Regional Business Head

Regional Business Head – North
American Lab Infrastructure Company (Delhi-NCR / North India)
POSITION OVERVIEW
Position: Regional Business Head – North
Location: Noida (Delhi NCR)
Regional Coverage: Northern & Eastern India (Delhi-NCR, Punjab, Haryana, Uttar Pradesh, Uttarakhand, Himachal, Rajasthan, Bihar, and North-East)
Reporting To: Vice President – Sales & Marketing / Commercial Leadership
Experience: ~20 years (18–22 years) of relevant technical B2B & project leadership experience
Employment Type: Full-time, permanent
Travel: Strategic travel (40–50%) across key markets in Northern and Eastern India
Compensation: ₹45,00,000 to ₹55,00,000 CTC per annum (Flexible based on fitment) + Performance Incentives + ESOPS
Industry: Lab Infrastructure & Solutions / MEP / Industrial HVAC / Turnkey Cleanrooms / EPC / Technical Facilities
ABOUT THE COMPANY
GoodHiresOnly is hiring for a leading global laboratory infrastructure (Fortune 500 company) and high-tech capital solutions organization with over 120 years of global legacy and 25+ years of market leadership in India. The company delivers end-to-end laboratory furniture, fume hoods, containment systems, and integrated facility infrastructure for pharmaceutical, CDMO, biotechnology, healthcare, research, and industrial clients. With global operations spanning North America, Europe, Middle East, India, and Asia-Pacific, it supports technically complex, multi-location projects for organizations operating in highly regulated environments.
This opportunity is for a proven commercial and business leader who can take full regional P&L ownership, drive high-value CapEx sales, establish executive-level client partnerships, and lead regional business expansion across Northern and Eastern India.
ABOUT THE ROLE
The Regional Business Head – North will have complete commercial ownership and P&L leadership for the North and East India regions. Moving away from purely transactional sales, this position requires an executive leader capable of driving consultative solution selling, commanding large project pipelines, and ensuring profitable revenue realization.
The core focus of this role is Sales, Business Development, Regional P&L Management, Gross Margin Protection, and Cash Collections/Receivables. Supported by a dedicated central and regional Project Delivery & Service Engine, the Regional Business Head will provide executive commercial governance and customer escalation management throughout the project lifecycle without taking on direct site-level execution or micro-management.
KEY RESPONSIBILITIES
1. Regional P&L & Strategic Commercial Leadership
Own the overall regional P&L and business performance across Northern and Eastern India.
Develop and execute long-term regional business strategies to drive profitable growth, market share, and revenue realization.
Formulate annual and quarterly operating plans covering order booking, revenue, gross margins, and cash collection targets.
Monitor regional financial performance, project profitability, working capital, and contribution margins.
2. Sales & Business Development Execution
Drive high-value business acquisition across target sectors: Pharma, Life Sciences, Chemical, Petrochemical, F&B, Government R&D Institutes, Higher Education, Healthcare, and Industrial Facilities.
Build and nurture strategic C-suite relationships with CXOs, R&D Directors, Plant Heads, Procurement Leaders, Project Directors, Lead Consultants, Architects, and EPC Partners.
Lead major commercial negotiations, deal shaping, and strategic proposal submissions for large-scale turnkey and infrastructure tenders.
Oversee the conversion cycle from initial enquiry and solutioning through to order closure and contract signing.
3. Commercial Governance & Cash Collections Management
Maintain end-to-end ownership of client commercial relationships, including project billing milestones, variation approvals, and timely cash collections.
Actively monitor accounts receivable and Days Sales Outstanding (DSO) across the region to ensure healthy working capital.
Ensure all commercial terms, credit limits, and milestone payments are strictly aligned with governance standards before deal sign-off.
4. Project Delivery & Service Oversight (Governance Focus)
Partner with the centralized Project Delivery & Site Execution Team to ensure seamless order handover from sales to execution.
Provide high-level commercial governance and executive support during major project milestones, testing, commissioning, and final handovers.
Intervene as the senior regional escalation point to resolve high-priority customer concerns, scope variations, or commercial claims.
Support the service and after-sales business to maximize long-term customer retention, maintenance contracts (AMCs), and repeat business.
5. Ecosystem Expansion & Team Leadership
Build a strong market presence across Delhi-NCR, Northern industrial belts, and Eastern hubs through direct clients, MEP/HVAC consultants, EPCs, and channel partners.
Lead, mentor, and empower the regional sales and commercial team to achieve high performance and individual targets.
Drive cross-functional collaboration with centralized Engineering, Estimation, Design, Procurement, Finance, and Service teams.
REQUIRED SKILLS & EXPERIENCE
Professional Experience: ~20 years (18–22 years) of experience in technical B2B sales, consultative solution selling, commercial management, and regional business leadership.
Industry Background: Strong background in technical facility solutions such Laboratory Infrastructure/Solutions, Building Materials, Industrial HVAC, MEP, Fluid/Water Distribution Systems, Elevators, ETP/STP, EPC, or related technical facility infrastructure sectors. Mid-tier or agile organization experience preferred.
Commercial & Financial Acumen: Demonstrated track record of managing regional order targets, project gross margins, commercial risk, and receivables/collections.
Regional Network: Established network of consultants, architects, EPC contractors, and corporate/institutional decision-makers across Northern and Eastern India.
Leadership & Executive Presence: Outstanding communication, negotiation, and C-suite engagement skills with an intrapreneurial mindset to run a regional business independently.
PREFERRED QUALIFICATIONS
Education: Bachelor’s Degree in Engineering (Mechanical, Civil, Electrical, or related technical discipline) is mandatory. An MBA / PGDM in Marketing, Operations, or General Management is highly preferred.
Strategic Capabilities: Expertise in account-based marketing (ABM), complex tender negotiations, and commercial contract management.
KEY PERFORMANCE INDICATORS (KPIs)
Revenue Target: Scale regional performance towards achieving ~₹100–150 Crores in annualized sales post-onboarding (average project ticket size: ~₹5–10 Crores).
Account Acquisition & Growth: Drive market penetration by managing existing account growth (40% target yield) while acquiring a minimum of 60% net-new strategic client accounts annually.
Client Satisfaction & Value Articulation: Build long-term client advocacy with a minimum target customer satisfaction score of 9/10.
Pipeline Conversion: Maintain a healthy deal pipeline across target pharma, CDMO, and industrial accounts within the region.
Market Expansion: Accelerate market presence and client acquisition across high-growth industrial, institutional, and technology clusters in North and East India.
COMPENSATION & BENEFITS PACKAGE
A) Salary & Performance Incentives
Base Salary: ₹45,00,000 to ₹55,00,000 CTC per annum (commensurate with experience and capabilities).
Variable Pay: 15-20% annual performance bonus (included in CTC)
• Incentives: Attractive performance-linked incentive structure tied to regional order booking, margin control, and cash collection targets.
• ESOP: Entitled to ESOP as per company policies.
Incentives: Attractive performance-linked incentive scheme based on regional targets and sales margins.
B) Standard Protection & Statutory Benefits
Group Medical Insurance: ₹4 lakhs coverage for complete family (self, spouse, children, parents)

Work arrangement
No