National Sales Head - Cement/Building Materials/Construction Products/Paints & Coatings/Pipes & Fittings/Steel Building Products Industry

- Head - Sales
Location: Chennai
Reporting To: Managing DirectorRole Overview
The Head - Sales will be responsible for leading the organization's overall sales strategy and execution across India. This role will drive sustainable revenue growth, strengthen market leadership, expand distribution reach, and build a high-performance sales organization. As a member of the executive leadership team, the incumbent will work closely with the Managing Director to shape the company's commercial strategy and deliver profitable growth.
Key Responsibilities
Business Strategy & Growth
- Develop and execute the national sales strategy aligned with the company's long-term business objectives.
- Drive top line growth, market share expansion, and profitability across all business segments.
- Identify new markets, customer segments, and growth opportunities while strengthening the company's competitive position.
- Lead annual operating plans, sales budgets, forecasting, and business reviews.
Sales Leadership
- Lead the entire India sales organization through Regional Heads, Zonal Heads, and functional sales leaders.
- Build a high-performance, results-driven sales culture focused on execution excellence.
- Define sales KPIs, performance metrics, and incentive frameworks to maximize productivity.
- Coach and mentor senior sales leaders while building a strong leadership pipeline.
Channel & Distribution Excellence
- Strengthen and expand the dealer, distributor, and channel partner ecosystem across India.
- Drive improvements in channel productivity, geographic coverage, and customer engagement.
- Ensure effective distribution planning and route-to-market strategies.
- Improve sales efficiency through data-driven decision-making and market analytics.
Key Account & Institutional Business
- Develop strategic relationships with large customers, institutional clients, infrastructure developers, and government organizations.
- Lead negotiations for key commercial agreements and high-value customer partnerships.
- Drive growth in project, institutional, and strategic account businesses.
Commercial Excellence
- Drive pricing strategy, sales planning, demand forecasting, and revenue management.
- Monitor market dynamics, competitor actions, and customer trends to proactively respond to changing business conditions.
- Work closely with Finance to improve profitability, collections, and working capital.
Cross-Functional Collaboration
- Partner with Manufacturing, Supply Chain, Marketing, Finance, and Product teams to ensure seamless business execution.
- Ensure high levels of customer service, product availability, and operational efficiency.
- Lead strategic business initiatives and commercial transformation programs.
Governance & Performance
- Present business performance, sales reviews, forecasts, and strategic initiatives to the Managing Director and Board, as required.
- Ensure compliance with organizational policies, governance standards, and ethical business practices.
Desired Candidate Profile
- 20-30 years of progressive sales leadership experience within large manufacturing organizations.
- Proven experience leading Pan India sales operations with responsibility for multiple regions.
- Demonstrated success in managing large sales teams through Regional and Zonal leadership structures.
- Strong experience in dealer/distributor management, channel development, key account management, institutional sales, and commercial strategy.
- Track record of consistently delivering revenue growth, market expansion, and profitability improvements.
- Strong business acumen with expertise in sales planning, forecasting, pricing, and commercial negotiations.
- Excellent leadership, communication, stakeholder management, and decision-making capabilities.
- MBA from a reputed institution is preferred.
Preferred Industry Background
- Cement
- Building Materials
- Construction Products
- Paints & Coatings
- Pipes & Fittings
- Steel Building Products
- Industrial Manufacturing with a strong distribution-led sales model
Key Success Metrics
- Revenue growth and market share improvement
- EBITDA and profitability enhancement
- Dealer and distributor network expansion
- Institutional and project sales growth
- Customer satisfaction and retention
- Sales productivity and team performance
- Forecast accuracy and working capital improvement
- Leadership development and succession planning