Job Purpose
- The Head – Domestic Sales will be responsible for driving the company’s domestic business by developing strategic customer relationships, leading the sales team, generating quality business opportunities, and improving conversion of high-value engineered projects. The incumbent will focus on understanding customer requirements, influencing decision-makers across end users, EPC contractors, and consultants, while ensuring sustainable revenue growth and profitability across the domestic market.
Company Background
- A leading engineering company specializing in the design and manufacturing of industrial process equipment.
Key Responsibilities
Sales Leadership & Revenue Growth
- Own domestic order intake targets and revenue goals.
- Develop and execute the India sales strategy across priority sectors.
- Drive growth in average order value by positioning engineered packages and integrated process systems over standalone equipment.
- Establish robust sales forecasting, pipeline management, and performance review mechanisms.
Market & Account Development
- Identify and develop key customers across the Chemical, Pharmaceutical, API, and Oil & Gas industries.
- Build and strengthen relationships with end users, EPC contractors, engineering consultants, and key decision-makers.
- Develop strategic account plans for high-value customers.
- Proactively generate inquiries, create new business opportunities, and expand the company’s domestic market presence.
Team Leadership & Capability Building
- Lead, mentor, and develop the domestic sales organization across regions.
- Recruit, coach, and build a high-performing sales team.
- Establish clear individual and team KPIs, performance targets, and accountability measures.
- Foster a culture of technical solution selling, customer engagement, and consultative selling.
Cross-functional Collaboration
- Work closely with Engineering, Projects, Procurement, Finance, and Product Specialists to deliver technically sound and commercially competitive proposals.
- Coordinate with the Managing Director & CEO on strategic accounts and major business opportunities.
- Provide regular market intelligence and customer feedback to support product development and business strategy.
- Ensure seamless coordination between sales and execution teams for successful project delivery.
Commercial Excellence
- Maintain pricing discipline and protect business margins while remaining competitive.
- Lead commercial negotiations for strategic and high-value opportunities.
- Ensure appropriate order intake processes, contract reviews, and commercial risk assessments.
- Monitor and improve proposal hit rates, sales productivity, average order value, pipeline conversion, and overall sales effectiveness.
Qualifications & Experience
- Education: Bachelor’s degree in mechanical, Chemical, Production Engineering, or a related engineering discipline. MBA preferred.
- Experience: 15–20 years of experience in industrial B2B sales, preferably within process equipment, process systems, vacuum systems, engineered products, or capital equipment.
- Demonstrated experience leading domestic sales teams and managing large, solution-based sales engagements.
- Strong exposure to customers within the chemical, pharmaceutical, API, oil & gas, or allied process industries.
Key Skills & Competencies
- Strong understanding of industrial and engineered product sales.
- Ability to build relationships with end users, EPC contractors, and engineering consultants.
- Strategic sales planning and pipeline management.
- Commercial negotiation and business development skills.
- Team leadership, coaching, and performance management.
- Strong customer orientation with the ability to identify opportunities and open new accounts.
- Ability to balance strategic thinking with hands-on sales execution.
