Head Sales & Business Development

Role & responsibilities

Strategic Leadership

• Develop and implement the company's Pan India sales strategy.
• Identify new markets and expansion opportunities across North, West, East and Central India.
• Develop annual sales plans aligned with organizational objectives.
• Build sustainable long-term growth strategies.

Market Expansion

• Establish new dealer and distributor networks across India.
• Increase market penetration in untapped territories.
• Expand institutional, government and infrastructure project business.
• Develop channel partner engagement programmes.

Business Development

• Acquire key institutional customers.
• Build relationships with architects, consultants, builders, contractors and infrastructure companies.
• Drive specifications and approvals for STAR products.
• Develop strategic alliances with channel partners.

Sales Management

• Achieve monthly, quarterly and annual sales targets.
• Drive volume growth, revenue and profitability.
• Monitor region-wise sales performance.
• Ensure healthy sales pipeline and forecasting.

Team Leadership

• Lead Regional Sales Managers, Area Sales Managers and Territory Sales Officers.
• Recruit, mentor and develop high-performing sales teams.
• Establish performance management systems and KPIs.
• Conduct regular market reviews and sales meetings.

Channel Development

• Expand dealer and distributor footprint.
• Improve dealer profitability and engagement.
• Strengthen retail and project business.
• Ensure effective inventory planning with channel partners.

Market Intelligence

• Monitor competitors, pricing, market trends and customer requirements.
• Recommend new product opportunities.
• Provide strategic inputs for product development and launches.

Brand Development

• Support marketing initiatives to strengthen the STAR brand.
• Coordinate product launches, exhibitions and dealer meets.
• Enhance visibility across key markets.

Financial Management

• Manage sales budgets.
• Improve contribution margins.
• Monitor receivables and credit control.
• Ensure healthy working capital through effective collections.

Preferred candidate profile

Experience

• 15 TO 20 years of experience in Sales & Business Development.
• Minimum 8 years in senior leadership roles.
• Proven experience in Pan India sales management.
• Experience in PVC Pipes, CPVC, uPVC, Building Materials, Plumbing, Construction Materials, Infrastructure Products or Industrial Manufacturing is highly preferred.

Required Competencies

• Pan India Sales Leadership
• Strategic Business Development
• Market Expansion
• Dealer & Distributor Management
• Channel Sales
• Institutional & Project Sales
• Team Leadership
• Sales Forecasting
• Negotiation & Contract Management
• Business Planning
• Commercial Acumen
• Relationship Management