Sales Head (B2C)

# JOB DESCRIPTION

## HEAD OF SALES – CONSTRUCTION EQUIPMENT

**Company:** Powertech Equipment Pvt. Ltd.

**Department:** Sales

**Position:** Head of Sales / Sales Head

**Reporting To:** Managing Director

**Location:** South Gujarat

**Industry:** Construction & Infrastructure Equipment

### 1. JOB PURPOSE

The Head of Sales will be responsible for leading and managing the complete sales function of Powertech Equipment Pvt. Ltd. The role will focus on achieving sales and revenue targets, developing new customers and markets, managing the sales team, improving market share, strengthening customer relationships, and ensuring healthy collections.

The Sales Head will be responsible for sales of construction equipment including Case,Ajax,Tadano And Metso , along with developing new business opportunities across South Gujarat.

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### 2. KEY RESPONSIBILITIES

#### A. Sales Target & Business Development

* Prepare annual, quarterly and monthly sales plans.

* Achieve assigned sales volume, revenue and profitability targets.

* Develop business plans for each territory and product segment.

* Identify new markets, customers and applications for construction equipment.

* Generate new leads through direct market visits, references, contractors, infrastructure companies and channel partners.

* Develop large institutional, corporate and project customers.

* Monitor competitors, their pricing, products, schemes and market activities.

* Increase Powertech's market share in the assigned territory.

#### B. Sales Team Management

* Lead, guide and motivate the entire sales team.

* Set individual monthly and quarterly targets for sales executives.

* Conduct regular sales review meetings.

* Monitor daily customer visits, enquiries, quotations, demonstrations and order pipelines.

* Ensure proper follow-up of every enquiry until conversion.

* Identify underperforming sales personnel and take corrective action.

* Train the sales team on product knowledge, applications, competitor products and sales techniques.

* Develop a strong and accountable sales culture.

#### C. Customer & Market Development

* Maintain relationships with key customers and major accounts.

* Personally handle important and high-value customers.

* Visit major customers along with sales executives whenever required.

* Develop relationships with contractors, builders, infrastructure companies, RMC companies, road contractors, mining customers, industrial customers and government/project-related customers.

* Identify upcoming infrastructure and construction projects.

* Build a database of potential customers and applications.

* Ensure regular customer feedback is communicated to management.

#### D. Product & Application Sales

The Sales Head should have strong understanding of:

* Backhoe Loaders

* Excavators

* Wheel Loaders

* Motor Graders

* Self-Loading Concrete Mixers

* Concrete equipment

* Other construction equipment handled by Powertech

The Sales Head must ensure that the sales team sells based on **customer application and total value**, rather than competing only on price.

#### E. Pricing & Commercial Management

* Prepare and review quotations.

* Ensure pricing is within company-approved guidelines.

* Negotiate with customers while protecting company margins.

* Obtain approval for special pricing, discounts and commercial terms wherever required.

* Monitor competitor pricing.

* Ensure proper documentation before order confirmation.

* Coordinate with management, finance and OEMs for special commercial cases.

#### F. Finance & Collection

* Ensure timely collection of customer outstanding amounts.

* Monitor receivables customer-wise and salesperson-wise.

* Ensure sales are not made without proper credit assessment and approval.

* Coordinate with accounts/finance for payment follow-up.

* Review overdue accounts regularly.

* Take corrective action on customers with delayed payments.

* Maintain a healthy balance between sales growth and cash flow.

#### G. Sales Pipeline Management

The Sales Head must maintain a clear pipeline covering:

**Lead → Qualification → Customer Visit → Application Study → Demonstration → Quotation → Negotiation → Finance → Booking → Delivery → Payment**

* Review pipeline every week.

* Maintain realistic probability of conversion.

* Identify lost opportunities and reasons for loss.

* Ensure no serious enquiry remains without follow-up.

* Prepare monthly sales forecasts for management.

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### 3. DAILY / WEEKLY / MONTHLY RESPONSIBILITIES

**Daily**

* Review sales team's activities.

* Check new enquiries and important follow-ups.

* Monitor hot prospects and pending quotations.

* Review major customer payments and issues.

* Support sales executives in important negotiations.

**Weekly**

* Conduct sales review meeting.

* Review territory-wise performance.

* Review pipeline and expected orders.

* Review competitor activities.

* Review overdue payments.

* Prepare action plan for weak territories/products.

