Chief Sales Manager

JOB SUMMARY

Chief Manager Sales will be responsible for driving Order Booking, Revenue Growth, Customer Engagement, and overall business development for the region. The incumbent will own the complete Order-to-Cash (O2C) cycle, build strategic customer relationships, identify new business opportunities, and work closely with cross-functional teams to deliver profitable growth.

Key Result Areas:

Business Growth & Sales

• Deliver annual and quarterly Order Booking (OB), Revenue and Gross Margin targets for the Western Region.
• Develop and execute regional sales strategies aligned with the company's business objectives.
• Identify and convert new business opportunities across Utilities, EPC Contractors, Renewable Energy, Metro Rail, Railways, Data Centers, Industries and Infrastructure sectors.
• Drive market penetration for MV, HV and EHV Power Cable solutions.

Customer Relationship Management

• Build and nurture long-term relationships with key decision-makers across:
• State & Private Transmission Utilities
• Distribution Utilities
• EPC Contractors
• Renewable Energy Developers
• Metro Rail Corporations
• Industrial & Infrastructure Customers
• Consultants and Project Developers
• Engage with CXOs, procurement teams, consultants and project execution teams to enhance customer satisfaction and increase wallet share.
• Position Sterlite Electric as the preferred partner for strategic projects.

End-to-End Order-to-Cash (O2C) Ownership

• Own the complete sales lifecycle from opportunity identification to final payment realization.
• Lead customer qualification, solution selling, techno-commercial discussions and negotiations.
• Coordinate with Tendering, SCM, Engineering, Projects, Finance, Legal and Commercial teams to ensure seamless order execution.
• Monitor order execution, dispatches, billing, payment milestones and collections.
• Drive timely receivable collections and ensure healthy cash flow and working capital management.

Tendering & Commercial Excellence

• Lead strategic bidding decisions and pricing discussions.
• Review commercial risks, contractual terms and bid strategies.
• Support preparation of competitive techno-commercial proposals.
• Participate in customer negotiations and contract finalization.

Market Intelligence & Business Development

• Track upcoming projects, government investments and market trends.
• Monitor competitors, pricing strategies and emerging business opportunities.
• Develop account growth plans for strategic customers.
• Identify opportunities for cross-selling and new product introductions.

Cross-Functional Leadership

• Work closely with Product Management, Tendering, Engineering, SCM, Projects and Finance teams.
• Ensure timely internal approvals and customer clearances.
• Drive collaboration to improve conversion ratio, execution efficiency and customer experience.

Reporting & Governance

• Maintain an accurate sales pipeline and forecast.
• Review regional business performance periodically.
• Ensure compliance with company policies, governance and ethical business practices.

Key Performance Indicators (KPIs)

• Achievement of Order Booking (OB) Targets
• Revenue Achievement
• Gross Margin Achievement
• Sales Pipeline Development and Conversion
• Customer Acquisition & Key Account Growth
• Tender Success Rate
• Timely Completion of Order-to-Cash (O2C) Cycle
• Receivable Collections & Reduction in Outstanding Debtors
• FCFO Contribution through Improved Collections
• Customer Satisfaction & Relationship Development
• Market Share Growth across Western India

Preferred Experience

• 15-18 years of experience in Sales, Business Development or Key Account Management within the Power, Electrical or Infrastructure sectors.
• Strong exposure to HV/EHV Power Cables, Conductors, Electrical Equipment, EPC or Transmission & Distribution businesses.
• Experience working with Utilities, EPC Contractors, Renewable Energy Developers, Metro Rail Projects or Industrial customers.
• Proven track record of achieving large order booking and revenue targets.
• Experience in managing strategic customer relationships and large-value commercial negotiations.

Educational Qualification

• Bachelor's Degree in Electrical Engineering (preferred).
• Engineering graduates with relevant industry experience may also be considered.
• MBA in Marketing or Business Management will be an added advantage.

Key Competencies

• Strategic Sales & Business Development
• Key Account Management
• Customer Relationship Management
• Techno-Commercial Negotiation
• Tendering & Contract Management
• Financial & Commercial Acumen
• Market Intelligence
• Leadership & Team Collaboration
• Analytical Thinking
• Influencing & Stakeholder Management
• Results Orientation
• Strong Communication & Presentation Skills