured weekly sales reviews, with accompanied client calls where needed.
- Coach team members on prospecting, meetings, proposals, negotiations and closures.
- Identify performance gaps and establish corrective action plans.
- Build a culture of accountability, discipline and professional sales behaviour.
- Contribute to hiring, onboarding and training of team members, and keep the team stable and motivated.

Pipeline and Forecast Management





- Establish and maintain a robust sales pipeline, with adequate coverage against monthly and quarterly objectives.
- Track leads, meetings, proposals, negotiations and closures.
- Maintain accurate sales forecasts.
- Identify stalled opportunities and drive appropriate follow-up.

Key Account Development

- Personally manage and develop strategic accounts, and build relationships with senior decision-makers.
- Identify cross-selling and multi-location opportunities.
- Convert one-time projects into recurring business and rollouts.
- Develop account plans for high-potential clients.

Commercial and Margin Management

- Work closely with estimation, pre-sales, design, factory, operations and project teams to develop commercially viable proposals and ensure clean handover of orders.
- Review and approve quotations, lead negotiations with clients and ensure pricing discipline.
- Protect the agreed gross margin of approximately 30%, balancing revenue growth with profitability and execution feasibility.

Sales Process and Professional Reporting

- Run the sales rhythm: weekly pipeline reviews and monthly target reviews, with CRM or sales tracker discipline from every team member.
- Submit clear weekly and monthly management reports to the Directors covering pipeline, conversions, margins and forecasts.
- Prepare account-wise business plans, conversion analysis, lost-business analysis and sales productivity monitoring.

Key Performance Expectations

Measure / Expectation

Team revenue - Approximately 3 crore per month (36 crore on an annual basis)

Gross margin - Approximately 30% (about 10.8 crore of gross margin on an annual basis)

Accountability - The target is for the team collectively,



with the Sales Lead accountable for the structure, pipeline and sales discipline required to achieve it

Evaluation - Profitable growth, pipeline quality, conversion, client acquisition, team productivity and sales discipline

Individual targets - Set by the Sales Lead and approved by the Directors

Reporting discipline - Daily CRM updates; weekly pipeline review; monthly business review submitted on time

Team Structure The Sales Lead will lead a team of 4 to 5 sales professionals. The composition below is indicative, and the split of the total compensation budget will be finalised at the time of hiring, based on the profiles selected.

Candidate Profile

Essential

- 10 or more years of relevant B2B sales experience.
- Experience in signage, branding, retail branding, architectural products or solutions, facades, store solutions, B2B project-based sales or related B2B execution businesses.
- Proven experience managing and developing a sales team, in a qualified way of working with reporting.
- Demonstrated ability to generate new business rather than depend entirely on existing accounts.
- Strong professional approach to sales planning, reporting and forecasting.
- Experience handling senior corporate decision-makers.
- Strong negotiation and commercial understanding, and comfort with revenue and gross-margin objectives.
- Graduate in any discipline; an MBA or a technical qualification is an advantage.

Leadership Expectations The candidate should be capable of moving a sales team from Activity to Opportunity to Pipeline to Conversion to Revenue, rather than merely measuring the number of calls or meetings. The person should be able to coach team members, challenge weak pipelines, review prospect quality and personally intervene in important deals when required. Ideal Candidate The ideal candidate is someone who has already experienced the transition from being a successful salesperson to becoming a sales leader. We are looking for someone who can build a disciplined sales function rather than simply manage existing salespeople.

📌 Sales Lead - Office Vertical (leads the sales team) (Mumbai)
🏢 Raj Ad Zone Pvt
📍 Mumbai