Head of Sales and Strategy

JOB DESCRIPTION Head – Sales Strategy & Business Growth
Department Sales & Business Development Reporting To CEO / Chief Business Officer Location As per business requirements Employment Type Full-Time
# 1. Position Overview
The Head – Sales Strategy & Business Growth will lead the company’s sales strategy, revenue growth, profitability, and geographical expansion. The role will build a scalable sales organisation, establish predictable revenue systems, and take end-to-end ownership of committed business targets. The position will drive the company’s ambition of reaching ₹50 Crore per month in Phase 1 and ₹100 Crore per month in Phase 2, while maintaining focus on EBITDA, PBT, and sustainable growth.
# 2. Key Responsibilities

A. Sales Strategy & Revenue Planning

- Develop and execute sales strategies to achieve monthly, quarterly, and annual revenue targets.
- Prepare detailed, executable month-on-month revenue plans with clear actions, timelines, owners, and milestones.
- Translate company targets into state-wise, city-wise, category-wise, and SKU-wise plans.
- Build predictable revenue streams and maintain consistent month-on-month growth.
- Own committed revenue numbers and drive timely achievement while protecting business profitability.

B. Hub Sales Operations

- Lead and standardise hub-level sales operations, including daily planning, target allocation, team deployment, and execution tracking.
- Define hub-wise roles, responsibilities, sales SOPs, reporting routines, and performance expectations.
- Monitor hub productivity, sales conversion, inventory coordination, and operational bottlenecks; drive timely corrective actions.
- Ensure consistent implementation of hub policies and coordination between hub teams, field sales, and central functions.

C. Sales Performance & Team Management

- Implement daily, weekly, and monthly sales reviews with clear KRAs, KPIs, and accountability.
- Build and manage state-wise ground teams, defining structures, manpower requirements, and reporting lines.
- Develop regional leaders, city managers, and field teams; establish a culture of ownership, discipline, and ethical conduct.

D. Market Demand & New Segment Entry

- Understand emerging market demand, customer needs, buying behaviour, and competitive activity across target geographies.
- Assess new market segments and prepare entry plans covering opportunity size, target customers, channels, pricing, resources, and timelines.
- Conduct geography-wise market mapping and potential analysis to prioritise cities, territories, and customer segments.

E. New Product & SKU Strategy

- Identify upcoming demand and evaluate opportunities for new products and SKUs.
- Develop go-to-market plans for new launches, including target segments, positioning, pricing, channel strategy, launch activities, and sales targets.
- Prepare product-level P&L assumptions covering cost, pricing, margins, sales volume, operating expenses, and break-even expectations, in coordination with Finance and Product teams.
- Define product strategy across launch, market penetration, portfolio mix, and scale-up; track SKU-wise performance and refine plans based on market response.

F. Marketing, Telecalling & Sales Support

- Develop integrated ground and online marketing strategies aligned with city-wise and product-wise sales plans.
- Define how field marketing, digital campaigns, lead generation, and dealer-level activities will contribute to revenue.
- Build a structured telecalling model for lead follow-up, customer engagement, appointment generation, conversion, and post-sale support.
- Define workflows, team responsibilities, scripts, lead allocation, service levels, and performance tracking for telecalling sales and support.
- Ensure coordination between marketing, telecalling, field sales, and customer support to improve lead conversion and customer experience.

G. Dealer Acquisition & Channel Management

- Identify, source, and develop relationships with potential dealers and distributors in target markets.
- Build a smooth and standardised dealer onboarding process, including screening, documentation, commercial approval, system setup, product orientation, and activation.
- Develop dealer and distributor policies covering appointment, commercial terms, order management, support, and performance review.
- Build backend support for dealers and sales teams to resolve operational issues and enable repeat business.

H. Sales P&L, Pricing & Business Profitability

- Own sales-related financial performance, including revenue, margins, operating expenses, and profitability.
- Monitor sales contribution to EBITDA and PBT in coordination with Finance; ensure growth is supported by financial discipline.
- Track competitor pricing and market movements and develop pricing and positioning strategies that balance competitiveness and margins.
- Review region-wise, channel-wise, category-wise, and product-wise profitability and take corrective action.

I. Revenue Scaling & Business Roadmap

- Develop and execute a phased roadmap to achieve the company’s revenue milestones.
- Identify the people, dealer network, marketing, operational infrastructure, and resources required to scale.
- Conduct regular reviews of revenue, profitability, and execution gaps and implement corrective measures.

# 3. Key Business Targets
Phase 1 ₹50 Crore per month Phase 2 ₹100 Crore per month
# 4. Key Performance & Accountability Parameters
Performance Area Expected Outcome Revenue achievement Achievement of committed monthly revenue targets Revenue predictability Executable plans and consistent month-on-month growth Profitability Sales contribution to EBITDA and PBT Hub operations Hub-wise execution, productivity, and process adherence Market expansion New segment entry and city/state-wise growth Product scaling Successful launch and profitable growth of new products/SKUs Marketing & conversion Ground/online lead generation and telecalling conversion/support Channel development Potential dealer sourcing, onboarding, activation, and retention Governance Implementation of SOPs and ethical sales practices
# Overall Role Expectation
Complete ownership of the sales function—from market understanding and strategy to hub operations and ground-level execution—with accountability for committed revenue, predictable growth, product and channel expansion, and the function’s contribution to the company’s bottom line.