Sales Head

Job Summary

The Sales Head will lead and scale B2B sales operations for bearings and industrial products. This role is responsible for revenue growth, profitability, key account management, distributor/channel development, and building a high-performing sales team. The incumbent will drive market expansion across industries such as manufacturing, OEMs, paper mills, steel, cement, automotive, and heavy engineering.

Key Responsibilities (B2B Industrial Focus)

Strategy & Leadership

• Define and execute sales strategy for bearings and allied industrial products.

• Set monthly, quarterly, and annual revenue, margin, and collection targets.

• Build, mentor, and manage sales managers, team leaders, and B2B sales executives.

• Develop distributor, dealer, and channel partner networks.

• Establish pricing, discounting, and approval matrices aligned with profitability.

Business Development & Key Accounts

• Acquire and manage key B2B customers, OEMs, and institutional accounts.

• Lead negotiations for bulk orders, annual rate contracts (ARCs), and long-term agreements.

• Strengthen relationships with existing customers to improve retention and repeat business.

• Monitor competitor activity, market pricing, and product positioning.

Sales Operations & Process Control

• Oversee CRM, lead management, follow-ups, and pipeline hygiene.

• Track daily/weekly/monthly sales MIS, payment collection, and credit exposure.

• Coordinate with purchase, warehouse, logistics, and finance for smooth order execution.

• Handle escalations related to pricing, quality, warranty, delivery, and payments.

Team Development & Performance

• Recruit, train, and onboard sales talent for industrial B2B selling.

• Conduct regular reviews, coaching, and performance evaluations.

• Implement incentive schemes and performance improvement plans (PIPs).

• Scale existing sales operations and improve market share.

• Optimize pricing, margins, and channel performance.

• Lead senior managers and regional heads.

• Focus on strategic accounts, long-term contracts, and brand positioning.

KPIs & Target Structure

• Revenue Achievement: Monthly / Quarterly / Annual targets

• Gross Margin % and contribution

• Payment Collection & Outstanding (DSO control)

• New Account Acquisition (OEMs / B2B customers)

• Repeat Business & Customer Retention

• Distributor / Channel Performance

• Team Productivity & Target Achievement %

Qualification & Experience

• Graduate in Engineering / Business / Marketing (MBA preferred).

• 8–15 years of experience in B2B industrial or bearing sales.

• Minimum 3–5 years in a senior sales leadership role.

• Strong exposure to distributor management and key account handling.

Skills & Competencies

• Strong leadership and people management skills

• Excellent negotiation and commercial acumen

• Deep understanding of industrial/B2B sales cycles

• Data-driven decision making and CRM expertise

• High ownership, integrity, and result orientation

CTC & Incentive Structure (Indicative)

• It is a Full Time Sales / Business Development job for candidates with 6+ years of experience.