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

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.

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.

Key Business Targets

Phase 1

₹50 Crore per month

Phase 2

₹100 Crore per month

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