Chief Sales Officer

The Chief Sales Officer (CSO) will be responsible for developing and executing the company's overall sales strategy, driving revenue and profitability, building a high-performing sales team, and establishing strong relationships with enterprise clients, OEM partners, system integrators, and key decision-makers.

The ideal candidate should have a strong track record in B2B enterprise sales, strategic business development, large-ticket deal closures, channel partnerships, and leadership of sales teams across multiple markets.

Key Responsibilities

1. Sales Strategy & Revenue Growth

• Develop and implement the company's overall sales strategy aligned with business objectives.
• Establish annual, quarterly, and monthly revenue targets and ensure achievement.
• Drive new customer acquisition, business expansion, repeat business, and profitability.
• Identify new markets, industry segments, and revenue opportunities in India and internationally.
• Develop accurate sales forecasts, budgets, pipeline reports, and growth plans.

2. Enterprise Sales & Business Development

• Lead B2B sales of interactive touchscreen kiosks, software products, hardware solutions, and integrated technology offerings.
• Build relationships with CXOs, procurement heads, government departments, enterprise clients, and strategic accounts.
• Drive large-value deals, tenders, RFPs, strategic proposals, and contract negotiations.
• Identify and develop opportunities across banking, airports, retail, healthcare, education, manufacturing, and government sectors.
• Strengthen key account management, customer retention, and cross-selling opportunities.

3. Leadership & Team Management

• Lead, mentor, and develop the sales, business development, and key account management teams.
• Set individual and team targets, KPIs, and performance review mechanisms.
• Build a performance-driven sales culture focused on accountability, productivity, and revenue generation.
• Recruit and develop sales leaders and ensure effective territory and account allocation.
• Conduct regular pipeline reviews, sales meetings, and performance assessments.

4. Channel Partnerships & Market Expansion

• Develop strategic partnerships with OEMs, distributors, resellers, system integrators, and technology partners.
• Establish and expand channel networks across India and international markets.
• Lead market-entry strategies for the Middle East, Africa, Europe, and Southeast Asia, as aligned with company priorities.
• Monitor competitors, industry developments, pricing trends, and customer requirements.
• Represent the company at industry events, exhibitions, client meetings, and strategic business forums.

5. Commercial & Operational Management

• Work closely with the CEO, finance, operations, manufacturing, product, and technical teams to align sales commitments with delivery capabilities.
• Ensure appropriate pricing, margins, commercial terms, and contract profitability.
• Oversee CRM adoption, lead management, opportunity tracking, and sales reporting.
• Monitor sales collections, receivables, customer commitments, and contract renewals in coordination with finance.
• Ensure timely submission of proposals, quotations, tenders, and customer documentation.

6. Customer Relationship & Business Performance

• Build long-term relationships with strategic customers and key accounts.
• Handle high-value negotiations, escalations, and critical customer relationships.
• Ensure customer satisfaction and identify opportunities for account growth.
• Present sales performance, forecasts, market intelligence, and growth strategies to the CEO/MD.
• Take ownership of sales outcomes and implement corrective actions whenever targets are not achieved.

Required Qualifications & Experience

• Bachelor's degree in Business Administration, Sales, Marketing, Engineering, or a related field.
• MBA in Marketing, Sales, or Business Management is preferred.
• 10-20+ years of progressive sales and business development experience, including substantial leadership responsibility.
• Proven experience as a CSO, VP Sales, National Sales Head, Business Head, or equivalent senior sales leadership position.
• Demonstrated success in managing large B2B enterprise accounts, achieving revenue targets, and closing high-value contracts.
• Experience in IT, SaaS, hardware, OEM manufacturing, kiosks, system integration, or enterprise technology solutions is highly desirable.
• Experience in channel development, government or institutional sales, tenders, and international business expansion is an advantage.
• Strong commercial acumen, negotiation skills, forecasting capabilities, and executive-level communication.

Key Competencies

• Strategic thinking and business leadership
• Revenue generation and profitability management
• Enterprise sales and complex deal closures
• Team leadership and performance management
• Negotiation and stakeholder management
• Market development and competitive analysis
• CRM, sales analytics, and pipeline management
• Decision-making, accountability, and execution excellence

Key Performance Indicators (KPIs)

• Achievement of annual and quarterly revenue targets.
• Sales growth and gross margin improvement.
• New enterprise customers and strategic accounts acquired.
• Value and conversion rate of the sales pipeline.
• Average deal size and large-contract closures.
• Channel partner productivity and revenue contribution.
• Customer retention, repeat business, and account expansion.
• Sales forecasting accuracy and collection performance.
• Productivity and target achievement of the sales team.

Preferred Candidate Profile

The ideal candidate is a strategic, commercially driven sales leader who can translate business objectives into measurable revenue growth. The candidate must be comfortable working closely with the CEO/MD, leading a sales organization, managing key enterprise relationships, and driving business expansion in a competitive technology and manufacturing environment.

Important: This is a senior leadership position requiring strong ownership of sales performance, revenue growth, team productivity, and strategic business development.