Position: Head Sales & Marketing

Industry: Chemical Manufacturing / Specialty & Industrial Chemicals

Location: Kharagpur, West Bengal

Experience: 15 to 20 Years

Department: Sales & Marketing

Reporting To: Managing Director / Director / CEO

Employment Type: Full-Time

1. Job Purpose

We are looking for a dynamic, result-oriented and commercially driven Head Sales & Marketing with 15 to 20 years of proven experience in the chemical manufacturing industry. The candidate should possess strong expertise in sales strategy, business development, customer relationship management, distribution network expansion and revenue growth, particularly in Sulphuric Acid, LABSA 96%, LABSA 98%, AOS (Alpha Olefin Sulphonate) and HDPE Drums.

The ideal candidate should have a strong understanding of the Indian chemical market, established relationships with industrial buyers and distributors, and the ability to develop new markets, improve profitability, increase market share and lead a high-performing sales team.

2. Key Roles & Responsibilities

A. Sales Strategy & Business Development

- Develop and execute short-term and long-term sales and marketing strategies to achieve the company's revenue, volume, profitability and market-share targets.
- Identify and develop current business opportunities across industrial, institutional, B2B and distribution channels.
- Expand the customer base across detergents, surfactants, soaps, home-care products, industrial chemicals, packaging and other relevant end-user industries.
- Develop new geographical markets across Eastern India and other strategic regions of India.
- Build and maintain strong relationships with key accounts, bulk consumers, distributors, dealers, traders and institutional customers.
- Generate new business leads, convert prospective customers and increase repeat orders from existing clients.

B. Product-Specific Sales Expertise The candidate must have hands-on commercial experience in selling, marketing and developing business for the following products:

1. Sulphuric Acid: Knowledge of industrial applications, bulk sales, customer segments, logistics, safe transportation requirements and regional market dynamics.
2. LABSA 96%: Experience in sales to detergent manufacturers, soap manufacturers and other surfactant-consuming industries.
3. LABSA 98%: Understanding of product specifications, customer requirements, pricing, competitive positioning and market development.
4. AOS (Alpha Olefin Sulphonate): Experience in developing business with detergent, personal-care and home-care product manufacturers, as applicable to the product grade.
5. HDPE Drums: Experience in selling industrial packaging products to chemical manufacturers, bulk liquid suppliers and other industrial customers, including bulk order negotiation and customer-specific packaging requirements.

The candidate should understand product grades, technical specifications, customer applications, pricing structures, market demand, competitor offerings and product-wise profitability. C. Revenue Growth & Profitability

- Prepare annual sales budgets, monthly sales plans, product-wise targets and territory-wise business forecasts.
- Drive sales volume while maintaining healthy contribution margins and disciplined pricing.
- Monitor product-wise sales performance, customer profitability, gross margins and market trends.
- Develop pricing strategies based on raw material costs, manufacturing costs, freight, competition and prevailing market conditions.
- Identify opportunities for cross-selling, upselling and increasing the company's share of business with existing customers.

D. Customer Relationship & Key Account Management

- Establish and maintain long-term relationships with large industrial consumers, detergent manufacturers, chemical traders and institutional buyers.
- Lead negotiations for annual rate contracts, bulk orders, long-term supply arrangements and strategic accounts.
- Address customer complaints, quality concerns, supply issues and commercial disputes in coordination with the relevant departments.
- Work closely with customers to understand product requirements, forecast demand and ensure customer satisfaction.
- Develop a robust network of decision-makers, procurement heads, plant heads, business owners and purchase managers.

E.



Market Intelligence & Competitive Analysis

- Monitor market demand, competitor pricing, regional supply-demand trends and new business opportunities.
- Track changes in raw material prices, logistics costs, product availability and customer buying behaviour.
- Prepare market intelligence reports and recommend appropriate pricing, product positioning and sales strategies.
- Identify potential customers, untapped territories and opportunities to expand the product portfolio.
- Provide regular updates to management on sales performance, competitor activities and market developments.

F. Sales Team Leadership & Performance Management

- Lead, mentor and manage the sales and marketing team, including regional sales personnel, sales executives and channel partners.
- Define sales targets, territories, customer coverage plans and individual performance objectives.
- Conduct regular sales reviews, pipeline reviews and performance assessments.
- Strengthen sales discipline, customer follow-up, reporting standards and lead-conversion processes.
- Recruit and develop sales talent as per the company's business expansion plans.

G. Coordination with Internal Departments

- Coordinate with production and planning teams to align sales commitments with manufacturing capacity and product availability.
- Work closely with procurement and finance teams to manage pricing, credit exposure, outstanding payments and working capital.
- Coordinate with quality assurance and technical teams to address customer specifications and quality-related concerns.
- Ensure timely order processing, dispatch planning, delivery commitments and customer communication.
- Work with logistics and operations teams to optimize freight costs and ensure safe, timely delivery of chemical products and packaging materials.

