Head - Domestic Sales - Industrial Process Equipment

Job Purpose:

The Head - Domestic Sales will be responsible for driving the company's domestic business by developing strategic customer relationships, leading the sales team, generating quality business opportunities, and improving conversion of high-value engineered projects.

The incumbent will focus on understanding customer requirements, influencing decision-makers across end users, EPC contractors, and consultants, while ensuring sustainable revenue growth and profitability across the domestic market.

Company Background:

A leading engineering company specializing in the design and manufacturing of industrial process equipment.

Key Responsibilities:

Sales Leadership & Revenue Growth:

- Own domestic order intake targets and revenue goals.

- Develop and execute the India sales strategy across priority sectors.

- Drive growth in average order value by positioning engineered packages and integrated process systems over standalone equipment.

- Establish robust sales forecasting, pipeline management, and performance review mechanisms.

Market & Account Development:

- Identify and develop key customers across the Chemical, Pharmaceutical, API, and Oil & Gas industries.

- Build and strengthen relationships with end users, EPC contractors, engineering consultants, and key decision-makers.

- Develop strategic account plans for high-value customers.

- Proactively generate inquiries, create new business opportunities, and expand the company's domestic market presence.

Team Leadership & Capability Building:

- Lead, mentor, and develop the domestic sales organization across regions.

- Recruit, coach, and build a high-performing sales team.

- Establish clear individual and team KPIs, performance targets, and accountability measures.

- Foster a culture of technical solution selling, customer engagement, and consultative selling.

Cross-functional Collaboration:

- Work closely with Engineering, Projects, Procurement, Finance, and Product Specialists to deliver technically sound and commercially competitive proposals.

- Coordinate with the Managing Director & CEO on strategic accounts and major business opportunities.

- Provide regular market intelligence and customer feedback to support product development and business strategy.

- Ensure seamless coordination between sales and execution teams for successful project delivery.

Commercial Excellence:

- Maintain pricing discipline and protect business margins while remaining competitive.

- Lead commercial negotiations for strategic and high-value opportunities.

- Ensure appropriate order intake processes, contract reviews, and commercial risk assessments.

- Monitor and improve proposal hit rates, sales productivity, average order value, pipeline conversion, and overall sales effectiveness.

Qualifications & Experience:

- Education: Bachelor's degree in mechanical, Chemical, Production Engineering, or a related engineering discipline. MBA preferred.

- Experience: 15 - 20 years of experience in industrial B2B sales, preferably within process equipment, process systems, vacuum systems, engineered products, or capital equipment.

- Demonstrated experience leading domestic sales teams and managing large, solution-based sales engagements.

- Strong exposure to customers within the chemical, pharmaceutical, API, oil & gas, or allied process industries.

Key Skills & Competencies:

- Strong understanding of industrial and engineered product sales.

- Ability to build relationships with end users, EPC contractors, and engineering consultants.

- Strategic sales planning and pipeline management.

- Commercial negotiation and business development skills.

- Team leadership, coaching, and performance management.

- Strong customer orientation with the ability to identify opportunities and open new accounts.

- Ability to balance strategic thinking with hands-on sales execution.