Manager- MHD

JOB DESCRIPTION

To drive profitable business growth for the Material Handling Division by leading sales execution, market expansion, customer engagement, distribution development, credit discipline, and team capability in alignment with organizational goals.

· Set and achieve sales and marketing objectives for the assigned area or zone, with focus on revenue, profitability, and sustainable growth.

· Develop, lead, train, and monitor a committed, result-oriented field sales team.

· Develop and sustain the distribution network and strengthen B2B customer relationships.

· Map, monitor, and improve sales operations with targeted customers; ensure forecasted revenue and key sales KPIs are achieved.

· Manage pricing, promotions, payment schedules, and credit terms for customers and distributors in line with approved direction.

· Collaborate with Plant Heads and Business Unit Heads on sales and operations planning.

· Expand the division’s product lines into unrepresented markets and support development of the product mix.

· Gather competitor intelligence and customer feedback on quality, new products, and feature requirements.

· Provide market research inputs on market size, growth, trends, and competition to support medium- and long-term strategy.

· Execute the branding strategy across customer and intermediary categories in line with company objectives.

· Collaborate with Product Development and Innovation teams to introduce and scale new and differentiated products.

· Coordinate with HR to identify and monitor technical and behavioural training needs for the sales force.

Compliance & Governance

· Ensure adherence to company policies, approved pricing, sales terms, credit controls, and operating procedures.

· Maintain accurate and timely sales, customer, market, and performance records.

· Support internal reviews and audits by providing complete and reliable information.

Essential:
Bachelor’s degree in Engineering, Business Administration, Commerce, or a related discipline

Preferred:
MBA/PGDM in Marketing or Sales

Minimum Experience Required: 8-12 years of relevant sales experience, including team-handling responsibility

Preferred Experience:

· Industry: Material handling, industrial products, manufacturing, engineering, or allied B2B sectors

· Functional Area: Sales and Marketing / Business Development

· Relevant Exposure: Area or zonal sales management, distributor development, key-account management, credit control, market expansion, and team leadership

· Sales planning, forecasting, and target management

· B2B and key-account management

· Distributor and channel development

· Pricing, credit control, and commercial negotiation

· Market research and competitor analysis

· Sales and operations planning coordination

· Communication and influencing skills

· Customer orientation

· Teamwork and collaboration

· Problem solving and decision making

· Result orientation and accountability

· Learning agility and continuous improvement

Internal Stakeholders

· Sales Team, Plant Heads, Business Unit Heads, Product Development/Innovation, Finance, Supply Chain, HR, and Marketing

External Stakeholders

· Customers, dealers, distributors, channel partners, consultants, and industry intermediaries

Travel Requirement: Extensive travel within the assigned area/zone
Shift Requirement: No, unless business requirements demand otherwise
Plant/Office Based: Field and office based, as applicable to the assigned territory/area