Head of Sales

Head of Sales – Institutional Business

Location: Farwood industries ltd., Neelankarai, Chennai

Department: Sales

Reports to: Director

The Head of Sales – Institutional Business will spearhead our institutional sales vertical

(B2B), with a primary focus on driving sustainable revenue growth. This role involves

developing and executing strategies to acquire and manage large institutional clients while

ensuring exceptional service delivery. The ideal candidate will possess proven expertise in

navigating complex sales cycles, building and nurturing long-term client relationships, and

demonstrating strong leadership capabilities to inspire and guide the sales team.

Key Responsibilities

1. Sales Strategy & Business Development

• Develop and execute a comprehensive sales strategy for the institutional business

vertical.

• Identify, target, and acquire new institutional clients while deepening relationships

with existing ones.

• Achieve and exceed revenue, profitability, and market share targets.

2. Key Account Management

• Build strong relationships with decision-makers (CXOs, Procurement Heads, Project

Directors) at target organizations.

• Negotiate large-scale contracts, ensuring alignment with company profitability goals.

• Act as a trusted advisor for clients, offering consultative solutions.

3. Team Leadership & Performance Management

• Lead, mentor, and develop a high-performing institutional sales team.

• Set clear sales targets and monitor performance through KPIs and dashboards.

• Foster a results-driven, customer-focused culture.

4. Market Intelligence & Positioning

• Track industry trends, competitor activities, and new project announcements.

• Collaborate with marketing and design teams to develop customized proposals and

presentations.

• Represent the company at industry forums, exhibitions, and networking events.

5. Collaboration & Delivery Alignment

• Work closely with operations, design, production and project teams to ensure smooth

handover from sales to execution.

• Complete Accountability of the Order-to-cash Cycle (O2C)

• Ensure timely resolution of client issues and maintain a high level of client

satisfaction.

Key Skills & Competencies

• Strong B2B sales expertise – preferably in interior fit-outs, turnkey projects,

furniture manufacturing, or the construction industry.

• Proven track record of closing large institutional deals and achieving aggressive

sales targets.

• Excellent negotiation, networking, and relationship-building skills.

• Strategic thinker with strong business acumen and ability to manage long sales

cycles.

• Leadership experience in managing and scaling sales teams.

• Strong communication, presentation, and interpersonal skills.

Qualifications & Experience

• Bachelor’s degree in Business Administration, Architecture, Engineering, or related

field (MBA preferred).

• 8+ years of experience in sales/business development with at least 5 years in

a leadership role.

• Experience in institutional/corporate sales for interior solutions, real estate, or allied

sectors.

Share your updated cv to corporate.hr@farwoodinterior.com

CTC:

ECTC:

NP:

Relevant Experience: