Hiring Sales Head for a Leading Ceramic Industry - Ahmedabad Location

Job Description:

Industry Preferred : Real Estate, Infrastructure, Stones & ceramic or Construction Material

Objective of the Position: 

The Asst. General Manager / Head – Sales is responsible for developing and executing the company's overall sales strategy to achieve aggressive and sustainable revenue growth. The role will lead both Store Sales and Field Sales teams and expand geographically across state and regions, to build a high-performance sales culture, strengthen relationships with architects, interior designers, builders, developers, channel partners and institutional clients, and ensure humbling customer experience across all sales touchpoints.

The incumbent will develop drive sales performance campaign and excellence through complete planning, disciplined execution, CRM-led sales management, forecasting, training teams, and sales driven performance monitoring with the objective of delivering 25%+ year-on-year revenue growth while improving profitability and market share. He will participate in marketing campaign- selecting branding options -visual content, hoardings & events.

Role Expectation: Key Deliverables

Sales Strategy & Sales Operations

• Develop annual and quarterly sales plan and execution aligned with business objectives.
• Identify new business opportunities, markets and customer segments.
• Drive profitable revenue growth across all business verticals.
• Build scalable sales systems for long-term expansion.
• Monitor sales pipeline.
• Improve lead conversion and Review quotations and proposals.
• Ensure CRM discipline.
• Forecast sales accurately and monitor order execution.
• To collaborate and ask for support from direct and cross functions and to ensure seamless order execution and customer satisfaction.

Revenue Growth

• Deliver more than 20% annual revenue growth.
• Maximize sales conversion rates -10%-12% comparison to last 2 years
• Increase average order value.
• Improve customer acquisition and repeat business & referrals
• Ensure achievement of monthly, quarterly and annual business plans are done as per plan

Sales Leadership

• Lead Store Sales and Field Sales teams and build a high-performance sales work culture.
• Set individual and team targets and conduct regular monitoring and mentoring.
• To develop future sales managers- Sales Pipe-line and succession

Business Development

• Develop strategic relationships with key contributors
• Architects, Interior Designers, Builders, big developers & Contractors, Consultants, Corporate Clients, Institutional Buyers & Channel Partners for region expansion

Customer Management & Experience

• Prepare process to establish premium customer service experience and set brand standards.
• Resolve major customer escalations to improve customer satisfaction.
• Design initiatives to Increase repeat and referral business.

Team Performance

• Conduct daily, weekly & monthly sales, business and performance reviews
• Participate and lead quarterly strategy meeting with CEO & Board.
• To train team on core aspects of sales based on quarterly performance and resolve interpersonal issues or concerns.
• To ensure all sales team is following ethical practices and do not commit false promises.
• To ensure all the support to team – personal and professional challenges.
• Encourage and call for ideas to improve sales and conversion ratio

Governance & Compliance

• Ensure 100% CRM compliance.
• Maintain accurate sales reports and follow company policies.
• Ensure ethical selling practices and drive process discipline across teams.

Desired Attributes:

Core Competencies: Strategic Competencies

• Sales & Business Planning
• Commercial Acumen
• Market Expansion
• Channel Development

Leadership Competencies

• Team Leadership & Training
• Performance Management
• Decision Making
• Accountability

Functional Competencies

• B2B Sales & Retail Sales
• Key Account Management
• Negotiation
• CRM Management & Sales Analytics
• Pricing Strategy & Forecasting
• Customer Relationship Management

Behavioural Competencies

• Customer Centricity
• Ownership Mindset
• Result Orientation
• Collaboration
• Integrity
• Communication Excellence
• Problem Solving
• Innovation
• Resilience

Reports & Analysis

1. Sales process mapping and performance analysis
2. Business data and cost benefits analysis
3. Prepares monthly sales sheet, monthly budget and expense sheet & MIS
4. Reporting To: MD / CEO / Operations Head
5. Persons reporting to the position: All sales functional team – Manager & Team
6. Educational Qualification:
7. Minimum 15+ years of progressive sales leadership experience.
8. Must have managed multi location teams / team size 15+.
9. Experience in : real estate, natural stone, tiles, marble, granite, luxury building materials, interior products, architectural Products, Construction Materials or allied industries.
10. Proven track record of consistently achieving and exceeding ambitious sales targets.
11. Experience in managing both retail/storesales and institutional/B2B field sales teams.
12. Strong exposure to premium customer segments & managing marketing events

Preferred skill set: CRM data management or at least through with Excel for daily data & to conduct monthly reviews