**Monthly**

* Review target vs. achievement.

* Review salesperson-wise performance.

* Review product-wise and territory-wise sales.

* Review gross margin.

* Review collection performance.

* Prepare next month's sales strategy.

* Submit MIS/report to the Managing Director.

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### 4. KEY PERFORMANCE INDICATORS (KPIs)

The Sales Head will be evaluated on:

| KPI           | Measurement                  |

| ------------------------ | --------------------------------------------- |

| Sales Target Achievement | % of monthly/quarterly/annual target achieved |

| Revenue Growth      | Year-on-year growth              |

| Gross Margin       | Actual vs. budget               |

| Market Share       | Territory/product-wise growth         |

| New Customer Acquisition | Number of new active customers        |

| Enquiry Conversion    | Lead-to-order conversion %          |

| Sales Pipeline      | Minimum required qualified pipeline      |

| Collection        | Collection achieved vs. due          |

| Outstanding Control   | Reduction in overdue receivables       |

| Team Productivity    | Salesperson-wise achievement         |

| Customer Retention    | Repeat business/customer satisfaction     |

| Forecast Accuracy    | Forecast vs. actual sales           |

| Lost Order Analysis   | Reasons and corrective action         |

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### 5. AUTHORITY & DECISION-MAKING

The Sales Head will have authority to:

* Allocate sales targets to team members.

* Allocate territories and customer responsibilities.

* Review and approve routine sales activities within company policy.

* Recommend pricing and discount structures to management.

* Recommend credit limits and payment terms.

* Recommend appointment or replacement of sales personnel.

* Take corrective action for poor sales performance.

* Escalate major customer, commercial and collection issues to the Managing Director.

**Any pricing, discount, credit or commercial decision outside approved company limits must receive MD approval.**

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### 6. REQUIRED QUALIFICATION & EXPERIENCE

**Qualification:**

* Graduate degree preferably in Business Administration, Marketing, Mechanical Engineering, Automobile Engineering or related field.

* MBA in Sales/Marketing will be an advantage.

**Experience:**

* 8–15 years of relevant sales experience.

* Minimum 3–5 years in a sales management/leadership role.

* Experience in construction equipment, heavy equipment, automotive, industrial equipment or capital goods preferred.

* Strong knowledge of the Gujarat construction equipment market will be an advantage.

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### 7. REQUIRED SKILLS

* Strong leadership and team management

* Excellent communication and negotiation skills

* Customer relationship management

* Sales planning and forecasting

* Market intelligence

* Commercial understanding

* Collection and receivable management

* Strong analytical and reporting skills

* Ability to work under targets and pressure

* Strong field-oriented approach

* Good knowledge of MS Excel, CRM and reporting systems

* Ability to understand equipment applications and customer requirements

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### 8. EXPECTATIONS FROM THE SALES HEAD

The Sales Head is expected to:

1. **Own the sales number.**

2. Build a strong and disciplined sales team.

3. Maintain a healthy sales pipeline at all times.

4. Increase Powertech's customer base and market share.

5. Develop new territories and applications.

6. Improve conversion of enquiries into orders.

7. Protect company margins while achieving sales.

8. Ensure timely collection along with sales.

9. Maintain strong relationships with major customers and OEMs.

10. Provide accurate sales forecasting to the MD.

11. Take immediate corrective action when targets are falling behind.

12. Develop future sales leaders within the organization.

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### 9. REPORTING

The Sales Head will report directly to the **Managing Director** and will submit:

* Daily/weekly sales activity report

* Weekly pipeline report

* Monthly target vs. achievement report

* Territory-wise sales report

* Product-wise sales report

* Customer-wise enquiry report

* Collection/outstanding report

* Competitor activity report

* Lost order analysis

* Monthly sales action plan

* Next-month sales forecast

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### 10. SUCCESS PROFILE

A successful Sales Head at Powertech should be a **field-oriented business leader**, not only an office-based sales manager.

The person should be capable of independently managing:

**People + Customers + Sales + Pricing + Market Development + Collections + OEM Coordination + Business Strategy**

The ultimate objective is to make Powertech Equipment Pvt. Ltd. a **stronger and more profitable construction equipment dealership in South Gujarat**, while consistently achieving sales, margin and collection targets.

**Performance will be measured primarily by business results, team productivity, customer development, profitability and collection discipline.**