General Manager, Sales

Job summary

Reporting directly to the Deputy Managing Director, the General Manager, Sales is responsible for leading and managing the sales function of Dextra India.

This role involves defining and executing sales strategies, identifying and securing new business opportunities, and strengthening the company’s market position. This role requires strong leadership skills to drive commercial success, enhance customer relationships, and ensure the team meets and exceeds revenue targets.

Main duties and Responsibilities 1. Sales

• In collaboration with Management and Product Line Managers and Sales team, define and execute a sales strategy for each product line, establishing annual action plans to drive revenue growth across India.
• Work ahead in the sales cycle, identifying stakeholders in major construction projects and securing product specifications to increase market penetration.
• Conduct regular market analysis to identify trends, customer needs, competitor activities, and new business opportunities.
• Expand the current customer network and develop strategic partnerships with key clients, consultants, and contractors.
• Ensure pricing strategies are competitive and aligned with market conditions.

2. Key Account Management & Customer Relations

• Build and maintain effective working relationships with both existing key customers and decision-makers as well as potential clients to foster long-term business partnerships and growth.
• Lead negotiations with major clients, ensuring that contracts are structured for profitability and sustainable business growth.
• Organize and deliver compelling sales presentations to designers, consultants, and contractors involved in targeted projects. Gather insights into their specific needs and project requirements, propose tailored technical and commercial solutions, and strategically position Dextra’s products to secure brand specification and selection
• Provide technical and commercial support to customers, ensuring the correct specification and use of Dextra products in compliance with local and international standards.
• Supervise and enhance customer relationship management (CRM) processes to ensure high levels of customer satisfaction.

3. Team Leadership & Performance Management

• Lead, coach, and develop the sales team by setting clear KPIs, performance objectives, and providing regular training and guidance.
• Provide training and establish guidelines to ensure the team delivers excellent customer service, meets business objectives, and maintains a high level of customer satisfaction.
• Foster a collaborative, high-performance culture within the sales and business development teams, ensuring seamless alignment of commercial strategies and actions across Product Line Managers, the Business Development team, and Regional Sales Teams.
• Ensure the adoption of digitized sales operations, including CRM (Salesforce), automated quotations, and up-to-date forecasting.

4. Sales Operations & Process Optimization

• Ensure seamless sales operations through structured processes, forecasting, and reporting.
• Drive efficiency in prospecting, lead qualification, and sales closing processes.
• Promote seamless and digitized sales prospecting and operations by leveraging CRM, automated costings and quotations, and maintaining comprehensive and up-to-date forecasts.
• Implement financial considerations in contract negotiations, including pricing, payment terms, and revenue management.
• Ensure high levels of forecasting accuracy and sales pipeline management.

5. Market Intelligence & Competitive Benchmarking

• Gather insights on competitors, including pricing, product quality, and service levels.
• Conduct benchmarking of Dextra India’s competition, analyzing market prices, competitor offerings, and overall quality of services to identify areas for differentiation and strategic positioning.
• Identify and act on market trends that impact business opportunities.

6. Revenue & Collection Management

• Ensure achievement of sales targets and budget objectives and growth plan in line with the 5 years strategic group objectives.
• Oversee accounts receivable and collections to maintain strong financial health.

Educational Background:

Bachelor’s or master’s degree in civil engineering, mechanical engineering

Work Experience:

10 to 15 years in sales & business development, with proven experience leading sales teams and managing key accounts in the construction industry