Director – Sales & Marketing
Shikshakji.com
- Bangalore, Karnataka
- Permanent
- Full-time
(Electrical Panel & Enclosure Manufacturing Industry)
Role Identity & Purpose
Job Title: Director – Sales & Marketing
Department: Sales & Marketing
Reports To: Executive Director/Managing Director
Location: Kaggalipura, Kanakapura Road (Plant-based with market travel)
Travel Requirement: 30–50% (Domestic & Export Markets)
Role Purpose
The Director – Sales & Marketing is responsible for driving profitable revenue growth, market
expansion, and long-term brand positioning in the Electrical Panel & Enclosure industry. The role
exists to align market opportunities with manufacturing capabilities, ensure sustainable order inflow,
strengthen customer relationships, and deliver consistent profitability while maintaining compliance
with IEC 61439 and statutory sales standards.
Contribution to Business Goals
- Revenue growth & profitability (P&L ownership)
- Capacity utilization optimization
- Market expansion (Domestic & Export)
- Customer acquisition & retention
- Brand positioning & industry approvals
- Cash flow improvement through collections discipline
Top Measurable Outcomes
1. Achieve 100%+ of annual sales revenue target with defined gross margin benchmarks.
2. Maintain minimum 3-month confirmed order booking to optimize shop floor utilization.
3. Improve gross margin by strategic pricing and product mix optimization.
4. Achieve ≥ 95% collection efficiency within agreed credit terms.
5. Secure at least 5 new principal / consultant / OEM approvals annually.
6. Expand presence in at least 2 new high-potential market segments or geographies.
7. Reduce sales cycle time through structured pipeline management.
KPIs / Success Metrics
- Annual revenue growth %
- Gross contribution margin %
- Order booking coverage (months)
- Sales forecast accuracy
- Collection efficiency ratio
- New customer acquisition rate
- Repeat order ratio
- Market share growth
- Stabilize order booking to 3-month rolling coverage
- Build structured sales pipeline & CRM discipline
- Strengthen pricing strategy aligned with profitability
- Improve collections discipline
- Identify new vertical expansion opportunities
- Double revenue with sustained margins
- Establish strong export footprint
- Build second-line sales leadership
- Strengthen brand recognition in IEC 61439-compliant panel segment
- Pricing decisions within margin framework
- Customer negotiation & commercial approvals
- Sales team hiring recommendations
- Marketing budget utilization (as approved)
- Market expansion strategy proposals
Technical Competence
- Strong understanding of:
o IEC 61439 Standards
o Electrical Enclosures
o Switchgear integration
- Knowledge of statutory sales compliance (Domestic & Export)
- Understanding of cost structures in manufacturing
- Familiarity with ERP/CRM systems
- Advanced Sales Closing Techniques
- Strategic Pricing & Margin Management
- Market Intelligence & Competitive Analysis
- Financial acumen (P&L understanding)
- Forecasting & Pipeline Management
- Negotiation & Contract Structuring
- Team building & mentoring
- Performance management discipline
- Conflict resolution
- Strategic thinking with operational grounding
- Decision ownership and accountability
Must-Have
- Degree in Electrical or Mechanical Engineering
- 10+ years total experience
- Strong exposure to B2B industrial sales
- Proven revenue track record
- Experience in Electrical Panel / Enclosure manufacturing
- Export market exposure
- Kannada language proficiency
- Age below 50 years (organizational preference)
- High ownership mindset (P&L responsibility)
- Field-oriented and customer-facing leader
- Data-driven decision maker
- Long-term growth mindset (not transactional sales focus)
- Alignment with ethical and compliance-driven sales practices
- Stability-oriented professional
- Strategic yet hands-on
- Transparent communication with leadership
- Strong follow-up & closure discipline
- Accountability for numbers (no target excuses)
- Professional conduct in client interactions
- Collaborative cross-functional engagement
Internal Stakeholders
- Managing Director
- Executive Director
- Production & Operations Team
- Design & Engineering
- Purchase & Supply Chain
- OEMs
- Consultants & Specifiers
- EPC Contractors
- Channel Partners
- Export Customers
- Regulatory Authorities
Review Frequency
- Monthly Revenue Review
- Quarterly Strategic Review
- Annual Performance & Growth Planning
- Stabilized pipeline visibility
- Improved booking-to-production alignment
- Early wins in new approvals
- Revenue scale-up
- Strong second-line leadership
- Strategic expansion contributions
- Financial approvals within board approved pricing policy
- Can negotiate commercial terms within margin guidelines
- Cannot commit production schedules without operations alignment
- Major capital or structural decisions require Executive approval
Career Path
Director – Sales & Marketing → Business Head → Chief Business Officer
Leadership Exposure
- Direct P&L ownership
- Board-level discussions
- Market expansion strategy
- Export business development
This role directly determines company growth trajectory, profitability sustainability, and market
positioning in a competitive IEC-compliant panel market.Requirements Competence Requirements (Capability Fit)
Technical Competence
- Strong understanding of:
o IEC 61439 Standards
o Electrical Enclosures
o Switchgear integration
- Knowledge of statutory sales compliance (Domestic & Export)
- Understanding of cost structures in manufacturing
- Familiarity with ERP/CRM systems
- Advanced Sales Closing Techniques
- Strategic Pricing & Margin Management
- Market Intelligence & Competitive Analysis
- Financial acumen (P&L understanding)
- Forecasting & Pipeline Management
- Negotiation & Contract Structuring
- Team building & mentoring
- Performance management discipline
- Conflict resolution
- Strategic thinking with operational grounding
- Decision ownership and accountability
Must-Have
- Degree in Electrical or Mechanical Engineering
- 10+ years total experience