Sales Head

1. Job PURPOSE:

To lead and drive the overall sales function of The Concrete Shop, a design-led concrete brand by Aarya Precast India Pvt. Ltd., by developing and executing sales strategies that deliver sustainable revenue growth and strengthen the company's market presence. The role is responsible for managing direct and channel sales, developing new business opportunities, building high-value client and partner relationships, achieving sales targets, and leading the sales team towards consistent performance and business growth.

2. ROLES AND RESPONSIBILITIES:

A. Sales Strategy & Business Growth

• Develop and implement sales strategies aligned with company revenue and growth objectives.
• Set sales targets, territories, priorities, and action plans for the sales team.
• Identify new markets, customer segments, and business opportunities.
• Drive growth across direct sales, project sales, dealer, distributor, franchise, and other relevant channels.
• Monitor market trends, competitor activities, pricing, and customer requirements.

B. Team Leadership & Performance Management

• Lead, mentor, and manage the sales team to achieve individual and organizational targets.
• Allocate territories, leads, and responsibilities effectively.
• Establish clear KRAs, KPIs, and performance expectations.
• Conduct regular performance reviews and provide coaching for improvement.
• Build a performance-driven and accountable sales culture.

C. Client & Key Account Management

• Build and maintain strong relationships with key clients, architects, consultants, contractors, developers, and business partners.
• Personally handle high-value and strategic accounts and negotiations.
• Ensure strong customer experience, repeat business, and referrals.
• Support the team in converting critical and high-value opportunities.

D. Channel Development

• Drive acquisition and development of dealers, distributors, franchise partners, and other strategic channel partners.
• Identify high-potential territories and develop market expansion plans.
• Establish partner-wise business targets and monitor performance.
• Ensure effective onboarding, activation, and ongoing development of channel partners.

E. Sales Process & Pipeline Management

• Establish a structured sales process from lead generation to closure and collection.
• Monitor sales pipeline, conversion ratios, order values, and sales forecasting.
• Ensure timely follow-ups and effective lead conversion.
• Review pending enquiries, quotations, negotiations, and closures regularly.
• Maintain accurate sales data and reporting through the companys CRM / ERP systems.

F. Commercial & Revenue Management

• Lead commercial negotiations while protecting company margins and pricing standards.
• Monitor order values, collections, outstanding payments, and overall sales profitability.
• Coordinate with accounts, production, design, and operations teams for smooth order execution.
• Ensure sales commitments are aligned with operational capabilities and timelines.

G. Reporting & Market Intelligence

• Prepare and review weekly, monthly, and quarterly sales reports.
• Analyse sales performance against targets and identify gaps.
• Provide management with market insights, competitor intelligence, and growth opportunities.
• Recommend corrective actions and strategic initiatives based on sales data.

3. KRA KPI

• Sales revenue achieved against target
• New customer and business acquisition
• Dealer, distributor & franchise partner acquisition
• Channel sales revenue and partner performance
• Sales conversion ratio and pipeline growth
• Key account development and repeat business
• Gross margin and commercial performance
• Collection efficiency and outstanding payment control
• Sales team productivity, target achievement & performance management

4. COMMUNICATIONS AND RELATIONSHIPS:

Internal: Director, Sales Team, Marketing, Design, Production, Planning, Logistics, Accounts, and Operations.

External: Key Clients, Architects, Consultants, Contractors, Developers, Dealers, Distributors, Franchise Partners, and Business Associates & all as required.

5. KNOWLEDGE, TRAINING AND EXPERIENCE REQUIRED FOR JOB

Education:

• Graduate / MBA in Sales, Marketing, Business Administration, Architecture, or related field preferred.

Experience:

• 812 years of relevant sales and business development experience, with proven experience in leading sales teams and achieving revenue targets.
• Experience in building materials, architecture, interiors, construction, precast, or design-led products will be preferred.

Skills:

• Sales strategy and business development
• Team leadership and performance management
• Key account and relationship management
• Channel and distribution development
• Negotiation and commercial acumen
• Sales forecasting and pipeline management
• Strong communication and presentation skills
• Market analysis and business planning
• CRM / ERP and sales reporting

Salary Range

Based on experience, leadership capabilities, sales performance, business development expertise, and industry norms + performance-based incentives.