National Sales Manager ( Pigments) Mumbai

The National Sales Manager (B2B) is responsible for driving pan-India industrial sales through direct customer engagement and channel partners. The role focuses on key account management, solution-based selling, long-term contracts, application-driven sales, and achieving volume, value, and margin targets. This is a hands-on B2B sales leadership role, not a consumer or brand marketing role.

Key Responsibilities

1. B2B Sales & Revenue Ownership

· Own and deliver pan-India B2B sales targets (volume, value, margins, EBITDA).

· Drive contract-based, repeat, and application-led sales with industrial customers.

· Build and manage a strong opportunity pipeline and accurate sales forecasts.

· Meet gross margin and targets

2. Key Account Management (Core Focus)

· Lead key account strategy for large industrial customers (coatings, Printing, Inks, Plastic, pigments & allied industries).

· Develop long-term relationships with procurement, technical, and decision-making stakeholders.

· Negotiate commercial contracts, pricing, credit terms, and annual rate agreements within approval matrix.

3. Channel & Institutional Sales

· Manage and grow B2B channel partners / distributors where applicable.

· Ensure distributor alignment with company strategy, pricing discipline, and service levels.

· Balance direct institutional sales vs channel sales for optimal coverage and profitability.

4. Technical & Solution Selling

· Work closely with Technical / R&D teams for customer trials, sampling, approvals, and trouble-shooting.

· Support product customization and application development based on customer needs.

· Ensure smooth conversion from trials to commercial orders.

5. Sales Team Leadership

· Lead, mentor, and review regional sales managers and field sales teams.

· Define KRAs, targets, and review mechanisms for the sales team.

· Drive a culture of customer focus, discipline, and performance ownership.

6. Pricing, Margins & Working Capital

· Drive ASP improvement, margin protection, and cost-to-serve optimization.

· Monitor receivables, credit exposure, and inventory movement with Finance team.

· Recommend pricing actions based on market, competition, and input cost movements.

7. Market Intelligence & Growth

· Track industry trends, competitor activity, customer buying patterns, and emerging applications.

· Identify new B2B segments, geographies, and high-potential customers.

· Build a pipeline for future growth through approvals and long-term contracts.

8. Enabling Marketing Effectiveness

· Partner closely with the Marketing function to co-create and execute a robust annual and quarterly marketing calendar, ensuring optimal impact and ROI on marketing investments.

· Drive seamless execution of marketing initiatives in the field by aligning the entire sales hierarchy with marketing priorities and campaigns.

· Establish mechanisms to track, measure, and evaluate the effectiveness of marketing activities, providing structured feedback and insights to continuously improve marketing outcomes.

9. Digitization & Sales Enablement

· Identify, evaluate, and implement appropriate digital sales tools and platforms to enhance sales productivity, pipeline visibility, and customer engagement.

· Foster a data-driven sales culture by enabling effective use of CRM, dashboards, and analytics, and leveraging insights to drive decision-making, performance improvement, and achievement of business objectives.

10. Reviews & Governance

· Establish structured sales MIS, pipeline reviews, and monthly performance dashboards.

· Present sales performance, risks, and growth initiatives to top management.

· Ensure compliance with company policies, commercial controls, and ethical standards.

Qualifications & Experience

· Graduate / Postgraduate in Chemistry / Science (MBA preferred).

· 12–18 years of experience in B2B industrial sales within specialty chemicals / pigments / coatings / construction chemicals.

· Proven experience in key account management, institutional sales, and technical selling.

· Experience in mid-sized or growth-stage manufacturing organizations preferred.

Job Type: Full-time

Pay: ₹100,000.00 - ₹200,000.00 per month

Benefits:

• Health insurance
• Provident Fund

Work Location: In person