Head of Sales Track and Trace Division

Head of Sales Track & Trace Division
About the Role
We are seeking an experienced and results-driven Head of Sales to lead and scale the sales function for the Track & Trace Division. The successful candidate will be responsible for developing and executing sales strategies that drive revenue growth, strengthen strategic customer relationships, and build a high-performing sales team focused on Track & Trace, serialization, product authentication, traceability, and technology-driven solutions.
The role will involve working closely with Product, Software, Engineering, Service, and Operations teams to deliver customer-focused solutions and support the overall growth of the Track & Trace business.
Key Responsibilities
Strategic Sales Leadership

• Develop and implement effective sales strategies to achieve revenue targets and business growth objectives.
• Identify high-value market segments and business opportunities across pharma, FMCG, food & beverage, cosmetics, chemicals, medical devices, and manufacturing industries.
• Monitor market trends, competitive landscape, customer requirements, and emerging technologies to strengthen sales strategies.
• Develop the market presence and positioning of Track & Trace solutions across relevant industries.

Revenue Growth & Business Development

• Drive new customer acquisition and expand the existing customer portfolio through strategic account development.
• Lead key negotiations, pricing, commercial proposals, deal structuring, and closure of high-value opportunities.
• Develop and maintain a strong sales pipeline to achieve revenue and business growth targets.
• Identify new applications, markets, partnerships, and opportunities for business expansion.
• Prepare and present sales forecasts, pipeline updates, revenue plans, and performance reports to senior leadership.

Sales Execution & Pipeline Management

• Manage the complete sales cyclefrom lead generation, qualification, solution discussion, proposal, negotiation, and closure.
• Ensure accurate sales forecasting and effective pipeline management.
• Drive consultative and solution-based selling aligned with customer business requirements.
• Conduct regular reviews of sales performance, pipeline conversion, and key business metrics.
• Develop corrective actions and strategies to improve sales conversion and business performance.

Customer Engagement & Relationship Management

• Act as a senior commercial leader for strategic and enterprise customer engagements.
• Build and maintain strong, long-term relationships with CXOs, business heads, supply chain, operations, IT, quality, and manufacturing stakeholders.
• Understand customer challenges and position appropriate Track & Trace and technology solutions.
• Drive strategic account growth, cross-selling, and solution expansion opportunities.
• Ensure strong customer engagement throughout the sales and solution implementation journey.

Cross-Functional Collaboration

• Work closely with Product, Software, Engineering, Service, Project, Operations, and Marketing teams to align solutions and customer commitments.
• Ensure effective coordination between sales requirements and solution development/implementation.
• Support customer demonstrations, solution discussions, industry events, exhibitions, and business forums.
• Contribute to product and solution positioning based on market and customer feedback.

Sales Team Leadership & Development

• Build, coach, and mentor a high-performing Track & Trace sales team.
• Set clear sales targets, KPIs, and performance expectations for the team.
• Conduct regular sales reviews and provide guidance on enterprise selling, solution selling, negotiations, and key account management.
• Promote a culture of accountability, customer focus, collaboration, and continuous improvement.

Required Qualifications

• Education: Bachelors degree in Engineering, Technology, Business, Marketing, Sales, or related field. MBA or advanced management qualification is highly preferred.
• Experience: 1520 years of progressive experience in B2B IT sales, with experience in packaging or pharmaceutical machinery/equipment sales.
• Demonstrated track record of achieving sales/revenue targets and leading high-performing sales teams.
• Experience in managing strategic accounts, complex sales cycles, commercial negotiations, and enterprise customers.