Head of Sales – India

Job Title

Head of Sales – India & Export Markets

Location

Gurgaon / Delhi NCR (with significant travel across India and abroad)

Role Summary

As the Head of Sales, you will lead BluPrints' domestic and export sales operations. You will build, mentor, and manage a high-performance sales team responsible for:

Enterprise Customers – banks, electricity boards, hospitals, logistics companies, retail chains, system integrators, fintech companies.

Distribution Channels – developing and expanding a nationwide network of retailers, dealers, and distributors for BluPrints printers.

Government & PSU Accounts – leveraging the Government e-Marketplace (GeM) and public procurement opportunities across departments and organizations.

You will be accountable for revenue growth, market expansion, and establishing BluPrints as the brand of choice for thermal and POS printing solutions.

Key Responsibilities

Strategy & Planning

Develop annual and quarterly sales strategy across enterprise, channel, and government segments.

Conduct detailed competitor analysis across all target verticals and customer categories to identify market gaps and opportunities.

Define go-to-market strategy, channel policies, pricing models, and incentive structures.

Prioritize regions and allocate budgets and manpower based on growth potential.

Customer & Market Development

Ensure customer satisfaction through proactive engagement, escalations handling, and service team coordination.

Gather detailed customer requirements across segments and translate them into actionable inputs for product, marketing, and service teams.

Scout for new use cases and emerging needs in different industries and report to management, recommending new products or features.

Build and manage strategic relationships with key enterprise customers and government decision-makers.

Team Leadership

Recruit, train, and lead a geographically dispersed sales team.

Set clear targets, monitor performance, conduct reviews, and provide mentorship and coaching.

Foster a high-performance, customer-focused culture.

Sales Execution

Enterprise: Drive solution sales to large accounts, negotiate contracts, and grow wallet share.

Distribution: Build and expand dealer/distributor network; ensure channel health, training, and marketing support.

Government: Drive GeM sales and tender participation; ensure timely bid submissions and compliance with procurement processes.

Forecast, track, and achieve revenue and margin goals across all three segments.

Market Intelligence & Feedback Loop

Provide regular feedback to management regarding product improvement opportunities, based on customer experience and competitor offerings.

Collaborate with R&D and product teams to prioritize new feature development and product roadmaps.

Share insights on market trends, pricing dynamics, and technology shifts.

Export Market Development

Identify and develop new international markets.

Appoint distributors and OEM partners in target regions.

Ensure adherence to export regulations and product certifications for each market.

Reporting & Governance

Maintain CRM hygiene, pipeline visibility, and reporting accuracy.

Prepare dashboards on revenue, funnel health, competitor activities, and customer feedback.

Present periodic business reviews to top management.

Key Qualifications & Skills

Bachelor's degree (Engineering, Business, or related); MBA preferred.

6+ years of B2B sales experience, including 3+ years in a national leadership role.

Proven success in enterprise hardware/software sales, channel management, and government/PSU business.

Strong background in competition analysis, customer requirements gathering, and market research.

Experience leading large teams and achieving ambitious revenue goals.

Excellent negotiation, presentation, and stakeholder management skills.

Data-driven with strong analytical and forecasting capabilities.

Ability to travel extensively across India and international markets.

KPIs for Success

Revenue & Margin Growth – achievement of quarterly/annual targets by segment.

Customer Satisfaction – NPS score, repeat business, and reduction in churn.

Enterprise Penetration – number and size of new key accounts onboarded.

Channel Expansion – growth in active distributors/retailers and their contribution to sales.

Government Wins – value of GeM orders and tender successes.

Product Feedback Impact – number of product improvements/new features influenced by market inputs.

Export Growth – new geographies entered and revenue share from international markets.