Kisco Castings - Regional Manager - Domestic Sales - North

Role Purpose

The Regional Manager - North will be responsible for driving domestic sales growth, managing key accounts, and developing new business across North India, aligned with KISCO's product portfolio and growth strategy.

The role is execution-focused with strong ownership of:

- Revenue generation

- Customer development

- Collections discipline

- Market intelligence

This position acts as the frontline commercial owner for the region, translating company strategy into order booking, customer expansion, and realization improvement.

Geographical Coverage

Punjab, Haryana, Delhi/NCR, Himachal Pradesh, Rajasthan, Uttar Pradesh, Uttarakhand

Role Ownership Split

- 40% - Existing customer growth & key account management

- 40% - New business development (OEMs, PSUs, emerging sectors)

- 20% - Collections, coordination & execution discipline

Key Responsibilities

1. Revenue Growth & Order Booking

- Achieve regional sales targets aligned with the company growth plan.

- Drive volume as well as realization improvement across product categories:

- Alloy & special steel bars

- Open-die forgings

- Q&T products

- Bright bars & machined components

- Ensure balanced mix of spot and long-term business.

2. Key Account Management

Manage and grow relationships with:

- OEMs (auto, engineering, energy, mining)

- Railways & defence factories

- Tier-1 and Tier-2 customers

Increase share of business within existing customers through:

- Application expansion

- Product mix improvement

- Regular engagement with technical and purchase teams

3. New Business Development

Identify and onboard new customers across target sectors:

- Heavy engineering

- Railways

- Defence suppliers

- Oil & Gas / Energy

Support customer approvals in coordination with:

- Metallurgy

- Quality

- Production teams

- Actively track RFQs, trials, and conversion to orders.

4. Pricing & Commercial Discipline

- Prepare and negotiate quotations aligned with company pricing strategy.

Ensure:

- Minimum margin thresholds are maintained

- Commercial terms are clearly defined

- Escalate deviations to VP Sales where required.

5. Credit Control & Collections Ownership

- Carry ownership of collections for customers handled.

- Ensure adherence to agreed credit terms.

- Flag high-risk customers proactively.

- Coordinate closely with Finance for overdue recovery.

6. Sales Execution & Coordination

Coordinate with production, planning, and logistics teams for:

- Order execution

- Dispatch schedules

- Delivery commitments

- Ensure proactive communication with customers on timelines and issues.

7. Market Intelligence & Reporting

Track:

- Competitor pricing and positioning

- Customer demand trends

- Sectoral opportunities

Provide structured inputs to VP Sales on:

- Market developments

- Pricing trends

- Customer risks

8. CRM & Process Discipline

Maintain accurate and updated data in CRM:

- Pipeline

- RFQs

- Customer interactions

Participate in:

- Weekly reviews

- Monthly performance tracking

- Ensure forecast accuracy and visibility.

Success Metrics (KPIs)

- Achievement of regional revenue targets

- Growth in existing customer business

- New customer acquisition & conversion rate

- Improvement in realization (?/kg)

- Reduction in overdue receivables

- RFQ-to-order conversion ratio

- Customer satisfaction & repeat business

Candidate Profile

- 8-10 years of B2B sales experience in steel / metals / manufacturing

- Strong exposure to OEM and industrial customers in North India

- Experience in long products / forgings / alloy steels preferred

- Proven track record in new business development and account growth

- Strong negotiation and commercial acumen

- Hands-on, execution-driven mindset

- Comfortable with travel and on-ground engagement

Key Traits Required

- High ownership and accountability

- Strong follow-up and execution discipline

- Commercial sharpness (pricing + credit awareness)

- Ability to work cross-functionally with production and quality

- Hunger for growth and market penetration

Why This Role is Critical

This role is the execution backbone of KISCO's domestic growth.

The Regional Manager will directly influence:

- Revenue scale-up from ?250 Cr ? ?500 Cr

- Customer diversification

- Working capital discipline

- Market penetration in North India