Roles & Responsibilities:

National Sales Strategy & Revenue Ownership:

- Develop and drive the overall national sales strategy in alignment with the organization's business objectives, growth plans, and long-term vision.

- Own the national sales budget, revenue targets, growth plans, and overall sales performance across regions and channels.

- Translate organizational goals into clear regional, channel, and account-level sales strategies and actionable plans.

- Identify growth levers across existing businesses, new markets, customer segments, products, and geographies.

- Drive sustainable revenue growth while maintaining a strong focus on profitability, contribution margins, and commercial discipline.

Business Development & Market Expansion:

- Identify and build new business opportunities across India, with a strong focus on hospitality, HORECA, institutional, corporate, and strategic B2B segments.

- Develop market-entry strategies for new territories and customer segments and establish the company's presence in high-potential markets.

- Build a robust pipeline of large-value opportunities and personally drive critical opportunities from prospecting through negotiation and closure.

- Explore new business models, partnerships, distribution opportunities, and strategic alliances to accelerate growth.

- Monitor market dynamics, customer trends, competitor activities, pricing movements, and emerging opportunities to continuously strengthen the sales strategy.

Key Account & Strategic Relationship Management:

- Own and strengthen relationships with major national and strategic accounts, including large hotel groups, hospitality chains, institutional customers, and other high-value clients.

- Develop long-term account strategies focused on revenue growth, customer retention, wallet share, cross-selling, and repeat business.

- Personally participate in senior-level customer meetings, commercial negotiations, contract discussions, and strategic business reviews.

- Build strong relationships with CXOs, procurement heads, business heads, and other key decision-makers within strategic accounts.

- Ensure effective resolution of critical customer escalations and maintain high levels of customer satisfaction and retention.

Sales Team Leadership:

- Lead, mentor, and develop the national sales organization, including regional and area sales teams and key account/business development functions.

- Define organizational structure, territories, KRAs, targets, and performance expectations for the sales team.

- Build a high-performance sales culture focused on accountability, customer orientation, collaboration, and consistent execution.

- Identify capability gaps within the team and drive coaching, training, and development initiatives.

- Participate in hiring and succession planning for critical sales leadership positions.

- Conduct regular performance reviews and ensure strong alignment between individual performance and business objectives.

Sales Performance & Governance:

- Establish a structured sales review mechanism covering revenue, target achievement, pipeline, conversion, customer acquisition, retention, and regional performance.

- Review sales performance regularly with regional teams and identify corrective actions wherever required.

- Ensure strong sales forecasting, pipeline management, and visibility of future business.

- Develop and maintain accurate sales forecasts and provide leadership with clear visibility on business outlook and risks.

- Establish appropriate sales KPIs and dashboards to measure productivity and effectiveness across the sales organization.

- Drive accountability for timely closure of opportunities and achievement of monthly, quarterly, and annual targets.

Commercial & Negotiation Management:

- Lead high-value commercial negotiations and ensure business decisions are aligned with revenue and profitability objectives.

- Develop pricing and commercial strategies in coordination with Finance and leadership.

- Ensure appropriate management of discounts, credit terms, margins, and customer-specific commercial arrangements.

- Evaluate large business opportunities from both revenue and profitability perspectives before committing organizational resources.

- Partner with Finance to monitor receivables, outstanding payments, credit exposure, and overall commercial health of key accounts.

Cross-Functional Leadership:

- Work closely with Marketing, Operations, Supply Chain, Finance, Product Development, R&D, and Customer Service teams to ensure seamless execution of customer commitments.

- Provide market and customer insights to Product/R&D and Marketing teams to support new product development and portfolio expansion.

- Partner with Operations and Supply Chain to ensure sales commitments are aligned with production capacity, inventory, quality, and delivery timelines.

- Drive effective internal coordination for onboarding and servicing of large strategic accounts.

- Act as the voice of the customer internally and ensure critical customer requirements are translated into actionable business priorities.

Customer & Market Intelligence:

- Develop a deep understanding of customer needs, industry trends, competitive landscape, and changing market dynamics.

- Build mechanisms for collecting and analyzing customer and market intelligence across regions.

- Identify opportunities for product portfolio expansion, premiumization, cross-selling, and increasing customer share.

- Keep leadership informed about significant market developments, competitive movements, customer risks, and growth opportunities.

Strategic Planning & Leadership:

- Participate in annual business planning, budgeting, and long-term strategic planning for the sales function.

- Contribute to organizational decisions around market expansion, product portfolio, customer segmentation, pricing, and sales investments.

- Present regular business updates, forecasts, market insights, and strategic recommendations to the senior leadership team.

- Take ownership of strategic sales projects and initiatives that contribute to the organization's overall growth.

- Represent the organization at major industry forums, exhibitions, conferences, customer events, and strategic business meetings.

National Growth & Long-Term Business Building:

- Build a scalable national sales organization capable of supporting the company's growth over the long term.

- Develop a strong mix of new customer acquisition, existing account expansion, and customer retention.

- Reduce dependency on individual accounts by building a diversified and sustainable customer portfolio.

- Create a strong succession pipeline within the sales organization and develop future sales leaders.

- Drive the organization towards becoming a preferred and long-term partner for its strategic customers.