Head - Sales - Fenestration/Architectural Products

About Yantra:

Yantra operates in the premium fenestration and architectural building-products space, delivering project-led solutions where design intent, technical performance, commercial discipline and execution reliability must come together.

The Role Mandate:

This is an enterprise leadership role, not an individual-contributor sales position. The Head of Sales will own the companys 35 crore annual sales mandate and create a consistent flow of profitable orders through a strong team, a high-quality project pipeline, specification-led relationships and rigorous CRM-based execution.

Key Responsibilities:

1. Revenue, Growth & Profitability:

- Own the annual sales target of 35 crore and translate it into territory-, segment-, team- and month-wise plans.

- Drive consistent monthly order booking while protecting gross margins, payment terms and overall quality of revenue.

- Build a balanced portfolio across new business, repeat business, key accounts and high-potential market segments.

- Identify opportunities to improve average project value, wallet share and Yantras presence in premium projects.

- Create annual, quarterly and monthly business plans supported by clear priorities, resources and review mechanisms.

2. Pipeline, CRM & Forecasting:

- Maintain a qualified pipeline of at least 34 the annual target, with clear ownership, value, stage, probability and next action for every opportunity.

- Establish non-negotiable CRM discipline and ensure that leads, meetings, specifications, quotations, follow-ups, risks and outcomes are updated on time.

- Improve lead-to-meeting, meeting-to-opportunity, quotation-to-order and specification-to-order conversion ratios.

- Deliver rolling monthly and quarterly forecasts with at least 90% accuracy and escalate risks early.

3. Team Leadership & Performance:

- Define role-wise targets, territories, activity expectations, conversion metrics and behavioural standards.

- Build bench strength through hiring, onboarding, product training, sales capability development and succession planning.

- Address underperformance promptly and create a culture of ownership, collaboration, transparency and customer focus.

4. Architect, Consultant & Specification Development:

- Build senior-level relationships with architects, interior designers, fa- ade consultants, PMCs, structural consultants and other project influencers.

- Drive technical presentations, product demonstrations, CPD/knowledge sessions and specification conversations.

- Build an active, segmented influencer network and account plans based on influence, project potential and relationship stage.

- Work with technical and design teams to ensure that Yantra is considered and specified early in the project lifecycle.

- Create a disciplined follow-through mechanism from relationship development to project identification, specification and order.

5. Key Accounts, Markets & Partnerships:

- Develop account plans for priority architects, developers, builders, corporates, hotel chains, institutions and industrial clients.

- Increase repeat business, referrals, cross-selling and share of wallet across strategic accounts.

- Identify and develop new territories, customer segments, channel partners and strategic alliances aligned with Yantras positioning.

- Maintain senior engagement on high-value accounts and personally lead critical opportunity and relationship interventions.

6. Commercial Leadership:

- Review major quotations and commercial proposals for scope clarity, pricing discipline, margin, payment terms and delivery commitments.

- Lead negotiations for strategic and high-value projects, balancing conversion with profitability and risk.

- Ensure no commercial commitment is made without alignment with design, estimation, procurement, manufacturing/projects and finance.

- Support milestone-based collections and resolution of overdue receivables, commercial disputes and customer escalations.

- Track reasons for wins and losses and convert those insights into pricing, product, process and capability improvements.

7. Cross-Functional Execution & Customer Experience:

- Create a clear handover from sales to design, estimation, procurement, projects/manufacturing, finance and customer service.

- Ensure sold scope, specifications, timelines, exclusions, approvals and payment milestones are accurately documented.

- Review execution dependencies and customer risks on major projects without taking operational ownership away from the relevant function.

- Resolve escalations quickly and protect customer trust from enquiry through completion and after-sales support.

Experience & Qualifications:

- 7-15 years of B2B project-sales experience, including at least 5 years leading a sales team.

- Demonstrated responsibility for an annual business of approximately 2550 crore.

- Relevant experience in premium fenestration, aluminium systems, fa- ade or glass systems, building materials, luxury interiors, architectural products or allied construction solutions.

- A proven record of achieving targets through a teamnot only through personal selling.

- Strong architect, consultant, developer and institutional-client relationship experience.

- Strong commercial judgement, contract negotiation capability and working understanding of project margins, payment terms and collections.

- Graduate degree required; a postgraduate qualification in management or sales is preferred.