Zonal Head - East Regional

Role & responsibilities

1. Sales Strategy & Revenue Management

• Own and deliver the annual operating plan (AOP), order-booking, revenue, and gross-margin targets for the assigned zone.
• Drive sales across power transformers, distribution transformers, and allied electrical equipment.
• Monitor factory loading requirements and guide the sales mix to align with production capabilities.

2. Key Account & Tendering Management

• Manage relationships with high-value clients including state/central electricity boards (utilities), EPC contractors, and large industrial clients.
• Lead high-stakes tendering activities, bid strategy, technical-commercial negotiations, and final contract closures.
• Track project pipelines from lead generation to final delivery and sign-off.

3. Team Leadership & Coaching

• Build, mentor, and manage a team of regional/territory sales and application engineers.
• Set individual quotas, review weekly/monthly MIS reports, and conduct performance evaluations.
• Drive training on transformer specifications, pricing structures, and competitive positioning.

4. Market Intelligence & Coordination

• Conduct regular market scanning, competitor mapping, and price tracking within the zone.
• Coordinate cross-functionally with factory operations, planning, design/engineering, logistics, and finance to ensure smooth order execution and timely dispatches.
• Oversee payment collections, reduction of overdue receivables, and adherence to credit control policies.

Technical Knowledge: Deep understanding of power transformers, distribution transformers, station auxiliaries, and IS/IEC standards.

Preferred candidate profile

• Education: B.E. / B.Tech / Diploma in Electrical Engineering (preferred); MBA/PGDM in Sales & Marketing is a strong added advantage.
• Experience: 15+ years of total experience in B2B technical sales within the transformer, switchgear, or heavy electrical equipment manufacturing industry, with at least 35 years in a zonal/regional leadership role.