Sales Head Construction Chemicals And Water Proofing ( Mumbai)

1. Job Purpose

To lead the India and International Sales & Business Development function across the Group, driving revenue growth, market expansion, customer acquisition, channel development, export business and profitable sales.

2. Key Responsibilities

Sales Strategy & Business Growth

• Develop and execute annual sales strategy and budgets for India and International markets.
• Drive achievement of revenue, volume and profitability targets across Group companies.
• Identify new markets, industries, applications, customers and business opportunities.
• Develop and execute strategies for new product and market penetration.

Domestic & International Sales

• Lead domestic sales across India and expand the distributor/dealer network.
• Develop international markets, distributors, agents and strategic customers.
• Drive export business and identify new countries and market opportunities.
• Manage key and strategic customer relationships.

Business Development

• Build a strong sales pipeline and convert opportunities into business.
• Develop OEM, institutional, industrial and strategic accounts.
• Identify cross-selling and up-selling opportunities across Ducol, Bitumag and Xchem.
• Work with Technical/R&D teams for new applications and customer-specific requirements.

Channel & Customer Management

• Develop and manage distributors, dealers and agents.
• Ensure customer retention, repeat business and growth of key accounts.
• Monitor market trends, competition, pricing and customer requirements.
• Resolve major customer issues in coordination with internal functions.

Commercial & Sales Operations

• Drive pricing, quotation and commercial negotiations within approved policies.
• Monitor sales forecasts, order pipeline, margins and receivables.
• Coordinate with Production, Supply Chain, Quality and Finance for timely order fulfilment.
• Ensure effective control of customer credit and overdue receivables.

Sales Team Leadership

• Lead, develop and motivate the India and International Sales team.
• Set targets, KRAs and performance standards for the sales organisation.
• Conduct regular sales reviews and take corrective action.
• Build a performance-driven and customer-focused sales culture.

3. Key KPIs

• Sales Revenue & Volume
• Gross Contribution / Profitability
• Domestic & Export Sales Growth
• New Customers & New Markets
• Sales Pipeline & Conversion
• Distributor/Channel Development
• Key Account Growth & Retention
• Receivables & Collection
• Forecast Accuracy
• Sales Team Performance

4. Qualification & Experience

• Graduate; MBA/PGDM in Sales & Marketing preferred.
• 1520+ years of sales/business development experience, preferably in chemicals, specialty chemicals, pigments, colourants, masterbatches, coatings, polymers or allied industries.
• Strong experience in B2B industrial sales and international/export business.
• Proven experience in leading and developing sales teams and distribution networks.

5. Key Competencies

Strategic Sales Planning | Business Development | International Sales | Key Account Management | Channel Management | Negotiation | Commercial Acumen | Market Development | Team Leadership | Customer Orientation | Result Orientation

Critical Success Expectation

To build a scalable, high-performance Sales organisation and deliver sustainable, profitable growth for Ducol, Bitumag and Xchem across India and international markets.