Head - RISE - Revenue, Innovation and Strategy Execution

Key Responsibilities & KPIs

1. Pipeline Expansion & Market Coverage

• Drive 3-year territory expansion plan across India to achieve 50% YoY growth in qualified prospects.
• Oversee account planning for Top 50 customers.
• Identify and pursue 34 new geographies or market segments annually.

• KPIs:

  Sales funnel depth, annual qualified prospect growth, market coverage ratio.

2. Demo & Proof of Concept Conversion

• Develop and implement a demo-to-deal playbook to achieve 1 in 3 demo conversion to orders.
• Standardize demo protocols, ROI presentations, and case studies.

• KPI:

  Lead-to-Negotiation ratio.

3. Negotiations, Closure & Revenue Accuracy

• Set up stage-gated funnel reviews and probability-based forecasting.
• Maintain 3x pipeline coverage to de-risk targets.
• Oversee bid management for high-value projects/tenders.

• KPIs:

  Order intake, forecast accuracy, win rate.

4. Demand Generation & Lead Management

• Drive data-driven marketing campaigns with integrated CRM tracking.
• Define MQL/SQL frameworks and monitor campaign ROI.

• KPI:

  SQLs generated per quarter.

5. Brand Strategy & Market Positioning

• Approve and monitor marketing budgets aligned with 3-year business goals.
• Position the company as a technology leader via events, whitepapers, and campaigns.

• KPIs:

  Market share, brand awareness index.

6. New Product Launch & Market Expansion

• Build product launch roadmaps and GTM strategies with cross-functional teams.
• Monitor post-launch adoption and revenue contribution.

• KPIs:

  New product revenue contribution, cross-sell ratio.

7. Alliances, Partnerships & Ecosystem Building

• Develop partnerships with OEMs, distributors, and technology collaborators.
• Represent the company in industry forums, boards, and associations.

• KPIs:

  Partnership-driven revenue %, channel expansion index.

Core Competencies & Skills

• Team Leadership & People Development

  – Ability to build and lead cross-functional teams.

• B2B Sales & Business Development

  – Strong domain experience in capital equipment / agri-tech / industrial machinery.

• Process Discipline & Execution Rigor

  – Drive institutionalization of sales and operational processes.

• Innovation & Product Launch Management

  – Track record of launching and scaling new products.

• CRM & Data Analytics Proficiency

  – Competence in sales analytics and CRM systems.

• Negotiation & Deal Closure

  – Strong commercial acumen and customer-centric deal making.

• Marketing & Demand Generation

  – Multi-channel campaign planning and brand positioning.

• Alliance & Ecosystem Development

  – Building value-driven partnerships and industry networks.