Job Description

The National Sales Manager (B2B) is responsible for driving pan-India industrial sales through direct customer engagement and channel partners. The role focuses on key account management, solution-based selling, long-term contracts, application-driven sales, and achieving volume, value, and margin targets. This is a hands-on B2B sales leadership role, not a consumer or brand marketing role.

Key Responsibilities

1. B2B Sales & Revenue Ownership

Own and deliver pan-India B2B sales targets (volume, value, margins, EBITDA).

Drive contract-based, repeat, and application-led sales with industrial customers.

Build and manage a strong opportunity pipeline and accurate sales forecasts.

Meet gross margin and targets

2. Key Account Management (Core Focus)

Lead key account strategy for large industrial customers (coatings, Printing, Inks, Plastic, pigments & allied industries).

Develop long-term relationships with procurement, technical, and decision-making stakeholders.

Negotiate commercial contracts, pricing, credit terms, and annual rate agreements within approval matrix.

3. Channel & Institutional Sales

Manage and grow B2B channel partners / distributors where applicable.

Ensure distributor alignment with company strategy, pricing discipline, and service levels.

Balance direct institutional sales vs channel sales for optimal coverage and profitability.

4. Technical & Solution Selling

Work closely with Technical / R&D teams for customer trials, sampling, approvals, and trouble-shooting.

Support product customization and application development based on customer needs.

Ensure smooth conversion from trials to commercial orders.

5. Sales Team Leadership

Lead, mentor, and review regional sales managers and field sales teams.

Define KRAs, targets, and review mechanisms for the sales team.

Drive a culture of customer focus, discipline, and performance ownership.

6. Pricing, Margins & Working Capital

Drive ASP improvement, margin protection, and cost-to-serve optimization.

Monitor receivables, credit exposure, and inventory movement with Finance team.

Recommend pricing actions based on market, competition, and input cost movements.

7. Market Intelligence & Growth

Track industry trends, competitor activity, customer buying patterns, and emerging applications.

Identify new B2B segments, geographies, and high-potential customers.

Build a pipeline for future growth through approvals and long-term contracts.

8. Enabling Marketing Effectiveness

Partner closely with the Marketing function to co-create and execute a robust annual and quarterly marketing calendar, ensuring optimal impact and ROI on marketing investments.

Drive seamless execution of marketing initiatives in the field by aligning the entire sales hierarchy with marketing priorities and campaigns.

Establish mechanisms to track, measure, and evaluate the effectiveness of marketing activities, providing structured feedback and insights to continuously improve marketing outcomes.

9. Digitization & Sales Enablement

Identify, evaluate, and implement appropriate digital sales tools and platforms to enhance sales productivity, pipeline visibility, and customer engagement.

Foster a data-driven sales culture by enabling effective use of CRM, dashboards, and analytics, and leveraging insights to drive decision-making, performance improvement, and achievement of business objectives.

10. Reviews & Governance

Establish structured sales MIS, pipeline reviews, and monthly performance dashboards.

Present sales performance, risks, and growth initiatives to top management.

Ensure compliance with company policies, commercial controls, and ethical standards.

Qualifications & Experience

Graduate / Postgraduate in Chemistry / Science (MBA preferred).

12-18 years of experience in B2B industrial sales within specialty chemicals / pigments / coatings / construction chemicals.

Proven experience in key account management, institutional sales, and technical selling.

Experience in mid-sized or growth-stage manufacturing organizations preferred.

Job Type: Full-time

Pay: ₹100,000.00 - ₹200,000.00 per month

Benefits:

Health insurance Provident Fund
Work Location: In person