Sales Head
bussinesslab
- Navi Mumbai, Maharashtra
- Permanent
- Full-time
Position: Sales Head – Terpene & Industrial Chemicals
Department: Sales & Marketing
Reporting to: CEO / Business Head
Location: Chembur ,Mumbai
Level: Leadership
Purpose of the Role
To lead and scale the sales function for Terpene Chemicals and other industrial chemical products,
driving revenue growth, building high-performance sales teams, expanding market presence across
industries (Home Care, Pharma, Paint, Fragrance), and achieving sustainable profitability.Job Description
Key Responsibility Areas (KRAs) Activities
1 Sales Strategy & Planning - Define sales strategy and GTM (go-to-market) plans.
- Set territory coverage, customer segmentation, and industry priorities.
- Define pricing strategy in alignment with management.
2 Sales Target Achievement - Drive achievement of monthly/quarterly/annual sales targets.
- Manage sales forecasts, pipelines, and performance reviews.
3 Team Leadership & Development - Build and mentor a high-performing sales team.
- Set clear targets, KPIs, and development plans for team members.
- Conduct regular training and capability building.
4 Key Account Management - Personally manage strategic/key accounts.
- Build deep relationships with top customers and decision makers.
- Drive key account profitability and retention.
5 Market Development & Penetration - Identify new markets, segments, and applications for Terpenes
& allied chemicals.- Drive business development initiatives.
- Lead participation in trade shows, industry events, and networking platforms.
6 Cross-functional Collaboration - Work closely with R&D, Production, Quality, Logistics, and
Finance to ensure delivery of superior customer value.
- Provide voice of customer feedback to product and leadership teams.
7 Profitability & Commercial Management - Optimize product mix, pricing, and discounts to drive
gross margin improvement.
- Manage credit terms, collections, and working capital impact.
8 Reporting & MIS - Provide structured reports to leadership on sales performance, pipeline status,
competition, and market trends.
- Maintain high standards of CRM discipline and data accuracy.Attitude
Expected Attitude / Behaviour
Strong business ownership mindset
Strategic and tactical thinking capability
High energy and passion for driving results
Collaborative leadership style
Customer-first orientation
Adaptable and flexible in dynamic environments
Resilient and solution-oriented
High personal integrity and professionalismSkills
Skill Category Expected Skills
Strategic Sales Leadership Building sales strategy, territory planning, market expansion
Sales Management Funnel management, forecasting, pipeline reviewTeam Leadership Coaching, mentoring, performance management
Key Account Management Executive relationship building, value selling
Negotiation & Commercial Acumen Pricing strategy, high-value deal closure
Industry Insight Deep understanding of target industries, trends, and buying behavior
Data-driven Decision Making Use of CRM, data analytics, and reports to drive performance
Cross-functional Collaboration Working across internal departments and external partnersKnowledge
Domain Key Knowledge Areas
Product Knowledge Terpene chemistry, derivatives, applications in Home Care, Pharma, Paints,
Fragrances
Market & Industry Industry structure, value chains, regulatory landscape in target sectors
Customer Segments Key customer segments, decision makers, procurement cycles
Competitive Landscape Key competitors, substitutes, pricing trends
Commercial Management Margins, pricing models, credit management, P&L understanding
Sales Processes Complex B2B sales cycle, consultative selling, solution selling
Regulatory & Compliance Basic knowledge of applicable regulations in target industriesPerformance Measurement Metrics (KPIs)
KPI Category KPI Metric Target / Benchmark
Revenue Growth % revenue growth YoY ≥ 20-25% YoY growth
Target Achievement % achievement of annual sales target ≥ 100% of target
New Business Development % contribution of new customers to total sales ≥ 20% from new
customers
Gross Margin Improvement % improvement in gross margins YoY ≥ 3-5% improvement
Key Account Growth % growth from top 10 key accounts ≥ 15-20%Sales Pipeline Health Pipeline coverage ratio (pipeline / target) ≥ 3X pipeline
Team Performance % of team members achieving ≥ 90% of their targets ≥ 80%
Customer Retention % repeat business from key accounts ≥ 85%
Payment Collection % collections within credit terms ≥ 95% on-time collection
CRM Discipline % timely and accurate updates in CRM 100% complianceSummary Profile of Ideal Candidate
Criteria Profile Summary
Experience 10–15 years in chemical sales, with at least 3–5 years in leadership role
Education B.Sc / B.Tech (Chemistry / Chemical Engg preferred) + MBA (Sales/Marketing) strongly
preferred
Industry Exposure Specialty Chemicals, Fragrance & Flavours, Paints & Coatings, Pharma
Ingredients, FMCG Ingredients
Leadership Experience Proven track record of leading successful sales teams
Languages Proficiency in English + regional languages advantageous
Mobility Willingness to travel extensively (approx. 40-50%) and manage multi-location sales
teams