H. Sales Operations, Reporting & Collections

- Maintain accurate sales forecasts, order books, customer databases and sales performance reports.
- Monitor accounts receivable, overdue payments, credit limits and customer payment discipline.
- Develop strategies to improve collections and reduce outstanding receivables.
- Track key performance indicators, including sales revenue, sales volume, gross margin, new customer acquisition, repeat business and collection efficiency.
- Present monthly and quarterly sales performance reports, business reviews and growth plans to senior management.

I. Compliance & Responsible Chemical Sales

- Ensure sales and dispatch activities comply with applicable laws, product-specific regulations, transport requirements and company policies.
- Coordinate with relevant departments to ensure appropriate documentation, packaging, labelling, storage and transportation arrangements.
- Promote safe handling and responsible distribution practices for chemical products, particularly Sulphuric Acid.
- Ensure adherence to customer approval procedures, quality standards, contractual obligations and applicable environmental and safety requirements.

3. Educational Qualification

- MBA in Marketing / Sales & Marketing / Business Administration from a reputed and recognized institution, with a minimum of 2 years of full-time, regular MBA programme.
- The MBA degree must be obtained from a recognized university or an institution approved by the relevant statutory/regulatory authority, as applicable.
- Preference will be given to candidates from reputed Tier-1 or Tier-2 business schools with a strong academic record and a proven track record in industrial B2B sales and marketing.
- A Bachelor's degree in Engineering, Chemical Engineering, Chemistry or a related technical discipline will be an added advantage.
- Candidates with a distance-learning, online-only, executive or part-time MBA will not be preferred; the requirement is for a 2-year full-time MBA programme.

4. Experience & Industry Requirements

- 15 to 20 years of overall professional experience, preferably in chemical manufacturing,



industrial chemicals, surfactants or chemical distribution.
- Significant experience in senior-level sales and marketing leadership, business development and key account management.
- Mandatory preference for candidates with direct sales experience in Sulphuric Acid, LABSA 96%, LABSA 98%, AOS and HDPE Drums.
- Proven track record of achieving sales targets, increasing revenue, expanding customer networks and improving profitability.
- Strong understanding of B2B sales, bulk chemical sales, distributor management, industrial procurement and commercial negotiations.
- Established contacts within detergent, surfactant, industrial chemical, packaging and related manufacturing industries.
- Experience in the Eastern Indian market, particularly West Bengal, Odisha, Jharkhand, Bihar and neighbouring regions, will be an advantage.

5. Required Skills & Competencies

- Strong business development and strategic sales planning capabilities.
- Excellent negotiation, communication and presentation skills.
- Deep understanding of chemical product markets, applications, pricing and customer requirements.
- Strong customer acquisition and relationship management skills.
- Commercial acumen with a focus on revenue growth, margins, collections and profitability.
- Ability to analyse sales data, prepare forecasts and make commercially sound decisions.
- Effective team leadership, people management and performance monitoring.
- Ability to work independently, take ownership of business targets and drive results.
- Proficiency in MS Excel, sales reporting tools and ERP/CRM systems.
- Willingness to travel extensively for customer meetings, market development and business expansion.

6. Key Performance Indicators (KPIs) Performance will be evaluated against the following parameters:

- Achievement of annual and monthly sales revenue targets.
- Product-wise sales volume and gross contribution.
- New customer acquisition and active customer base growth.
- Expansion into new markets and geographical territories.
- Growth in sales of Sulphuric Acid, LABSA 96%, LABSA 98%, AOS and HDPE Drums.
- Customer retention, repeat orders and key account development.
- Improvement in product-wise profitability and pricing discipline.
- Timely collection of outstanding payments and control of overdue receivables.
- Accuracy of sales forecasting and order pipeline management.
- Sales team productivity and achievement of individual targets.

7. Ideal Candidate Profile The ideal candidate will be a commercially strong, market-oriented sales leader who understands the chemical industry beyond general sales management. The candidate should have practical knowledge of the relevant products, their end-use industries, customer purchasing behaviour, competitive pricing and regional distribution networks. The candidate must be capable of independently driving business growth, building strategic customer relationships, leading the sales team and delivering measurable improvements in revenue, margins and market share.

8. Compensation & Benefits

- Salary: As per industry standards and commensurate with experience, current compensation and demonstrated business performance.
- Performance-linked incentives based on agreed business objectives.
- Other benefits as per company policy.

9. Job Location & Working Conditions

- Base Location: Kharagpur, West Bengal.
- The position will require regular market visits, customer meetings, distributor engagement and travel to key industrial markets.
- The candidate should be comfortable working in a target-driven, growth-oriented chemical manufacturing environment.

10. Application Requirements Interested candidates should submit their updated CV, clearly mentioning:

- Total years of experience and years in senior sales leadership roles.
- Current and expected CTC and notice period.
- Product-wise sales experience in Sulphuric Acid, LABSA 96%, LABSA 98%, AOS and HDPE Drums.
- Key customer segments and geographical markets handled.
- Annual sales turnover or volume managed, team size and major business achievements.

Important Hiring Criterion: Candidates with proven, direct experience in the relevant chemical products and an established industrial customer network will be preferred over candidates with only general sales and marketing experience.

📌 Sales & Marketing Head (Kharagpur)
🏢 SAI SULPHONATES
📍 Kharagpur