National Sales Head

Purpose of the Position: To grow the sales footprint for products by:

a) Creating a right combination of industry, key accounts & regional presence and

b) Building a strong, effective sales team to support growth

KEY RESPONSIBILITIES :

1. Develop a strategic plan (up to 2 years) & define the priorities (BD & CRM) to develop distinct sales footprint for products (existing & new)

2. Assess the industry & key account potential for products & develop action plans to tap into new & emerging opportunities

3. Define the performance standards & targets - Volume, Revenue, Value realization for sales team and set mechanisms to track and measure.

4. Develop the annual sales budget plan (quarterly & monthly targets) in line with the targets/growth & development objectives.

5. Review and track performance & client portfolio, critical skills of sales team and initiate corrective actions to ensure "right client mix" and "Value based selling" to realize goals.

6. Plan and budget the resource requirement for sales function to achieve desired business results.

7. Coordinate and align the efforts of different reporting departments NPD, Plant, Finance to ensure product delivery to customers

8. Design and implement customer feedback (including product feedback) process to generate CSS and initiate necessary corrective action in consultation with concerned departments to improve scores.

9. Collaborate with Marketing to initiate actions to enhance company's visibility, value addition and benefits across existing & potential clients

10. Assess existing sales & customer processes, systems (incl standards, methods, norms) to determine opportunities to remove NVAs, improvement and drive the change.

11. Ensure adherence the optimal utilization of SF across the sales function by driving SF behaviour and usage of SF reports & dashboards.

12. Develop a strong sales team to deliver consistent results. Assess the skills of the sales team on a regular basis and enhance (including refresh) the skills of the team on a regular basis.

KEY PERFORMANCE INDICATORS

1. Sales Revenue

2. Sales Order Booking incl New Clients (onboarded) and Ultra-High Value Client - Nos and revenue

3. Sales revenue from critical Industry segments targeted (as per plan) - say Medical Castors & Other New products

4. Key Customer satisfaction score

5. Value Realization

6. Team Engagement Score

Knowledge, Skills and personal attributes:

Skills:

- Track record of growing, scaling business + building teams and delivering consistent results

- Strong network contact at senior leadership level. Track record of developing and nurturing relationships at client, partner level

- Strong man management skills - ability to build a strong team of direct reports and ability to deliver results through them.

- Excellent Communication and presentation Skills and strong English conversational skills are required.

- Should be able to do "Value Selling" to the top decision makers in corporate companies.

- Ability and the comfort to take tough calls (people, process, product, technology etc) where needed to deliver on Company's goals and ambitions.

- Ability to motivate and inspire team

Personal Attributes:

- Must be a Strategist and aligned with the vision of the company to grow 10x over next 5 years, using his knowledge to improve processes, technology & ways of working, bringing in sales productivity

- Ability to take 'APR' .Absolute Personal Responsibility for his actions or inactions and the results thereof

- Trustworthy with High Integrity and Ethical Work principles

- Excellent Communication Skills

- Leading by example, of being a Role Model and motivating & building teams.

- Must have a Positive Personality while high drive/hunger to accomplish results

- Should be Creative and offering 'out of the box' solutions for issues

SPEED OF EXECUTION shall be a key trait in this role - speed of implementing thoughts and ideas into practical reality will be essential.

Excellent Analytical Skills and ability to make Quick Decisions - person possessing High Deliverables skill set is desired