Head of Coffee Vending Division

Role & responsibilities

A. Business Strategy and Division Management

- Develop and implement the annual business plan for the Coffee Vending Division.

- Prepare monthly, quarterly and annual sales, revenue, profitability and market-expansion targets.

- Identify high-potential markets, customer segments and business opportunities across Tamil Nadu.

- Develop a structured sales strategy for direct sales, dealer sales, distribution and institutional business.

- Establish territory-wise sales plans, channel targets and performance metrics.

- Monitor sales performance, gross margins, operating expenses, collections and profitability.

- Submit business forecasts, market intelligence and growth plans to the Managing Director.

- Build scalable systems for future expansion into other states.

B. Distributor and Dealer Network Development

This is a critical responsibility of the role.

- Identify, evaluate, appoint and develop distributors and dealers across Tamil Nadu.

- Build a territory-wise distribution network covering Chennai, Coimbatore, Salem, Madurai, Tiruchirappalli, Erode, Tiruppur, Vellore, Tirunelveli and other commercially viable markets.

- Identify suitable channel partners with adequate financial capacity, local market access, sales capability and service commitment.

- Conduct market visits, distributor meetings, negotiations and commercial assessments.

- Develop distributor appointment policies, dealer agreements, territory allocation and commercial terms.

- Establish dealer margins, distributor margins, sales incentives, credit limits and sales targets in coordination with management.

- Ensure adequate dealer inventory, product availability, demonstration machines and sales materials.

- Train distributors and dealers on product features, pricing, installation requirements, customer handling and sales techniques.

- Monitor distributor performance through monthly reviews, secondary sales, lead conversion and collections.

- Resolve channel conflicts, underperformance and territory-related issues.

- Recruit replacement partners where existing distributors fail to meet agreed targets.

- Build a sustainable channel network rather than relying exclusively on direct sales.

*Expected outcome:* A productive, commercially viable distributor and dealer network with defined territory coverage, measurable targets and reliable customer support.

C. After-Sales Service Network Development

The candidate must have practical

- Design and implement a Tamil Nadu-wide service network for coffee vending machines.

- Identify, appoint and manage authorized service partners, technicians and regional service providers.

- Establish service coverage based on installed machine population, geographic spread and response-time requirements.

- Develop a service partner selection and appointment process covering technical skills, infrastructure, tools, spare parts and service capability.

- Recruit and train service engineers and field technicians.

- Establish installation, commissioning, preventive maintenance, breakdown service and warranty procedures.

- Create standard operating procedures (SOPs) for installation, troubleshooting, maintenance, spare-parts replacement and customer escalation.

- Establish service-level agreements (SLAs) covering response time, resolution time, first-time fix rate and customer satisfaction.

- Implement a ticketing system for complaint registration, assignment, tracking, escalation and closure.

- Develop a spare-parts stocking and replenishment system at the central and regional levels.

- Monitor warranty costs, repeat breakdowns, machine downtime and service partner performance.

- Conduct periodic technical audits and service quality reviews.

- Ensure that customers receive timely support and that machines remain operational with minimum downtime.

- Coordinate with product development and manufacturing teams to address recurring product failures and improve machine reliability.

- Develop service revenue opportunities through annual maintenance contracts (AMCs), paid repairs, consumables and extended warranty packages where commercially appropriate.

D. Sales and Revenue Growth

- Drive sales of coffee vending machines to offices, factories, hospitals, hotels, educational institutions, IT companies, commercial establishments, caterers and other suitable customer segments.

- Develop direct institutional and corporate sales alongside distributor-led business.

- Build a qualified sales pipeline and maintain a structured lead management process.

- Conduct customer demonstrations, product presentations, commercial negotiations and sales closures.

- Develop key accounts and multi-location customers with potential for repeat installations.

- Work with the marketing team on lead generation, exhibitions, dealer campaigns and local promotional activities.

- Establish pricing discipline and ensure sales profitability.

- Monitor competitor products, pricing, financing models, service offerings and channel strategies.

- Explore leasing, rental, pay-per-cup and other suitable business models, subject to management approval.

- Build partnerships with coffee suppliers, roasters, facility management companies and workplace refreshment providers where they support the business model.

E. Institutional and Key Account Management

- Identify and develop major accounts across Tamil Nadu.

- Build relationships with procurement heads, administration managers, facility managers, business owners and institutional decision-makers.

- Lead commercial proposals, tenders, rate contracts and multi-site deployment discussions.

- Coordinate machine demonstrations, pilot installations and customer acceptance.

- Ensure proper handover from sales to installation and service teams.

- Track account profitability, outstanding payments, renewal opportunities and customer satisfaction.

F. Team Building and Leadership

- Recruit, train and manage the sales, channel development and service teams.

- Define roles, territory assignments, targets and performance standards.

- Establish a clear accountability structure for sales and service personnel.

- Conduct regular reviews of team productivity, market coverage and customer service performance.

- Develop incentive plans linked to sales achievement, collections, profitability and service quality.

- Build a performance-oriented culture with strong customer focus.

- Coach team members in distributor management, negotiation, prospecting and technical-commercial selling.

G. Operations, Inventory and Commercial Control

- Coordinate with procurement and manufacturing teams to ensure product availability.

- Prepare territory-wise sales forecasts and machine demand plans.

- Monitor inventory at company, distributor and dealer levels.

- Ensure proper control of demonstration units, spare parts, returns and warranty replacements.

- Coordinate installation scheduling, logistics, commissioning and customer handover.

- Monitor receivables, overdue accounts, dealer credit exposure and collections.

- Ensure compliance with company pricing, approval and documentation policies.

- Track service expenses, sales expenses, travel costs and channel profitability.

- Recommend process improvements to reduce operating costs and improve customer experience.

H. Market Intelligence and Product Feedback

- Maintain a detailed understanding of Tamil Nadu's coffee vending machine market.

- Track competitors, customer preferences, pricing, product reliability and distribution models.

- Gather structured feedback from dealers, service partners and end customers.

- Identify product improvements in design, ease of use, cleaning, reliability and serviceability.

- Work with product development and management teams on new models and product positioning.

- Recommend changes in product portfolio, sales strategy and channel policy based on market evidence.

Preferred candidate profile

Experience*

Ideally 812 years of relevant experience in sales, channel development, business development or division management.

- At least 3–5 years in a leadership or regional management role.

- Demonstrated experience working in the Tamil Nadu market.

- Proven track record of appointing distributors, dealers or channel partners.

- Practical experience in establishing or expanding an after-sales service network.

- Experience managing sales targets, teams, commercial negotiations and collections.

- Experience in coffee vending machines, commercial beverage equipment, food-service equipment, commercial appliances, water dispensers or similar equipment businesses will be highly relevant.

Tamil Nadu market knowledge*

- Strong understanding of the dealer and distributor landscape in Tamil Nadu.

- Established professional contacts with dealers, institutional customers and service providers.

- Willingness to travel extensively across the state.

Essential Competencies*

- Distributor and dealer appointment

- Channel sales strategy and territory development

- Service network establishment and management

- Institutional and B2B sales

- Negotiation and commercial agreement management

- Team recruitment, training and performance management

- Sales forecasting and pipeline management

- Inventory, receivables and profitability control

- Technical understanding of equipment installation and maintenance

- Customer relationship management and complaint escalation

- Data-driven reporting and decision-making

- Entrepreneurial approach with hands-on execution capability