Job Description

Location:

Mumbai (field + office)

Function:

Sales / Key Account Management

Experience:

2-5 years (minimum 2 years in

Home & Personal Care (HPC)

,

Flavours & Fragrances (F&F)

, or closely related specialty chemicals)

Reporting to:

Commercial Head / Country Sales Lead

Travel:

~30-40% domestic; occasional international as needed

Purpose of the Role

Own revenue and gross?margin delivery by building pipelines, acquiring new customers, expanding key accounts, and developing new product lines across assigned territories.

What You'll Do

Revenue & Margin

Deliver annual revenue and

gross margin

targets for your territory/product portfolio. Build and execute quarterly sales plans with clear forecasts and gap-to-goal actions.

Lead Generation & New Business

Generate and qualify leads; convert into opportunities using a structured sales process (MQL ? SQL ? Proposal ? Win/Loss). Prospect new segments/regions and run targeted campaigns with Marketing/BD.

Relationships & KAM

Develop multi-level relationships (user, procurement, technical, leadership) at strategic accounts. Build and run

Account Plans

with quantified growth drivers, cross-sell/upsell motions, and renewal strategies.

Product Line Development

Identify customer needs; coordinate with Technical/Operations for trials, sampling, and scale-up. Launch new SKUs/chemistries into existing accounts; track trial-to-adoption conversion.

Geography Expansion

Map white spaces; create entry theses for new cities/countries with channel/customer targets and regulatory checkpoints.

Receivables Management

Maintain DSO within credit terms; partner with Finance on dispute resolution and payment plans.

Process & Reporting

Maintain CRM hygiene (pipeline coverage, stage velocity, forecast accuracy). Prepare monthly business reviews (revenue, GM, wins/losses, pricing actions, risks).
What You'll Bring

Must-have:

?2 years in

HPC/F&F

or similar specialty chemicals (formulations, ingredients, or performance additives). Proven track record in B2B technical sales/KAM with multi-stakeholder selling. Working knowledge of customer quality/regulatory expectations in HPC/F&F; comfort engaging Technical/QA for specs and approvals. Strong negotiation, pricing discipline, and GM thinking. Proficiency with

CRM

(Salesforce/Zoho), Excel, and basic financial math (price-cost-freight; GM%). Degree in Chemical Engg/Chemistry/Pharma or Business; MBA preferred but not mandatory.
Job Type: Full-time

Projected Total Compensation: Up to ₹1,900,000.00 per year

Application Deadline: 29/09/2025