B2B Sales Head

Job Description – B2B Sales Head

Company: Really Agritech Pvt. Ltd.

Location: Kolshet, Thane (Head Office) + Travel

Reports to: Founder / Director

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Role Overview

The Sales Head will lead both our Inside Sales team (lead management, dealer engagement & order conversion) and Field Sales team (business development & dealer/distributor acquisition). The role is responsible for achieving revenue growth, building high-performing teams, conducting structured reviews/meetings, driving dealer/distributor engagement, and expanding our nationwide presence in agricultural machinery sales.

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Key Responsibilities

1. Inside Sales Leadership

• Manage and scale an Inside Sales team of 18–20 members.

• Ensure effective lead handling: follow-ups, dealer engagement, and data capture.

• Track conversion rates and implement strategies to improve lead-to-order ratio.

• Conduct weekly inside sales review meetings to track performance and address gaps.

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2. Field Sales & Business Development

• Lead the Business Development team responsible for dealer/distributor acquisition & relationship management.

• Plan and execute dealer/distributor expansion strategy across priority agricultural markets.

• Conduct weekly BD team meetings to review dealer visits, new acquisitions, and collections.

• Strengthen relationships with top 50+ high-value dealers/distributors.

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3. Revenue Management & Projections

• Own monthly, quarterly, and annual sales targets.

• Prepare sales forecasts & revenue projections for management.

• Monitor territory-wise sales funnel and pipeline health.

• Ensure strict adherence to company pricing, discount, and credit policies.

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4. Team Building, Training & Recruitment

• Work with the HR team to recruit, onboard, and expand inside & field sales teams.

• Design and deliver regular training programs for product knowledge, sales skills, and dealer handling.

• Mentor team members for performance improvement and career growth.

• Build a target-driven, high-energy sales culture.

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5. Meetings & Reporting

• Conduct structured sales meetings:

• Daily huddles (targets & priorities).

• Weekly reviews (inside sales & field sales separately).

• Monthly all-sales review with performance dashboards.

• Submit detailed MIS reports to management on sales, collections, and dealer status.

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6. Task & Performance Management

• Define clear KPIs for inside sales and field sales teams.

• Assign and track daily/weekly tasks through CRM.

• Ensure timely completion of lead follow-ups, dealer visits, and collection tasks.

• Recognize top performers and implement corrective actions for underperformers.

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7. Dealer/Distributor Engagement

• Conduct dealer engagement activities – dealer meets, field demos, product trainings, loyalty programs.

• Regularly visit key markets to strengthen dealer trust and satisfaction.

• Improve dealer retention by resolving conflicts and ensuring profitable engagement.

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8. Market Expansion & Competitor Insights

• Map and prioritize new regions for dealer/distributor acquisition.

• Track competitor products, pricing, dealer schemes, and expansion moves.

• Provide structured intelligence to management for product & policy decisions.

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9. Cross-Functional Collaboration

• Work with Marketing team on lead generation, creatives, and dealer promotions.

• Coordinate with Operations & Warehousing for smooth order processing & dispatches.

• Collaborate with Service team to strengthen after-sales support for dealers.

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10. Sales Strategy & Market Expansion

• Develop and implement sales growth strategies for nationwide dealer/distributor expansion.

• Identify new markets, regions, and customer segments for business growth.

• Create and execute go-to-market plans for new products and territories.

• Analyze market trends, competitor movements, and farmer adoption patterns to refine strategy.

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Key Requirements

• Experience: 10–15 years in B2B sales, at least 5 years in sales leadership.

• Industry Preference: Agricultural machinery, farm equipment, power tools segment.

• Education: Graduate/MBA preferred.

• Skills:

• Dealer/distributor management expertise.

• Proven ability to lead 30+ member inside & field sales teams.

• Strong in sales forecasting, revenue planning.

• Excellent training, recruitment, and people management skills.

• Data-driven approach with CRM/MIS reporting knowledge.

• Strong negotiation and conflict resolution.

• Willingness to travel 10–15 days/month.

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KPIs (Key Performance Indicators)

1. Achievement of sales targets vs projections.

2. Lead-to-order conversion improvement (inside sales).

3. Dealer acquisition, activation, and retention numbers.

4. Collection efficiency & credit discipline.

5. Recruitment & training of new sales team members.

6. Effectiveness of weekly/monthly sales meetings & reporting.

7. Dealer engagement activity execution and impact on revenue.

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Compensation

Fixed Salary: ₹18–25 LPA

• Variable Incentive: Based on sales revenue growth, target achievement and dealer engagement.

• Benefits: Travel allowance, dealer meet budgets, performance bonuses.

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