Thermax Ltd.—Head Regional Sales - Chennai

Job description

Description: 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.