Sales Head

Head of Sales- Job Profile

We are looking for a dynamic and strategic Head of Sales & Customer Success for our Digital Infrastructure (OFC) division. This role is both client-facing and growth-oriented, combining traditional sales responsibilities with a deep focus on long-term customer engagement and solution-oriented positioning.

The Head of Sales will lead revenue generation, drive new client acquisition, and ensure high customer satisfaction and retention. This role demands deep domain knowledge of telecom infrastructure and an understanding of market needs, industry trends, and partner ecosystems

Location

Roles and Responsibilities:

Business Development & Market Expansion

• Identify, pursue, and close new business opportunities in digital infrastructure (OFC) with telcos, ISPs, data centers, and government agencies
• Scan markets across India with a focused expansion plan in Tamil Nadu, Andhra Pradesh, Telangana, Karnataka, and newer territories
• Position Mendu as a partner of choice for turnkey fiber infrastructure projects (underground, overhead, and in-building solutions)

Client Engagement & Solutioning

• Build strong, long-lasting client relationships by understanding customer requirements and aligning offerings to their infrastructure goals
• Conduct consultative selling, present capabilities, and provide structured proposals and solutions
• Lead negotiations while ensuring win-win outcomes for clients and the company

Sales Strategy & Execution

• Create and execute sales plans that deliver quarterly and annual revenue targets
• Lead opportunity tracking, proposal submissions, and post-bid follow-ups
• Forecast and report sales metrics, lead pipeline reviews, and conversion tracking

Customer Success & Retention

• Drive customer satisfaction through regular interactions and project progress reviews
• Work with delivery and operations teams to ensure commitment adherence and issue resolution
• Build reference clients and long-term partnerships across telco accounts

Team Building & Leadership

• Hire, retain, and grow a high-performance sales team across key geographies
• Create training programs to enhance domain knowledge, solution-selling, and negotiation skills
• Foster a collaborative, high-ownership culture focused on excellence and learning

Sales Cadence & Competitive Intelligence

• Track competitive offerings, pricing, and market positioning
• Segment customers and tailor approaches for each segment (telcos, ISPs, data centers, government)
• Continuously refine our value proposition and align it with customer pain points and expectations

Market Insights & Strategic Inputs

• Provide regular insights to the CEO and MD on customer trends, competitor strategies, and white-space opportunities
• Recommend strategic actions to increase market penetration and improve Mendu's footprint
• Proactively develop and refine pitch strategies to deliver optimal pricing and solutions to clients

Reporting & Sales Performance Monitoring

Sample Weekly Reports (Team to submit to Head of Sales):

• Active pipeline tracker with lead stage mapping
• Weekly customer meetings/calls conducted
• Regional performance snapshot vs. weekly goals
• Tender/RFP submission status and follow-ups

Sample Monthly Reports (Presented to CEO/MD):

• State-wise and vertical-wise revenue dashboard
• Customer engagement heatmap and feedback summary
• Conversion ratio and pipeline velocity report
• Key client issues/escalations and resolutions
• Competitive intelligence and trend observations.

Skills, Qualifications & Requirements:

• Solid understanding of OFC projects and telecom infrastructure deployments
• Experience working with telcos, ISPs, data center companies, or government digital infra programs

Sales Leadership

• Proven track record of achieving sales/revenue targets in B2B environments
• Demonstrated success in managing end-to-end sales cycles and account development
• Excellent proposal writing, pricing, and commercial negotiation skills

Communication & Relationship Building

• Strong verbal and written communication skills, including email writing, client presentations, and internal reporting
• Ability to influence and build trust with CXOs and technical decision-makers

Team & Process Orientation

• Self-starter with strong organizational discipline and a collaborative mindset
• Willingness to travel across geographies and build a distributed team
• Knowledge of CRM tools and basic sales reporting dashboards

Preferred Background

• 6+ years in telecom infrastructure sales, with exposure to OFC or allied infrastructure projects
• Experience working with clients like BSNL, Jio, Airtel, Railtel, or regional ISPs is a strong advantage
• Exposure to public procurement and tendering processes is desirable

Experience

10+ Years in B2B Sales, Business Development, or Customer Success in the Telecom Infrastructure or Digital Infrastructure sectors

Qualification

How to Apply:

About MENDU:

• Optical Fiber Network Deployment
• Solar Energy Solutions for industrial and commercial clients
• Electrical EPC Services for data centers and large-format buildings
• Pre-Engineered Building (PEB) Solutions for modular and edge data center infrastructure

Our group has built a strong reputation for execution excellence, with marquee clients like BSNL, Railtel, Reliance Jio, Airtel, Tata Communications, Sterlite Technologies, Sify Technologies, and several state utilities and infrastructure developers.