Position: Head – B2B Sales (Minerals)

Division: Naga Limited – Minerals Division

Department: Sales & Marketing – B2B

Reports To: Business Head – Minerals Division / Senior Management

Location: As per business requirement

Position Level: Head / Senior Management

1. Job Purpose

To lead and drive B2B sales operations for the Minerals Division by developing new business opportunities, expanding the customer base, strengthening key accounts and achieving overall sales volume, revenue and profitability targets. The position will be responsible for building a strong industrial customer network across domestic and export markets, managing commercial negotiations, developing strategic accounts and ensuring sustainable business growth for Calcite, Dolomite, Limestone, Feldspar and China Clay products.
1. Key Responsibilities

A. Sales Strategy & Business Growth

- Develop and implement annual and long-term B2B sales strategies.
- Achieve assigned sales revenue, volume and profitability targets.
- Identify and develop new business opportunities across domestic and international markets.
- Expand business in Paints, Detergents, Glass, Steel, PVC, Ceramics, Tiles, Poultry and Cattle Feed industries.
- Develop new customer segments and geographical markets.
- Prepare annual sales budgets, monthly forecasts and business development plans.

B. New Customer Acquisition

- Identify potential industrial customers, manufacturers, distributors and bulk buyers.
- Develop new customer accounts through market visits, networking and direct sales.
- Generate qualified business leads and convert them into commercial orders.
- Develop customer relationships with purchase heads, commercial heads, plant heads and business owners.
- Build a strong customer pipeline to ensure consistent business growth.

C. Key Account Management

- Manage strategic and high-volume customers.
- Develop long-term business relationships with key industrial customers.
- Negotiate pricing, credit terms, contracts and annual rate agreements.
- Monitor customer satisfaction, order commitments and repeat business.
- Resolve commercial escalations and ensure customer retention.

D. Sales & Commercial Management

- Establish product-wise pricing strategies in coordination with management and the Commercial team.
- Monitor sales realisation, contribution margins and customer-wise profitability.
- Negotiate commercial terms,



payment conditions and transportation costs.
- Monitor outstanding receivables and coordinate with Accounts for timely collections.
- Ensure adherence to approved credit limits and pricing policies.
- Review customer purchase orders, sales agreements and commercial documentation.

E. Market Intelligence & Competitor Analysis

- Monitor mineral market demand, pricing trends and competitor activities.
- Analyse competitor pricing, product quality and customer service.
- Identify new business opportunities and market expansion possibilities.
- Provide regular market intelligence reports to senior management.
- Recommend pricing and market positioning strategies.

F. Sales Operations & Distribution Management

- Develop effective sales channels and customer networks.
- Coordinate with Production, Planning, Stores and Logistics for timely order execution.
- Ensure product availability against customer requirements.
- Monitor order booking, dispatch schedules, delivery commitments and sales realisation.
- Develop efficient logistics and transportation arrangements for bulk orders.
- Coordinate with the export team for international business, where applicable.

G. Sales Team Leadership

- Lead, guide and develop the B2B sales team.
- Allocate sales territories, customer segments and revenue targets.
- Monitor individual sales performance and sales pipeline.
- Conduct periodic sales reviews and business meetings.
- Establish sales KPIs and performance monitoring systems.
- Build a performance-oriented sales culture.

H. Sales MIS & Reporting

- Prepare monthly sales performance reports and business forecasts.
- Monitor product-wise, customer-wise and region-wise sales.
- Analyse sales volume, revenue, realisation and profitability.
- Track new customer acquisition, lost customers and repeat orders.
- Present sales performance and business development updates to management.

1. Key Performance Indicators (KPIs)

- Achievement of annual sales revenue targets.
- Achievement of product-wise sales volume targets.




- Current customer acquisition and business conversion.
- Growth in existing key accounts.
- Improvement in sales realisation and contribution margins.
- Customer retention and repeat order growth.
- Collection efficiency and reduction in overdue receivables.
- Expansion into new industries and geographical markets.
- Accuracy of sales forecasting and order pipeline.
- Timely order execution and customer satisfaction.
- Sales team productivity and target achievement.
- Growth in domestic and export business, where applicable.

1. Educational Qualification

- MBA in Marketing / Sales preferred.
- B.Com / BBA / B.E. with relevant industrial sales experience may also be considered.

1. Experience

- 12–18 years of experience in B2B sales, industrial sales or business development.
- Experience in minerals, industrial chemicals, paints, cement, ceramics, PVC, plastics, steel or other manufacturing industries.
- Proven track record in handling large industrial customers and achieving sales targets.
- Experience in leading and managing a regional or national sales team is preferred.

1. Technical & Functional Skills

- Strong understanding of B2B industrial sales and business development.
- Knowledge of industrial mineral products and their applications is desirable.
- Excellent commercial negotiation and pricing skills.
- Experience in key account management and customer acquisition.
- Knowledge of sales forecasting, CRM and sales MIS.
- Understanding of logistics, credit management and working capital.
- Proficiency in MS Excel, PowerPoint and ERP/CRM systems.

1. Key Competencies

- Business development and strategic sales planning.
- Leadership and team management.
- Strong negotiation and communication skills.
- Customer relationship management.
- Commercial and financial understanding.
- Market intelligence and competitor analysis.
- Target orientation and execution excellence.

1. Expected Outcome

Drive sustainable B2B business growth for Naga Minerals by increasing customer acquisition, expanding market presence, strengthening strategic accounts, improving sales realisation and achieving overall revenue and profitability objectives. Pay: ₹40,000.00 - ₹80,000.00 per month

Benefits

- Cell phone reimbursement
- Health insurance
- Leave encashment
- Paid sick time
- Provident Fund

Work Location: In person

📌 B Sales Manager (Thoothukudi)
🏢 Naga
📍 Thoothukudi