Business Head -Water Treatment Chemicals

Role Purpose

Lead the India Middle Market Customer business for Water Treatment Chemicals by driving profitable growth across priority industries through a hybrid go-to-market model comprising direct customer engagement and a high-performing dealer/distributor network. Own business development, market expansion and channel effectiveness while delivering sustainable revenue and profitability.

Business Growth & Market Development

• Develop and execute the India middle market growth strategy across priority industries (such as chemicals, pharma, F&B, commercial and institutions, automotive, electronics) and geographies, aligned with the national sales strategy.
• Identify high-potential industry segments and develop targeted go-to-market plans to increase market penetration and customer acquisition.
• Drive new business development by building strong relationships with key customers, consultants and industry influencers across target sectors.

Channel & Customer Management

• Build, expand and optimize the dealer/distributor network through partner identification, onboarding, capability development and performance management.
• Drive channel productivity through joint business planning, regular performance reviews and market development initiatives.
• Establish and strengthen relationships with key mid-market customers through a balanced mix of direct engagement and channel-led sales.

Commercial & Sales Performance

• Own sales forecasting, pipeline management and achievement of revenue, profitability and working capital targets for the middle market business.
• Monitor market trends, competitive activity and pricing dynamics to refine commercial strategies and identify new growth opportunities.
• Work closely with technical service, marketing and supply chain teams to deliver customer-centric solutions and ensure effective execution.

Organization & Capability Development

• Build and develop a high-performing sales and channel management team, fostering a performance-driven and customer-centric culture.
• Drive disciplined sales processes, CRM adoption and performance management to improve sales effectiveness and forecast accuracy.
• Capture market intelligence and customer insights to support portfolio development and long-term business growth.

Experience

• Bachelor's degree in Engineering, Chemistry or a related discipline; MBA preferred.
• 1020 years of experience in B2B industrial/specialty chemicals sales, with exposure to water treatment chemicals preferred.
• Proven experience managing both direct OEM sales and dealer/distributor networks across multiple geographies.
• Strong understanding of industrial customer segments such as chemicals, pharmaceuticals, food & beverage, commercial & institutional, automotive, electronics and other process industries.