Business Head - Sales - Export

Job Role: Business Head - Sales & Marketing

Location: Bangalore

Education: Graduate / Postgraduate, with relevant specialization in Business, Marketing, or a related field

Experience: 20-25 years of experience in B2B sales, handling both domestic and export/international business

Mandatory: Experience in Agrochemicals, Specialty Chemicals, or Crop Protection industries

Key Responsibilities:

1. Sales Strategy & Business Development:

- Design and propose the overall sales and business development plan for products, aligned to company goals and objectives

- Identify potential markets and commercial opportunities through analysis of trends, data, and competitive intelligence

- Develop and execute sales plans to increase revenue across domestic and export markets

- Monitor market trends and competitor activity; adjust strategy accordingly

- Represent at key external forums and industry engagements to build market presence

2. Export / International Business & EXIM Compliance:

- Own export sales strategy and market development across international/global markets

- Ensure thorough compliance with foreign trade regulations, EXIM rules, and cross-border documentation requirements

- Coordinate with export/import teams for cross-border material movements and compliance

- Maintain export databases, records, and market intelligence for target geographies

- Build and manage relationships with overseas customers and distribution partners

3. Customer & Key Account Management:

- Build and maintain strong relationships with key domestic and export clients

- Own strategic account retention and upsell across the customer base

- Review customer activity, anticipate customer needs, and drive improvements in satisfaction and service levels

- Negotiate and finalize commercial terms and contracts with key clients

4. Collections, Compliance & Governance:

- Oversee collections and payment recoveries from customers and clients across domestic and export business

- Ensure credit periods and contractual terms and conditions are maintained and enforced with all clients

- Coordinate with the regulatory team on compliance and governance matters as required

- Maintain contractual and documentation discipline in line with company policy

5. Internal Controls, Risk Identification & Mitigation:

- Identify and raise early flags on delays from R&D in technology transfer, or from Production in timely order fulfilment

- Effectively communicate potential business risks and work with Production, Logistics, and Supply Chain teams on mitigation plans

- Safeguard delivery timelines for domestic and global orders by proactively managing cross-functional risk

- Manage financial, operational, and market-related risks that could affect the business

6. Product Pricing, Costing & Profit Margin Management:

- Work with Production and Finance to arrive at product cost through overall cost calculation and profit margin analysis

- Own pricing strategy and price-variation decisions across the product portfolio

- Oversee production cost inputs and negotiate with vendors on raw material costs to protect margins

- Continuously monitor margin performance against targets and course-correct pricing where required

7. P&L Ownership & Performance Reporting:

- Own the P&L for the B2B business, driving profitable growth and market share expansion

- Set and track sales budgets, targets, and forecasts; report performance to senior leadership

- Provide sales forecasting and market analysis to inform business planning

- Ensure operations comply with applicable laws, regulations, and company policy

8. Team Leadership & Cross-Functional Collaboration:

- Regularly engage with and motivate the sales team to achieve individual and team goals

- Build a positive, collaborative work environment; recruit, develop, and mentor team talent

- Manage multiple projects and priorities across the team within defined timelines

- Collaborate closely with Logistics, Product Development, R&D, and other departments, sharing insights that support organizational growth

Key Performance Indicators (KPIs):

- Revenue Growth (Domestic + Export): Year-on-year growth vs. target

- Gross / Profit Margin: Within defined margin norms per product line

- Collections & DSO (Days Sales Outstanding): Within agreed credit terms

- Customer Retention Rate: 90%

- Export Revenue Contribution: Per annual business plan

- On-Time Order Fulfilment (risk-flagged orders): 95%

- Forecast Accuracy (Sales Plan vs. Actuals): 80%

Preferred Background:

- Prior senior sales/B2B leadership experience in an agrochemical or specialty chemicals company

- Demonstrated experience owning P&L for a domestic + export business of comparable scale

- Track record of managing collections, pricing, and margin discipline in a manufacturing-linked sales environment

- Experience coordinating commercial commitments with R&D and Production in a technical/regulated product category

If your interested for more details regarding the Job role, kindly contact

Valentina