Sales Head - Industrial Business

1. New Business Development :

a. Focused into Business Development industrial sector – power

generation (wind industry), oil & gas, steel, nuclear, Defence,

aerospace, marine etc.

b. Focused in growing business in existing accounts

irrespective of product family

c. Maintaining a healthy Pipeline of RFQs

d. Conversion of RFQs into business at an acceptable

conversion rate

e. Market Research - Identification of new opportunities at customers and

work with internal stakeholders to engineer and develop products to solve

customer needs.

f. Identify the opportunities to graduate from components to equipment

2. Business Finalization :

a. Contract Negotiation, Formulation and Finalization

b. Pricing Mechanism (Including RM and Other Cost

Escalation Recovery)

c. Orders finalizations maintaining 22% to 24% EBITDA

levels

3. Sales :

a. Overall Responsibility of Account regards to below

functions :

 First Point of Contact for any queries irrespective of functional

area

 Supply Chain

 Demand as per SOB

 Finance – Ensuring Healthy Cash Flow

 Quality Performance Score : PPM, Delivery

Performance

b. Quality Issues Liaison

c. Central Management Activities

4. Program Management – NPD :

a. Development Timeline adherence

5. Prepare specific customer strategy (e.g., product, pricing, growth,

customer trends) in alignment with CEO

6. Man-mapping - Identification of key stakeholders (promoters, detractors,

decision makers) at all levels of customer organization and devising customer

account strategies accordingly.

7. Conduct regular reviews for all ongoing customer projects with internal

stake holders, anticipate and address any likely possibilities of delays in

achieving individual milestones

8. Plan, monitor and control Project Budget and resources.

 Ensure achievement of monthly and annual sales targets through

continuous planning and monitoring relationships with the external and

internal customers.

 Sustained achievement of sales target –Quarterly and Yearly.

 Maintain a healthy business pipeline for respective

area / customers.

Exp : 18 to 25 yrs.

Qualification : BE Mechanical + MBA

Skills Required

Contract Negotiation, Market Research, Business Development, Program Management