Head of Sales and Business Development

Department:

Location:

Designation:

Reports To:

Team Size:

About HLE Glascoat

HLE Glascoat Ltd. is a leading manufacturer of process equipment for the chemical and pharmaceutical industries. With state-of-the-art facilities at Maroli and Silvassa, the company is committed to innovation, quality, and market leadership. Learn more at www.hleglascoat.com.

Role Objective

To drive strategic and operational leadership in sales and after-sales services across North and West India for the Filters, Dryers, and Reactors product line. The role aims to ensure market leadership, increase order booking and profitability, and successfully launch new product lines.

Key Responsibilities

Sales Strategy & Execution

• Drive growth of the F&D business in North and West India, targeting 20–25% YoY increase from the current ₹250 Cr+ portfolio.
• Develop and implement regional sales strategies aligned with organizational goals.
• Ensure deep market penetration of existing and new products by identifying and developing untapped customer segments.
• Manage and expand a strong network of commercial and technical stakeholders in chemical and pharma industries.

Team Leadership

• Lead and manage a team of 5–6 sales and service professionals to achieve revenue and service delivery targets.
• Foster a high-performance, customer-centric sales culture across the region.
• Provide training, mentoring, and strategic direction to the team.

Customer Relationship Management

• Build and maintain long-term relationships with key customers and influencers.
• Regularly engage with customer leadership to understand evolving needs and propose tailored solutions.
• Resolve escalations and ensure superior post-sales support and service delivery.

Business Development & New Product Launch

• Drive successful market introduction of new products in collaboration with the product and engineering teams.
• Analyze competitive trends and provide insights for pricing, positioning, and product features.

Operational Excellence

• Ensure timely order booking, sales realization, collections, and profitable growth.
• Coordinate with internal departments to ensure on-time delivery and customer satisfaction.
• Track performance metrics including market share, profit margins, and collection cycles.

Key Performance Indicators (KPIs)

• Annual Order Booking & Revenue Growth
• Market Share in Region
• Gross Margin and Profitability
• Collection Efficiency (DSO)
• On-Time Delivery & Service SLAs
• New Customer Acquisition

Candidate Profile

Experience & Background

• Minimum 20 years of total Sales experience.
• At least 10 years in B2B technical sales to

  chemical and pharmaceutical industries

  .
• Proven track record in managing regional sales of ₹100 Cr+.
• Age between

  40 to 55 years

  .
• Strong relationships with commercial and technical leadership across chemical and pharma sectors.

Education

• Bachelor’s Degree in

  Mechanical or Chemical Engineering

  (mandatory).
• MBA or equivalent management qualification (preferred).

Personal Attributes

• Strategic thinker with a growth-oriented mindset.
• Excellent leadership, team management, and interpersonal skills.
• Strong business acumen with a customer-first approach.
• Proactive, analytical, and resilient in high-pressure situations.