Hiring Zonal Business Head - Sales for a Leading Manufacturing Industry - Ahmedabad Location

Job Description:

Key Responsibilities
1. Revenue Ownership (Farmer-first focus)

• Deliver monthly, quarterly, and annual revenue targets for your zone.
• Grow business within existing and new key customers through consistent engagement and value-based selling.
• Identify upsell/cross-sell opportunities across the customer's process lines and utilities.
• Maintain healthy margin discipline as per company guidelines.

2. Customer Relationship & Account Expansion

• Build strong, long-term relationships with plant process & engineering, utility, maintenance, and procurement teams.
• Conduct regular customer visits to strengthen trust and ensure retention..
• Drive repeat business by solving customer issues proactively and ensuring reliable supply.
• Understand customer pain points and recommend suitable filtration solutions.

3. Team Leadership & Performance Management

• Lead a small team of Area Sales Executives.
• Set clear KPIs, review day-to-day performance, and enforce CRM discipline.
• Coach the team on customer follow-ups, product knowledge, and sales hygiene.
• Drive a culture of accountability, customer obsession, and predictable execution.

4. Technical & Application Understanding

• Learn filtration basics (DP, flow, micron rating, chemistry-media behaviour) and apply them in customer discussions.
• Liaise with Gopani's technical support team for trials, testing, and application-specific queries.
• Conduct basic product demos and technical presentations when required.

5. Operations, Planning & Coordination

• Work closely with production, dispatch, warehouse, and logistics to ensure timely deliveries.
• Forecast zonal demand accurately and maintain visibility of open orders.
• Track ageing, collections, stock levels, and dispatch planning for your zone.
• Maintain clean documentation and reporting for management reviews.

6. Reporting & MIS Discipline

• Submit weekly and monthly reports including funnel status, customer activity, revenue forecasts, and key actions.
• Maintain accurate CRM entries and ensure team compliance.
• Provide clear insight into customer health (growing, stable, declining).

Required Experience
8-12 years in B2B industrial sales, preferably in:

1. Industrial consumables (valves, pumps, pipes)
2. Water treatment equipment/consumables
3. Pharma equipment/utility solutions
4. Chemical/process equipment
5. Or any strong B2B background with excellent sales leadership capability

• Experience managing a small sales team and handling direct industrial customers.
• Strong relationship-building ability with plant-level stakeholders.
• Hands-on field sales experience with regular travel.

Education

• Bachelor's degree in mechanical/chemical engineering (preferred, not mandatory).
• MBA in Sales/Marketing is an advantage.

Skills and Competencies

• Strong follow-up discipline and customer ownership.
• Ability to manage 30-80 active accounts efficiently.
• Good understanding of technical selling (trainable on filtration).
• Team leadership, coaching ability, and performance management.
• Strong communication, negotiation, and problem-solving skills.
• Proficiency with CRM/ERP tools and MS Office.

Success Indicators (KPIs)

• Revenue achievement for the zone.
• Year-on-year growth within existing accounts.
• Customer retention and satisfaction.
• Team performance & CRM hygiene.
• Forecast accuracy and reduced last-minute firefighting.
• Timely collections and minimal ageing.