Head - RISE - Sales and Strategy Execution (B2B Sales)

Job Title: Head RISE (Revenue, Innovation & Strategy Execution)

Location: Pune / Satara (Preferred)

Experience: 6–8 years in B2B capital equipment / agri-tech / industrial machinery

Qualification: BE, MBA is preferred

Sector: Industrial Machinery Services, Process or Agricultural Equipment

Reporting to: CEO

Role Overview

The Head of RISE will act as the growth architect and team leader for the organization, driving Revenue growth, Innovation, and Strategic Execution to double the company's revenue within 3 years.

This is not an individual contributor role. The Head of RISE will build and lead a cross-functional team spanning sales, marketing, product innovation, partnerships, and operations.

By integrating these functions into one unified growth engine, the Head of RISE will ensure the company sustains technology leadership, penetrates new markets, strengthens manufacturing execution, and scales revenue predictably.

Key Responsibilities & KPIs

1. Pipeline Expansion & Market Coverage

• Drive 3-year territory expansion plan across India to achieve 50% YoY growth in qualified prospects.
• Oversee account planning for Top 50 customers.
• Identify and pursue 34 new geographies or market segments annually.
• KPIs: Sales funnel depth, annual qualified prospect growth, market coverage ratio.

2. Demo & Proof of Concept Conversion

• Develop and implement a demo-to-deal playbook to achieve 1 in 3 demo conversion to orders.
• Standardize demo protocols, ROI presentations, and case studies.
• KPI: Lead-to-Negotiation ratio.

3. Negotiations, Closure & Revenue Accuracy

• Set up stage-gated funnel reviews and probability-based forecasting.
• Maintain 3x pipeline coverage to de-risk targets.
• Oversee bid management for high-value projects/tenders.
• KPIs: Order intake, forecast accuracy, win rate.

4. Demand Generation & Lead Management

• Drive data-driven marketing campaigns with integrated CRM tracking.
• Define MQL/SQL frameworks and monitor campaign ROI.
• KPI: SQLs generated per quarter.

5. Brand Strategy & Market Positioning

• Approve and monitor marketing budgets aligned with 3-year business goals.
• Position the company as a technology leader via events, whitepapers, and campaigns.
• KPIs: Market share, brand awareness index.

6. New Product Launch & Market Expansion

• Build product launch roadmaps and GTM strategies with cross-functional teams.
• Monitor post-launch adoption and revenue contribution.
• KPIs: New product revenue contribution, cross-sell ratio.

7. Alliances, Partnerships & Ecosystem Building

• Develop partnerships with OEMs, distributors, and technology collaborators.
• Represent the company in industry forums, boards, and associations.
• KPIs: Partnership-driven revenue %, channel expansion index.

Core Competencies & Skills

• Team Leadership & People Development – Ability to build and lead cross-functional teams.
• B2B Sales & Business Development – Strong domain experience in capital equipment / agri-tech / industrial machinery.
• Process Discipline & Execution Rigor – Drive institutionalization of sales and operational processes.
• Innovation & Product Launch Management – Track record of launching and scaling new products.
• CRM & Data Analytics Proficiency – Competence in sales analytics and CRM systems.
• Negotiation & Deal Closure – Strong commercial acumen and customer-centric deal making.
• Marketing & Demand Generation – Multi-channel campaign planning and brand positioning.
• Alliance & Ecosystem Development – Building value-driven partnerships and industry networks.