Head - Sales & Commercial Excellence - JD

Position :Head - Sales & Commercial Excellence Department : Sales Reporting To : Director

Job Summary

The Head - Sales & Commercial Excellence is responsible not only for revenue growth but for building a predictable sales engine, institutionalising commercial processes, developing the sales organisation, strengthening key customer relationships, and reducing dependence on the founders for day-to-day selling.

Success will be measured through sustainable revenue growth, capability building, and commercial maturity rather than sales numbers alone.

Key Responsibilities

1. Sales Strategy & Business Development

- Develop and execute sales strategies to achieve monthly, quarterly, and annual revenue targets.
- Identify new business opportunities across industries such as Pharmaceuticals, Food & Beverage, Electronics, Automotive, Retail, E-commerce, and Manufacturing.
- Expand the company's customer base by acquiring new clients and strengthening existing business relationships.
- Develop sales plans based on market trends, customer requirements, and business objectives.

2. Commercial Leadership

- Regularly visit industrial clients, factories, corporate offices, and manufacturing units.
- Lead customer meetings, product presentations, and business discussions to generate new business opportunities.
- Understand customer packaging requirements and provide suitable product solutions.
- Travel extensively for business development, customer relationship management, and market expansion.

3. Strengthen Key Account Management

- Identify Top 25 Strategic Accounts.
- Develop Annual Account Plans.
- Increase wallet share.
- Build executive-level relationships.
- Develop succession plans for every strategic relationship.

4. Sales Operations & Process Management





- Develop and implement standardized sales processes, sales SOPs, and reporting systems.
- Ensure proper lead management, follow-ups, quotation tracking, and order conversion.
- Monitor the complete sales cycle from lead generation to order execution and payment collection.
- Development of MIS Creation that includes Revenue Growth, Contribution Margin, Forecast Accuracy, Proposal Conversion %,Average Sales Cycle, Customer Acquisition, Repeat Business %,Pipeline Coverage Ratio, Average Deal Size, Key Account Growth, CRM Compliance, Founder-led vs Team-led Opportunities, Sales Team Productivity

5. Coordination with Internal Departments

- Coordinate with Design, Production, Planning, Purchase, Dispatch, and Finance teams for smooth order execution.
- Ensure timely sample development, quotation submission, production planning, and product delivery.
- Work closely with internal stakeholders to resolve operational issues affecting customer commitments.

6. Market Intelligence

- Conduct regular market research to identify competitor activities, pricing trends, and recent business opportunities.
- Analyze customer feedback and recommend improvements in products and services.
- Identify emerging market segments and expansion opportunities.

7. Commercial Transformation

- Design and institutionalise the complete sales process from lead generation through order execution.




- Build CRM discipline across the organisation.
- Develop standard opportunity management and pipeline review processes.
- Introduce weekly commercial reviews with forecasting discipline.
- Standardise proposal development, quotation approval, and negotiation practices.
- Create commercial dashboards that improve visibility across the sales funnel.
- Reduce dependency on founder involvement in routine sales opportunities.
- Drive achievement of sales and revenue targets.
- Monitor outstanding payments and coordinate with customers for timely collections.
- Improve profitability through effective pricing, negotiations, and customer retention strategies.

8. Success After 180 Days

- Develop and implement a structured sales process.
- Establish CRM discipline across the sales function.
- Create MIS dashboards covering Revenue Growth, Contribution Margin, Sales Forecast, and Pipeline Performance.
- Conduct regular weekly pipeline and commercial review meetings.
- Improve sales forecasting accuracy and commercial visibility.
- Build stronger customer relationships and expand business opportunities.
- Reduce dependency on the Director for routine sales opportunities by creating structured commercial processes.

Job Specification (JS) - Sales Head Educational Qualification

- Bachelor's degree in Engineering (Mechanical, Production, Industrial, Electrical, Mechatronics, or related discipline) preferred.
- MBA in Sales/Marketing or Business Management will be preferred.

Experience

- 10-15 years of experience in B2B/Industrial Sales.
- Minimum 5 years of experience in leading and managing a sales team.
- Experience in one or more of the following industries is preferred: Industrial Automation

Capital Equipment

📌 Head - Sales & Commercial Excellence (Delhi)
🏢 BANDMA INDIA PRIVATE
📍 Delhi