Head - Sales & Marketing (Corporate)

Role

Head - Sales & Marketing (Corporate)

Location

Mumbai

Reporting to

CEO

Role summary

Responsible for defining, driving, and executing the national sales and marketing strategy to achieve revenue and profitability targets, while leveraging Lathia's technical expertise and reputation in Industrial Products and Services. Accountable for leading and mentoring the sales team and ensuring sustainable market growth in Industrial, Steel, Textiles and Paper sectors

KRA 1

Strategic Sales Planning and Business Development

Responsibilities

* Explore potential markets and build strategic connections with large industrial clients, key OEMs, and specialized channel partners.

* Oversee proposals for new business prospects, meticulously understanding the customer's technical requirements and specifications for New Rolls, Recoating, and other core product lines.

* Actively seek out and secure new business projects that deepens market penetration.

* Analyze industrial trends, competitor strategies, and market demands to fine-tune the long-term sales and marketing strategy, creating a corporate roadmap for profits.

* Align the Sales Teams' overall approach to the corporate roadmap, setting sales and profitability targets while ensuring a focus on technical value selling to maintain healthy gross margins.

KRA 2

Order Management and Sales Operations Excellence

Responsibilities

* Develop, execute, and monitor the plan for order booking to achieve annual and quarterly targets (Monthly/Quarterly/Annually) for all core offerings, ensuring a seamless, efficient booking workflow.

* Oversee the entire order booking and execution process, working closely with key internal stakeholders (Technical, Production, Accounts) to ensure a smooth, client-focused process.

* Coordinate with cross-functional teams (e.g., Production, R&D) to ensure the company's technical response and product/service delivery schedule meet client expectations.

* Ensure all sales invoices are processed accurately and paid on time by tracking Receivables and resolving any payment discrepancies

KRA 3

Marketing, Branding, and Technical Communication

Responsibilities

* Develop and strengthen Lathia's brand image as a technically reliable and trustworthy long-term partner in the industrial sector.

* Analyze the market and develop a focused marketing plan to drive further course of action for Lathia's specific rubber products and industrial services.

* Coordinate with industry bodies and organizers for strategic participation in events, Technical Seminars and Exhibitions.

* Ensure marketing communication effectively translates complex technical value propositions and offerings to the target market segments.

* Design communication to build and maintain strong, high-level relationships with clients, prospects, and other significant stakeholders in the industrial ecosystem.

KRA 4

Key Account Management and Relationship Building

Responsibilities

* Ensure timely, proactive, and effective communication with customers through regular site visits and high-level meetings to provide updates on order status and build rapport.

* Plan and execute a client experience to build long-term, high-value relationships with key clients of Lathia rubber.

* Establish an excellent rapport with key client contacts, including procurement and technical teams, to address technical challenges and negotiate favorable terms (price, credit period, etc.).

* Manage and grow the lifetime value of important Clients by identifying upselling/cross-selling opportunities.

* Ensure visiting client sites by senior sales team members, as per a structured Client Visit Calendar, focusing on strategic and technical engagement.

KRA 5

Sales Team Leadership, Performance, and Training

Responsibilities

* Coordinate the daily morning sales meeting for the plants on closures and ensure discipline and focus.

* As per set process, coordinate and keep self updated on the delivery status of all ongoing orders, providing accurate and prompt client updates.

* Maintain strong, collaborative, and professional communication with the Sales Team

* Instill a culture of technical excellence and prompt client service within the Sales team. Work closely with Service Engineers to meet and exceed technical requirements.

* Continually interact with the Sales and Internal Sales team to foster better customer satisfaction and drive continuous improvement in sales processes.

* Ensure a timely, professional, and consistent response to all client communication, compiling a daily submission of reports covering daily meetings, visits, lists of complaints, and summary to the MD/Top Management.

Bring in adequate technology for CRM, Reporting , Tracking and Progress Updates

Technical Competencies

* Technical Sales Strategy and execution in an industrial/B2B context.

* Market research and competitive analysis.

* Customer Relationship Management (CRM) for industrial accounts.

* Branding

* BTL (Below-The-Line) and digital marketing communication.

Behavioral Competencies

* Business Acumen and strategic perspective.

* Strong People Leadership and Mentoring skills.

* Relationship Management and Networking at a senior level.

* Strong Analytical and Problem-Solving approach.

* High degree of Professionalism and Integrity required in a family business context.

Education Qualification

BE/B.Tech (Mechanical, Chemical, or equivalent) with specific industry experience, e.g., Textile, Paper, Steel, or Engineering. A post-graduate degree in Management/Sales is preferred.

Work experience

18-20 Years in B2B Sales and Marketing, with at least 5 years in a leadership role in a mid-sized industrial products company, requiring strong technical sales proficiency.

Salary Range - 35 lacs p.a to 45 lacs.p.a

Skills Required
Market Research, Competitive Analysis, Branding