Zonal Business Head - Pharma Equipment

Description:

- Revenue Ownership (Farmer-first focus)

- Deliver monthly, quarterly, and annual revenue targets for your zone.

- Grow business within existing and new key customers through consistent engagement and value-based selling.

- Identify upsell/cross-sell opportunities across the customer's process lines and utilities.

- Maintain healthy margin discipline as per company guidelines.

- Customer Relationship & Account Expansion

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

- Conduct regular customer visits to strengthen trust and ensure retention.

- Drive repeat business by solving customer issues proactively and ensuring reliable supply.

- Understand customer pain points and recommend suitable filtration solutions.

- Team Leadership & Performance Management

- Lead a small team of Area Sales Executives.

- Set clear KPIs, review day-to-day performance, and enforce CRM discipline.

- Coach the team on customer follow-ups, product knowledge, and sales hygiene.

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

- Technical & Application Understanding

- Learn filtration basics (DP, flow, micron rating, chemistry-media behaviour) and apply them in customer discussions.

- Liaise with Gopani's technical support team for trials, testing, and application-specific queries.

- Conduct basic product demos and technical presentations when required.

- Operations, Planning & Coordination

- Work closely with production, dispatch, warehouse, and logistics to ensure timely deliveries.

- Forecast zonal demand accurately and maintain visibility of open orders.

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

- Maintain clean documentation and reporting for management reviews.

- Reporting & MIS Discipline

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

- Maintain accurate CRM entries and ensure team compliance.

- Provide clear insight into customer health (growing, stable, declining).

Required Experience:

- 7+ years in B2B industrial sales, preferably in:

- Industrial consumables (valves, pumps, pipes)

- Water treatment equipment/consumables

- Pharma equipment/utility solutions

- Chemical/process equipment

- Or any strong B2B background with excellent sales leadership capability

- Experience managing a small sales team and handling direct industrial customers.

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

- Hands-on field sales experience with regular travel.

Education:

- Bachelor's degree in mechanical/chemical engineering (preferred, not mandatory).

- MBA in Sales/Marketing is an advantage.

Skills and Competencies:

- Strong follow-up discipline and customer ownership.

- Ability to manage 30-80 active accounts efficiently.

- Good understanding of technical selling (trainable on filtration).

- Team leadership, coaching ability, and performance management.

- Strong communication, negotiation, and problem-solving skills.

- Proficiency with CRM/ERP tools and MS Office.

Success Indicators (KPIs):

- Revenue achievement for the zone.

- Year-on-year growth within existing accounts.

- Customer retention and satisfaction.

- Team performance & CRM hygiene.

- Forecast accuracy and reduced last minute firefighting.

- Timely collections and minimal ageing.