Sales Head

• Job Title: Sales Head After market
• Function: Sales & Business Development Reporting To: PU Head Service Team Size: 6 8 Direct Reportees, total team strength of 30 35
• Role Purpose

To lead and drive the global services sales strategy for After market business (Services) with end-to-end responsibility for revenue growth, profitability, and market expansion across Revamp & Retrofit (R&R) and Spares segments. The role focuses on strengthening customer relationships, enhancing aftermarket service offerings, and building a high-performance hybrid sales organization comprising direct and dealer channels across India, South East Asia, Sub-Saharan Africa and Middle East.

Key Responsibilities

• Business Strategy & Growth

  Develop and execute global sales strategy for services (R&R and Spares) aligned with organizational goals

• Drive revenue growth to achieve and exceed annual targets
• Identify new markets, geographies, and customer segments for expansion
• Build long-term service contracts and lifecycle value propositions
• Develop and scale a structured dealer/distributor network to expand market reach and improve penetration in under-served geographies

• Sales & Revenue Management

  Own margin responsibility for services business

• Monitor sales funnel, order booking, and revenue realization
• Ensure strong conversion of inquiries into orders
• Drive pricing strategy, margins, and profitability improvement
• Drive direct sales and channel sales performance, ensuring meaningful contribution from dealer network to overall order booking and margins

• Customer & Market Engagement

  Build and maintain strategic relationships with key global customers

• Understand customer lifecycle needs for boilers and propose customized service solutions
• Lead negotiations for large service contracts and key accounts
• Enhance customer satisfaction and retention
• Leverage dealer network for deeper market coverage, faster response, and localized customer engagement

• Product & Service Portfolio Development

  Strengthen R&R offerings including retrofits, upgrades, efficiency improvement solutions

• Expand spares business including OEM and high-value engineered parts
• Work closely with engineering and operations teams to develop competitive service solutions
• Enable dealer partners with product knowledge, tools, and technical support to effectively position and sell service offerings

• Team Leadership & Capability Building

  Lead, mentor, and develop a team of 6 8 direct reportees

• Build a high-performance, accountable, and customer-focused sales culture
• Set clear KPIs, conduct performance reviews, and drive capability enhancement
• Ensure strong succession planning and talent development
• Build internal capability to manage indirect sales channels, including partner onboarding, training, and performance management

• Channel Development & Partner Management (New Section gives it due weight)

  Identify, onboard, and develop high-potential dealers/distributors in key markets

• Define dealer segmentation, coverage models, and territory strategies
• Establish structured engagement: joint business plans, periodic reviews, and target tracking
• Design and implement channel incentive programs aligned with growth and profitability objectives
• Ensure pricing discipline, brand consistency, and policy compliance across the dealer network
• Monitor dealer productivity, and long-term sustainability

• Cross-functional Collaboration

  Collaborate with operations, engineering, supply chain, and finance teams

• Ensure timely execution of service orders and delivery commitments
• Align with global/regional teams for best practices and synergy

• Governance & Reporting

  Track business performance through dashboards and MIS

• Provide periodic updates to leadership on sales, pipeline, risks, and opportunities
• Ensure compliance with organizational policies and global standards
• Key Performance Indicators (KPIs)
• Revenue achievement ( 260 Cr+ target)
• Order booking and sales pipeline strength
• Gross Margins
• Customer retention and repeat business
• Growth in R&R and spares segments
• Dealer network contribution to revenue and market expansion
• Dealer productivity, coverage, and engagement metrics
• Team performance and productivity

Qualifications & Experience

• Bachelor s degree in Engineering (Mechanical preferred); MBA is an advantage
• 18 25+ years of experience in sales/business development in boiler, power, or heavy engineering industry
• Strong exposure to aftermarket services, R&R, and spares business
• Proven track record of managing large revenue portfolios and global markets
• Experience in handling and leading diverse sales teams
• Experience in developing and managing dealer/distributor networks in industrial or capital goods sectors is highly desirable
• Key Competencies
• Strategic thinking and business acumen
• Strong commercial and negotiation skills
• Customer-centric approach
• Leadership and team management
• Result orientation and execution excellence
• Strong communication and stakeholder management
• Channel strategy and partner ecosystem development
• Influencing and relationship management without direct authority
• Dealer performance management and capability building
• Conflict management across direct and indirect sales channels