Head Regional Sales - Chennai

Job Title: Head Regional Sales

Location: Chennai

Number of Reportees: 5 to 6

KEY RESPONSIBILITIES:

1. Regional Business & Sales Leadership

• Own and drive the regional sales strategy and Annual Business Plan (ABP) of ₹100-150 Cr+.
• Deliver annual order booking, revenue and profitability targets for the Southern region.
• Develop a comprehensive business plan for the region, covering the complete product mix.
•  Identify growth opportunities across EPC, OEM, capital equipment and industrial projects.
• Drive business growth across existing and emerging industry segments, reducing dependency on any single industry, while developing the assigned region for the complete Heating Direct range of products.
• Monitor sales performance, conversion ratios, order pipeline and forecast accuracy.

2. EPC & Capital Equipment Sales

• Lead EPC/project sales and capital equipment business across the Southern market.
• Identify large projects and high-value opportunities and drive them from enquiry generation to order closure.
• Work closely with Proposal, Engineering, Projects, Service and other internal stakeholders to develop techno-commercial solutions.
• Lead negotiations with customers, consultants, EPC companies and other key stakeholders.
• Ensure effective opportunity management and timely closure of strategic projects.

3. OEM & Product Sales

• Develop and expand OEM sales and strategic partnerships across South India.
• Drive sales of industrial products and solutions including Boilers, Heat Exchangers and related process/heating equipment.
• Identify new applications and industries for existing and new products.
• Work with internal product/technical teams to develop solutions based on evolving customer requirements.
• Build and maintain a strong product enquiry pipeline for future business growth.

4. Key Account Management

• Develop and maintain strong relationships with key accounts, large corporates, OEMs, EPCs and strategic customers.
• Increase wallet share through cross-selling, up-selling and introduction of new products/solutions.
• Personally, engage in critical/high-value accounts and strategic opportunities.
• Understand customer business plans, upcoming projects and investment plans to create a strong opportunity pipeline.
• Ensure high customer satisfaction and strengthen long-term customer relationships.

5. Team Management & Leadership

• Lead, manage and mentor the regional sales team across the Southern market.
• Set individual and team targets and monitor performance against ABP.
• Build sales capability through coaching, field support, product training and customer engagement.
• Guide team members in opportunity development, negotiation and order conversion.
• Identify competency gaps and develop team members for future leadership responsibilities.
• Foster a culture of ownership, collaboration, customer centricity and performance.

6. Market Development & Strategic Growth

• Develop strong understanding of the Southern India industrial market, customer segments and competitive landscape.
• Track competitor products, pricing, manpower movement, projects and market strategies.
• Identify white spaces and new business opportunities across the region.
• Drive market penetration in existing and new industries.
• Identify opportunities for new products, high-capacity equipment and innovative solutions.
• Develop strategies to improve market share and win-back customers from competitors.

7. Pipeline & Business Development

• Maintain a healthy enquiry basket/pipeline of at least 2X the annual order-booking target.
• Drive lead generation, opportunity qualification and conversion.
• Review pipeline regularly and ensure adequate coverage for current and future financial years.
• Develop strategic business plans for major accounts and territories.
• Ensure effective follow-up and minimize order losses.

8. Cross-functional Collaboration

• Collaborate with Engineering, Proposal, Projects, Service, Product, Finance, Supply Chain and other stakeholders to ensure successful order conversion.
• Coordinate resources for large and strategic opportunities.
• Ensure smooth transition of won orders to execution teams.
• Build strong relationships with consultants, EPC partners, franchisees and other channel stakeholders.

QUALIFICATION & EXPERIENCE:

• Educational Qualification:Bachelor's degree in Engineering / Technology is preferred. MBA / PG qualification in Sales & Marketing will be an added advantage.

·Experience (In Years): 15+ Years

KEY SKILLS & ATTRIBUTES:

Technical Skills:Regional Sales Leadership, Strategic Business Development, EPC & Project Sales, OEM & Capital Equipment Sales, Key Account Management, Consultative / Solution Selling, Techno-commercial Negotiation, Market Intelligence & Competition Mapping, Pipeline & Forecast Management, New Product / Market Development, P&L / Commercial Acumen

Soft skills:

Leadership & Team Management, Analytical Thinking & Problem Solving, Customer Relationship Management, Strong Communication & Interpersonal Skills, People Development, Cross functional Collaboration & Supportive Attitude, Accountability & Review Mechanism.