Sales Head

Job description

Job Description – Sales Manager

Company: Berlin Machine Corporation

Location: Pune (with travel across India)

Department: Sales & Marketing – Machine Tools Division

Position Overview

We are looking for a dynamic Sales Manager to lead a zonal sales team, drive sales growth, and

ensure alignment with company objectives. This role includes managing a team of sales executives,

finalizing high-value deals, and maintaining customer relationships.

Key Responsibilities

 Lead and motivate the sales team to achieve zonal and organizational sales targets.

 Review daily zone sales dashboards and conduct team meetings for strategy alignment.

 Approve quotations and oversee pricing negotiations for high-value clients.

 Coordinate product demos, exhibitions, and installations with the technical team.

 Visit at least one key customer daily to maintain business relationships and explore

opportunities.

 Analyze team performance, provide guidance, and identify areas for improvement.

 Send daily, weekly, and monthly reports to the Regional Sales Manager.

Key Skills & Competencies

 Leadership and team management skills.

 Strong negotiation and closing ability for high-value contracts.

 Proficiency in CRM and pipeline management.

 Excellent communication and decision-making capabilities.

Performance Metrics (KPIs)

 Team Sales Achievement (%).

 Sales Cycle Duration.

 Customer Retention Rate.

 Training Hours Delivered to Team.

 Zonal Collection Performance (%).

Daily, Weekly & Monthly Work – Sales Roles

Daily Tasks

 Conduct a morning briefing call with the team to review targets.

 Approve quotations and support high-value negotiations.

 Coordinate with service teams for demo and installation schedules.

 Visit at least one key customer daily.

 Monitor daily sales achievements and pipeline updates.

 Submit daily performance summary to Regional Sales Manager.

Weekly Tasks

 Review team performance and individual targets.

 Conduct weekly training and skill-building sessions for team.

 Monitor sales cycle duration and implement steps to reduce delays.

 Ensure all CRM data is updated and accurate.

 Resolve escalations related to quotations or deliveries.

 Share weekly collection and outstanding payment updates.

Monthly Tasks

 Ensure overall team sales targets are met.

 Prepare and present monthly sales performance report to Regional Manager.

 Review pipeline for next month and allocate responsibilities.

 Organize monthly team review and recognition sessions.

 Work on expanding customer relationships and strategic accounts.

 Plan marketing activities like participation in exhibitions and events.

Daily Reports

 Morning call summary

 Approvals for quotations

 Key customer visits report

 Collection issues escalation

Weekly Reports

 Zone performance vs. plan

 High-value negotiations progress

 Demo scheduling & installation status

 Team training progress

 Next Week’s Forecast (Zone Targets)

Monthly Reports

 Team target achievement summary

 Sales cycle analysis

 Customer retention stats

 Major account performance report

 Next Month Forecast (Revenue & Orders)

Quarterly Reports

 Regional growth analysis

 Team performance scorecard

 Revenue vs. forecast

 Strategic initiatives progress

 Next Quarter Forecast (Sales Growth & Market Share)

Role Job Description (JD) Key Responsibility Areas

(KRA)

Key Performance Indicators

(KPI)

Sales Executive

(Sales Executive)

Responsible for lead generation,

cold calling, product demos,

preparing quotations, and

updating CRM. Focus on

converting inquiries into orders

for EDM, YEDM, ZNC machines.

- Lead generation &

prospecting- Customer demos

& presentations- Sending

quotations- Updating CRM

daily

- No. of leads contacted per dayDemo-to-order conversion ratioQuotations sent vs. closed- Daily

Call Report accuracy

Senior Sales

Executive

Handles medium-to-large clients,

negotiates deals, mentors juniors,

reviews pipeline, and ensures

closures. Supports key account

management.

- Achieve personal sales

target- Support juniors in

closures- Increase repeat

orders- Monitor payment

status of accounts

- Sales target achievement %-

Order conversion ratio- Repeat

order count- Collection efficiency

%

Sales Manager

Leads and motivates sales team,

manages pipeline, closes highvalue deals, supports negotiations,

and coordinates

demos/installations.

- Achieve team sales targetsReduce sales cycle- Build

customer relationships- Team

training/mentoring

- Team sales achievement %- Sales

cycle duration- Customer retention

rate- Training hours delivered

Regional Sales

Manager

Drives sales and profitability in

assigned region, manages

managers and executives, expands

market share, and builds dealer

network.

- Achieve regional revenue

target- Expand customer baseGrow regional market shareStrengthen dealer/distributor

network

- Regional sales achievement %-

Market share growth %- New

customer acquisition countCollection %- Regional customer

satisfaction index