Position Summary:

We are seeking a highly experienced and strategic General Manager - Sales to lead the sales function with a strong focus on revenue generation, order execution excellence, receivable realization (DSO control), customer satisfaction, and repeat business.

The incumbent will drive commercial strategy, oversee end-to-end order execution, ensure compliance in documentation, and lead cross-functional collaboration to maximize profitability and operational efficiency.

Key Responsibilities:

Revenue Growth & Business Expansion

- Develop and implement aggressive sales strategies to achieve annual revenue targets.

- Strengthen the sales pipeline through structured lead generation, customer visits, account development, and competition tracking.

- Monitor market trends, pricing movements, and competitor strategies to guide sales decisions.

- Represent the organization at national and international seminars, conferences, exhibitions, and trade fairs to enhance brand presence and strategic partnerships.

Order Execution Excellence - Zero LDs/Penalties

- Oversee the complete order execution cycle and ensure smooth coordination between Sales, Production, Quality, Finance, and Logistics teams.

- Define and enforce internal SLAs to ensure timely PO acceptance, GTP approval, drawing approval, inspection clearances, dispatch planning, and documentation.

- Monitor execution risks proactively and implement corrective/preventive actions to ensure Zero Liquidated Damages (LDs), Zero Penalties, and On-Time Delivery (OTD).

- Review and optimize processes such as BG issuance, LC documentation, inspection scheduling, and dispatch approvals at a managerial level.

Price Variation (PV) Analysis & Claim Settlements

- Conduct and review Price Variation (PV) calculations accurately in line with contract terms and industry indices.

- Monitor market indices (aluminium and steel) and provide strategic insights for pricing decisions and negotiation strategies.

- Lead the end-to-end PV claim process - raising claims, submitting documentation, engaging with customers, and following up until full settlement.

- Ensure timely resolution of commercial claims including quantity/quality disputes, billing discrepancies, LD waiver requests, debit notes, and contractual deviations.

- Present PV impact analysis and claim status reports to senior management.

Receivable Management & DSO Reduction

- Take full ownership of payment realization, LC processing, BG lifecycle management, and financial documentation required for order execution.

- Ensure disciplined follow-up for outstanding payments, LC amendments, BG confirmations, BOE submission, and LCBD processes.

- Drive cross-functional collaboration with Finance to ensure Days Sales Outstanding (DSO) reduction, timely fund realization, and alignment of credit terms with company policy.

- Review and approve critical financial documents such as PIs, BG formats, LC terms, LCBD bills, and discrepancy resolutions.

Customer Satisfaction & Relationship Management

- Build and maintain strong relationships with key clients to ensure long-term business and repeat orders.

- Conduct periodic customer review meetings to understand expectations, resolve issues, and strengthen service quality.

- Ensure timely communication, professional documentation, and customer-friendly resolution of disputes or operational delays.

- Monitor customer satisfaction scores and drive initiatives to improve customer experience across all touchpoints.

Team Leadership & Cross-Functional Coordination

- Lead and mentor the Sales and Order Management Teams to enhance capability, performance, and accountability.

- Establish clear KPIs aligned with revenue, execution timelines, DSO, customer satisfaction, and process compliance.

- Review departmental performance regularly and drive process standardization across Sales and Commercial operations.

- Collaborate with internal stakeholders (Engineering, Quality, Finance, Logistics) to ensure alignment with customer commitments.

Governance, Compliance & Process Improvement

- Ensure adherence to commercial, contractual, and statutory requirements across all sales and execution activities.

- Review and approve customer-facing documentation to ensure accuracy, compliance, and risk mitigation.

- Identify process gaps in Sales, Commercial, and Execution functions and implement best practices to improve speed, accuracy, and customer experience.

- Strengthen digital documentation, tracking systems, and reporting dashboards for real-time performance monitoring.

Skills and Experience Required:

- Bachelor's degree in any field with Masters /equivalent in Sales and Marketing.

- Minimum 15 - 18 years of experience in sales or commercial roles in the electrical or manufacturing sector (preferably in power transmission).

- Strong understanding of transmission conductors (ACSR, AAAC, HTLS, AL59 etc.) and industry standards.

- Strong understanding of commercial documentation (LCs, BGs, BOE, LCBD, PI, inspection documentation)

- Strong communication, negotiation, and interpersonal skills.

- Attention to detail and the ability to work under pressure to meet tight deadlines.