ROLE PURPOSE
The Sales Executive drives new-account acquisition in whitespace, underpenetrated and emerging clusters, owning the hunting funnel from lead generation to deal closure.
KEY RESPONSIBILITIES
New Account Acquisition (Senior)

Acquire new accounts across sub-regions and emerging segments (NPD-led wins)
Own mould-maker / auxiliary / financier ecosystem ties at senior level – co-pitches and joint factory visits
Own cluster mapping and whitespace penetration in deep-tier geographies

Mentorship & Deal Closure (Senior)

Train and mentor junior sales-team members – accompany on early-cycle visits, qualification and demos
Drive deal closure on complex / large opportunities

Field Execution (Junior)

Field-led lead generation, customer profiling and qualification
Cold-visit cadence in whitespace and emerging clusters
Demos, quote support, TCO walkthroughs and deal closure for new accounts

CRM & Discipline (Junior)

Maintain MIS / CRM / Salesforce hygiene and Sales Profiling Dashboard usage

PROPOSED TEAM STRUCTURE
The role is deployed across two tiers, with senior hunters mentoring the junior field team:

Tier

Key Focus

KPI Emphasis

Senior Sales Executive

Senior ecosystem ties, NPD-led wins, mentorship

New accounts (med / large)
Mould-maker referral conversion
Mentee productivity

Junior Sales Executive

Field lead-gen, qualification and closure

Leads / week
Qualified opportunities
First-order conversion





SUCCESS METRICS / KPIs

Acquisition

Funnel & Activity

Ecosystem & Cluster

New accounts acquired (S / M / L)
First-order conversion (%)
Revenue from current accounts

Leads generated per week
Qualified opportunities created
Activity discipline (visits, CRM)

Mould-maker referral leads converted
Cluster penetration metrics
Junior productivity post-mentorship (Senior)

KEY SKILL REQUIREMENTS

Skill Dimension

What We Are Looking For

Technical & Commercial

B2B hunting / new-business development
New-cluster penetration (whitespace / emerging)
Mould-maker, auxiliary and financier ecosystem & joint solutioning
IMM series, segment and application knowledge

Analytics & Planning

Funnel management & lead qualification
Cluster sizing & whitespace mapping
Sales Profiling Dashboard + TCO calculator
CRM discipline & MIS reporting

Interpersonal

Ecosystem relationship management
Mentoring & training (Senior)
Field-level networking in clusters

Behavioural

Hunter mentality & self-motivation
Networking orientation
Mentorship inclination (Senior)
Hustle & drive for new-account acquisition

EXPERIENCE PROFILE

Senior: 6–9 years in B2B industrial hunting / new-business development with ecosystem and mentoring exposure
Capital goods / industrial-equipment exposure preferred; IMM product knowledge a plus
Graduate / MBA; engineering background advantageous

📌 Sr. Sales Engineer - Mumbai
🏢 Milacron
📍 Mumbai