Sales Head

Job Title

Role & Responsibilities

• Lead the Pan-India sales function and drive revenue growth, profitability, and market expansion.
• Develop sales strategies to achieve business targets and maintain premium pricing and healthy margins.
• Lead, manage, and monitor sales team performance across regions.
• Develop new markets and build relationships with key clients, architects, dealers, and corporate customers.
• Manage key accounts, high-value projects, sales pipelines, and business negotiations.
• Monitor market trends, competitor activities, sales performance, and revenue forecasts.

Preferred Candidate Profile

• Bachelor's degree in Business Administration, Marketing, Commerce, or a related field; MBA is an added advantage.
• 1218 years of experience in Sales and Business Development, with strong team leadership experience.
• Experience in furniture, modular furniture, interiors, building materials, or premium products preferred.
• Proven expertise in Pan-India sales, revenue growth, premium pricing, negotiations, and team management.
• Strong leadership, strategic planning, commercial acumen, and customer relationship management skills.

Job Summary

Key Responsibilities

1. Premium Pricing & Value-Based Selling

• Develop and implement strategies to

  sell products at premium pricing

  based on quality, design, functionality, service, and customer value.
• Ensure the sales team focuses on

  value selling rather than price-based selling

  , reducing unnecessary discounting.
• Lead pricing and commercial negotiations for high-value projects while protecting profitability and margins.
• Build the teams capability to justify premium pricing, handle price objections, and close profitable deals.

2. Revenue Growth & Target Achievement

• Own and drive overall revenue and profitability targets across assigned markets and business segments.
• Develop sales strategies to achieve monthly, quarterly, and annual business targets.
• Monitor sales performance, identify gaps, and implement corrective actions to ensure consistent target achievement.
• Drive growth through new business, repeat business, key accounts, and high-value projects.

3. Sales Team Leadership & Performance Management

• Lead and manage the

  entire sales team

  , including Sales Managers, Sales Executives, and Sales Associates.
• Set clear targets, KPIs, responsibilities, and performance expectations for the sales team.
• Conduct regular sales reviews, coaching sessions, and performance evaluations to improve team productivity.
• Develop a high-performance sales culture with strong accountability, discipline, and ownership.

4. Business Development & Market Expansion

• Identify and develop new markets, cities, customer segments, and business opportunities.
• Build relationships with architects, consultants, contractors, corporates, institutions, dealers, developers, and key decision-makers.
• Develop a strong pipeline of new projects and strategic business opportunities.
• Identify premium market segments and channels that offer higher revenue and margin potential.

5. Sales Pipeline & Conversion Management

• Oversee the complete sales cycle from enquiry generation to negotiation and order closure.
• Monitor pipeline value, opportunity stages, conversion ratios, and expected closures.
• Ensure accurate sales forecasting and timely follow-up of key opportunities.
• Improve conversion rates through structured sales processes and effective opportunity management.

6. Key Account & Customer Relationship Management

• Build and maintain strong relationships with key customers and strategic accounts.
• Personally handle high-value customers, major projects, and critical negotiations.
• Drive customer retention, repeat business, cross-selling, and up-selling opportunities.
• Ensure timely resolution of customer escalations and maintain high levels of customer satisfaction.

7. Market Intelligence & Strategic Planning

• Monitor market trends, competitor pricing, product offerings, and customer preferences.
• Identify new sectors, products, territories, and opportunities for business growth.
• Develop strategies to strengthen the companys premium market positioning and competitive advantage.
• Provide market insights and strategic recommendations to the Business Head / Director.

8. Sales Operations & Process Management

• Establish and maintain structured sales processes, workflows, and best practices.
• Ensure proper enquiry tracking, quotation follow-up, customer database management, and sales documentation.
• Leverage CRM and sales data for effective pipeline management and decision-making.
• Drive continuous improvement in sales productivity, efficiency, and conversion.

9. Reporting & Performance Tracking

• Prepare and present weekly and monthly sales performance reports to management.
• Track revenue, target achievement, pipeline, conversion, margins, and individual team performance.
• Analyse sales gaps, lost opportunities, and market challenges and recommend corrective actions.
• Provide accurate sales forecasts and business updates to the Business Head / Director.

Qualifications

• Bachelors degree in Business Administration, Marketing, Commerce, or related field.
• MBA / PGDM in Sales & Marketing or Business Management is an added advantage.
• Experience in Furniture / Modular / Interior / Building Materials / Premium Products industry preferred.

Experience

• Overall

  : Minimum 12–18 years of experience in Sales / Business Development.

• Relevant

  : Minimum 7–10 years in handling B2B, B2C, Institutional, Corporate, and Project Sales.
• Proven experience in leading large sales teams and achieving revenue and profitability targets.
• Strong experience in

  premium selling, pricing strategy, negotiation, and high-value deal closure

  .

• Age

  : 35–45 years preferred.

Soft Skills

1. Strong leadership and team management capabilities
2. Excellent negotiation, influencing, and communication skills
3. Strategic thinking with strong commercial and business acumen
4. Result-oriented with high ownership and accountability
5. Ability to lead and motivate a target-driven sales team
6. Strong customer relationship and decision-making skills

Technical Skills

1. CRM and sales pipeline management
2. Advanced MS Excel, sales reporting, and forecasting
3. Pricing, margin analysis, and commercial negotiation
4. Market research and competitive analysis
5. Presentation and stakeholder communication tools