Sales Manager

Job Description – Sales Manager (B2B Industrial Products & Machinery)

Position

Sales Manager

Department

Sales & Business Development

Reporting To

Director / General Manager

Location

As per company requirement

Employment Type

Full-Time

Job Summary

We are seeking a highly motivated and result-oriented Sales Manager with proven experience in B2B sales of industrial products, machinery, equipment, or engineering solutions. The candidate will be responsible for driving revenue growth by acquiring new customers, managing key accounts, achieving monthly and annual sales targets, and expanding the company's market presence.

The ideal candidate should possess excellent business development skills, strong negotiation abilities, and experience in handling industrial clients across manufacturing, automotive, pharmaceutical, FMCG, engineering, warehousing, logistics, and commercial sectors.

Key Responsibilities

Sales & Business Development

• Achieve assigned monthly, quarterly, and annual sales targets.

• Identify and develop new B2B customers across assigned territories.

• Generate business through direct sales, referrals, channel partners, and industrial networks.

• Conduct customer visits, technical presentations, product demonstrations, and negotiations.

• Prepare commercial proposals, quotations, and tender submissions.

• Convert enquiries into confirmed sales orders.

• Increase market penetration and identify new business opportunities.

Customer Relationship Management

• Build long-term relationships with industrial clients.

• Maintain regular communication with key customers.

• Resolve customer concerns and coordinate with internal teams for timely execution.

• Ensure high customer satisfaction and repeat business.

Market Development

• Conduct competitor analysis and monitor market trends.

• Identify new industries and application areas for company products.

• Participate in exhibitions, trade fairs, and industrial events.

Sales Planning & Reporting

• Maintain accurate sales pipeline and CRM records.

• Submit daily call reports, weekly sales reports, and monthly forecasts.

• Monitor sales performance against targets and implement corrective actions.

Coordination

• Coordinate with production, service, dispatch, and accounts teams for smooth order execution.

• Ensure timely collections and outstanding payment follow-up.

• Assist in product launches and promotional activities.

Key Result Areas (KRAs)

• Monthly Sales Revenue Achievement

• New Customer Acquisition

• Gross Margin Achievement

• Sales Target Achievement (%)

• Order Conversion Ratio

• Lead Generation

• Collection Efficiency

• Customer Retention

• Repeat Business Growth

• Territory Expansion

• CRM/Data Accuracy

• Timely Submission of Reports

Key Performance Indicators (KPIs)

• 100% achievement of monthly sales targets.

• Minimum new customer acquisition as assigned by management.

• Minimum quotation-to-order conversion ratio as per company benchmark.

• Collection realization within agreed credit terms.

• Customer visit targets achieved every month.

• Sales pipeline maintained at least three times the monthly target value.

• Zero compliance violations.

• Timely reporting and CRM updates.

Target-Based Performance Expectations

The Sales Manager's role is performance-driven. Incentives, appraisals, promotions, and employment continuation shall be linked to:

• Revenue generated

• Gross profit achieved

• New customer acquisition

• Collection performance

• Territory growth

• Sales target achievement

• Customer satisfaction

• Business development initiatives

Failure to achieve minimum performance standards for consecutive review periods may lead to a Performance Improvement Plan (PIP) or other action as per company policy.

Required Qualifications

• Bachelor's Degree in Business, Engineering, Marketing, or related field.

• MBA (Sales/Marketing) preferred.

Experience

• 5–10 years of B2B sales experience.

• Minimum 3 years in industrial products, machinery, engineering equipment, cleaning equipment, manufacturing solutions, or capital goods.

• Experience in handling institutional and corporate clients.

• Proven record of meeting or exceeding sales targets.

Required Skills

• Strong B2B sales and business development skills.

• Industrial product selling experience.

• Excellent communication and negotiation skills.

• Technical aptitude to understand machinery and engineering products.

• Relationship management.

• Strategic planning.

• Sales forecasting.

• Tender handling.

• Presentation skills.

• CRM software proficiency.

• Microsoft Office (Excel, Word, PowerPoint).

• Ability to travel extensively.

Preferred Industry Experience

• Industrial Cleaning Equipment

• Manufacturing Machinery

• Material Handling Equipment

• Engineering Products

• Industrial Automation

• Capital Equipment

• Warehousing Solutions

• Facility Management Equipment

• Industrial Consumables

• Automotive Industry

• Pharmaceuticals

• FMCG Manufacturing

Compensation Structure

• Fixed Salary

• Performance-Linked Incentives

• Travel Allowance (as per company policy)

• Mobile/Communication Reimbursement

• Annual Performance Bonus (subject to company policy)

Working Conditions

• Extensive field travel.

• Customer meetings across assigned territories.

• Participation in exhibitions and industry events.

• Flexible working hours based on business requirements.

Success Profile

The ideal Sales Manager should be:

• Highly target-oriented.

• Self-motivated and disciplined.

• Aggressive in business development.

• Strong negotiator and relationship builder.

• Capable of working independently.

• Results-driven with high integrity.

• Willing to travel extensively.

• Passionate about industrial sales and customer success.

• It is a Full Time Sales / Business Development job for candidates with 6 months - 3 years of experience.