Technical Sales Head

Job Summary:
The Sales Head will be responsible for leading and managing all aspects of the sales process, from initial customer engagement and requirement gathering to proposal submission, project handover, and post-sales tracking. This role requires a strategic leader with a strong technical background, exceptional negotiation skills, and a proven ability to drive sales growth, manage complex projects, and lead cross-functional teams. The Sales Head will also be responsible for ensuring customer satisfaction, maintaining compliance standards, and providing accurate sales reports.

Key Responsibilities:

1. Sales Strategy & Leadership:

• Develop and execute a robust sales strategy to achieve aggressive sales targets and market penetration.
• Monitor and validate the quality and effectiveness of marketing handover, ensuring alignment between marketing and sales efforts.
• Lead, mentor, and manage a team of sales professionals to optimize performance and achieve departmental goals.

2. Customer Engagement & Relationship Management:

• Oversee and manage all sales documentation, ensuring accuracy, completeness, and proper record-keeping.
• Sign Non-Disclosure Agreements (NDAs) and other confidentiality documents with customers, safeguarding sensitive information.
• Lead the requirement gathering process from customers, meticulously understanding their needs, challenges, and objectives.
• Conduct comprehensive customer visits to gather detailed project information and foster strong client relationships.
• Front-end interactions with customers throughout the entire sales cycle, acting as the primary point of contact.

3. Proposal Development & Submission:

• Conduct thorough feasibility studies of customer requirements and Request for Quotations (RFQs), assessing technical and commercial viability.
• Prepare comprehensive budgetary proposals and submit them to customers, outlining the scope, cost, and timelines.
• Develop detailed technical and commercial documents that accurately reflect the proposed solution.
• Submit proposals to customers and meticulously manage all revisions, ensuring clarity and mutual understanding.
• Work closely with internal teams to determine accurate material costing and resource efforts costing for proposals.
• Define clear and favourable payment terms for all proposals and contracts.
• Validate and meticulously verify all proposals before submission to customers, ensuring accuracy, completeness, and adherence to company standards.

4. Project Handover & Support:

• Acknowledge customer upon receipt of Purchase Orders (POs), initiating the project execution phase.
• Prepare and hand over comprehensive documentation to the Development Team, ensuring a smooth transition from sales to execution.
• Provide ongoing support to the Development Team during project execution, acting as a liaison between the customer and the internal team.
• Track project scope, timelines, and costs to ensure alignment with original proposals and customer expectations.
• Communicate proactively with customers regarding any change requests, ensuring transparency and managing expectations.
• Implement and manage a robust change request management process, documenting all changes and their impact.

5. Post-Sales & Compliance:

• Oversee payment follow-up processes to ensure timely collection of dues.
• Receive Project Sign-off and Closure Documents from the Development Team, formalizing project completion.
• Monitor and generate regular sales tracking reports, analyzing performance, identifying trends, and forecasting future sales.
• Ensure all sales processes and documentation adhere to ISO and other relevant compliance standards.

Qualifications:

• BE/B.Tech. Degree required.
• Proven experience 15+ years in a senior sales role from Automation & Robotics field.
• Experience managing cross-functional teams, including Designers, Controls Engineers, Purchase, and Project Management.
• Strong technical aptitude with the ability to understand complex engineering requirements.
• Excellent negotiation, communication, and presentation skills.
• Proven ability to manage complex sales cycles and build strong client relationships.
• Demonstrated experience in preparing comprehensive technical and commercial proposals.
• Strong financial acumen, including experience with costing and defining payment terms.
• Proficient in CRM software and sales reporting tools.
• In-depth knowledge of ISO and other relevant compliance documentation.
• Willingness to travel extensively as required to meet business objectives.
• Strategic thinker with a strong execution focus and a results-oriented approach.