Gopani Product Systems - Zonal Sales Manager

Description:

Role Summary:

The Zonal Business Head Sales will lead and drive the commercial performance of the West Zone, managing direct industrial customers across sectors such as Pharma, Chemicals, Water Treatment, Food & Beverage, and other process industries.

This is a high-impact, customer-facing leadership role that combines sales execution, key account management, team leadership, and application-level understanding. You will be responsible for protecting key accounts, driving consistent revenue growth, and building long-term customer trust.

Key Responsibilities:

1. Revenue Ownership (Farmer-First Focus):

- Achieve monthly, quarterly, and annual revenue targets for the zone.

- Expand business within existing and new key customers through value-based selling.

- Identify upselling and cross-selling opportunities across customer process lines and utilities.

- Maintain strong margin discipline in line with company guidelines.

2. Customer Relationship & Account Expansion:

- Build deep, long-term relationships with plant process, engineering, utility, maintenance, and procurement teams.

- Conduct regular customer visits to ensure retention, engagement, and trust-building.

- Drive repeat business through proactive issue resolution and reliable service delivery.

- Understand customer pain points and recommend suitable filtration-based solutions.

3. Team Leadership & Performance Management:

- Lead, mentor, and manage a team of Area Sales Executives.

- Set clear KPIs and conduct regular performance reviews.

- Enforce CRM discipline and drive strong sales hygiene practices.

- Create a culture of accountability, customer obsession, and predictable execution.

4. Technical & Application Understanding:

- Learn and apply fundamentals of filtration (DP, flow, micron rating, chemistrymedia behavior) in customer conversations.

- Coordinate with the technical support team for trials, application queries, and testing requirements.

- Conduct basic product demos and technical presentations as needed.

5. Operations, Planning & Coordination:

- Collaborate with production, warehouse, logistics, and dispatch teams to ensure timely deliveries.

- Accurately forecast zonal demand and maintain visibility of open orders.

- Track collections, ageing, stock levels, and dispatch planning for the zone.

- Ensure clean and accurate documentation for management reviews.

6. Reporting & MIS Discipline:

- Submit weekly and monthly reports including funnel updates, customer activity, revenue forecasts, and key actions.

- Maintain accurate CRM entries and ensure team adherence.

- Provide clear insights on customer health (growing, stable, declining).

Required Experience:

12-15 years of experience in B2B industrial sales, preferably in:

- Industrial consumables (valves, pumps, pipes, etc.)

- Water treatment equipment or consumables

- Pharma equipment or utility solutions

- Chemical/process equipment OR any strong B2B sales background with proven sales leadership capability

- Experience managing a small sales team.

- Proven ability to handle direct industrial customers with regular field travel.

- Strong relationship-building skills with plant-level stakeholders.

Education:

- Bachelors degree in Mechanical/Chemical Engineering (preferred but not mandatory).

- MBA in Sales/Marketing is an added advantage.