Business Head - Sales (Retail & Projects) [Building Materials Industry Background Mandatory]

Job Title: Business Head - Sales (Retail & Projects)
Industry: Building Materials (Must-Have Background)
Experience: 20 to 25+ Years
Location: Andheri, Mumbai
Job Type: Full-Time & Permanent
Work Mode: Work from Office
Working Days: Monday to Saturday
Reporting To: Managing Director
Compensation Range: 1 to 1.2 Cr CTC
Job Brief
We are looking for an experienced Business Head - Sales to take complete ownership of the national Sales organisation across both Retail and Project Sales channels.
The role carries full P&L accountability for the Sales function, with responsibility for driving revenue growth while protecting profitability. The Business Head will lead a large, multi-layered and geographically distributed sales organisation covering all zones and regions across India.
The role will require close collaboration with Product Management & Marketing, Operations, Finance, and HR to achieve aggressive growth targets while maintaining disciplined cost and margin management.
The key performance indicators for the role are national Sales Revenue across Retail and Projects and EBITDA for the Sales function.
Responsibilities
Own and deliver the national Sales Revenue target across both Retail and Project channels.
Define annual and quarterly revenue targets by zone, region, and channel and drive execution to achieve them.
Identify and pursue new growth opportunities through market and geographic expansion, new channels, and key accounts.
Own the EBITDA target for the Sales function and ensure profitable growth, not just top-line revenue.
Drive cost-efficient sales operations and optimise discounting, schemes, and channel margins.
Manage receivables, credit exposure, and bad-debt risk in coordination with Finance.
Balance aggressive growth targets with disciplined cost and margin management across both Retail and Project channels.
Lead the pan-India Retail sales network across all zones, including dealers and distributors.
Drive retail channel expansion, dealer engagement, and overall channel health.
Ensure consistent execution of retail schemes, visibility initiatives, and secondary sales tracking.
Lead the Project and Institutional Sales vertical, including architects, contractors, and large B2B clients.
Drive key project wins, manage the project pipeline, and lead large-deal negotiations.
Build long-term relationships with institutional and strategic accounts to secure repeat business.
Define the overall sales strategy and channel mix in coordination with Product Management & Marketing.
Set pricing and scheme frameworks in line with profitability and competitive positioning.
Translate business goals into zone-wise and channel-wise sales plans.
Build, lead, and mentor a large, multi-layered national sales team spanning zonal / regional heads to frontline sales.
Ensure the right talent, organisational structure, training, and succession planning across the Sales organisation.
Foster a high-performance, accountable, and target-driven sales culture.
Build and maintain strong relationships with distributors, dealers, architects, and large project clients.
Oversee key account management for strategic and high-value customers.
Work closely with Product Management & Marketing on go-to-market execution, new product launches, and demand generation.
Coordinate with Operations and Supply Chain to ensure stock availability and fulfilment support sales targets.
Partner with Finance on budgeting, revenue and EBITDA tracking, and receivables management.
Establish robust sales tracking, forecasting, and reporting systems for data-driven decision-making.
Monitor performance dashboards by zone, channel, and key account and drive corrective action where required.
Own and manage the Sales function's budget, ensuring spend is aligned with revenue and profitability goals.
Qualifications
Graduate or Postgraduate degree in Business Administration, Sales & Marketing, or a related field. MBA preferred.
20 to 25+ years of experience in senior sales leadership roles spanning both Retail / Channel Sales and Project / Institutional Sales.
Proven track record of full P&L ownership with demonstrated delivery against both Revenue and EBITDA targets.
Strong expertise in sales strategy across Retail / Channel Sales and Project / Institutional Sales.
Strong channel management, key account management, and negotiation skills.
Strong financial acumen, including margins, receivables, discounting, scheme economics, and cost management.
Experience managing large, geographically distributed, multi-layered sales organisations.
Strong data-driven decision-making skills using Sales MIS, forecasting, and market analytics.
Excellent communication, stakeholder management, and cross-functional leadership skills.
Strong strategic leadership combined with a strong execution and results focus.
Ability to make sound decisions under pressure and in competitive market conditions.
Key Stakeholder Management
Lead the Retail Sales organisation across all zones on target setting, performance reviews, and dealer / distributor network management.
Lead the Project Sales team on key account and project pipeline reviews, large deal approvals, and institutional sales strategy.
Work closely with Product Management & Marketing on go-to-market alignment, new product launches, pricing, and scheme strategy.
Coordinate with Operations and Supply Chain on stock availability, order fulfilment, logistics, and dead stock management.
Partner with Finance on Sales revenue, EBITDA, receivables, budgeting, and forecasting.
Work with HR on Sales organisation structure, hiring, capability building, and performance management.
Collaborate with the Managing Director on strategic alignment, business performance reporting, and approvals.
Build strong relationships with distributors and dealers for retail channel expansion, scheme rollout, and relationship management.
Develop relationships with architects, contractors, institutional clients, and strategic customers to drive project pipeline development and large deal closures.
Authority & Decision-Making
Independently allocate zone-wise and channel-wise sales targets.
Approve Retail and Project schemes within the approved budget.
Manage Sales team structure and hiring within the approved budget.
Define and execute Sales training programmes.
Manage day-to-day key account engagement and project pipeline activities.
Work with Product Management & Marketing on go-to-market strategy alignment.
Collaborate on annual Sales budgeting and forecasting.
Coordinate cross-functional launch and fulfilment planning with Operations.
Work with the Managing Director on overall Sales Revenue and EBITDA targets.
Obtain approval for major pricing or scheme deviations beyond the approved framework.
Manage key account and strategic deals above the approved threshold with senior leadership.
Work with senior leadership on significant Sales organisation structure changes.
Participate in Capex and investment decisions for Sales infrastructure.
Why Join Us?
Take complete ownership of a national Sales organisation spanning both Retail and Project Sales.
Lead a large, geographically distributed Sales team with significant business and commercial responsibility.
Own both Revenue and EBITDA performance, providing broad exposure to business and P&L management.
Drive national growth through market expansion, new channels, key accounts, and strategic projects.
Shape the overall Sales strategy, channel mix, pricing, schemes, and go-to-market execution.
Work closely with senior leadership and cross-functional teams across Marketing, Product Management, Operations, Finance, and HR.
Build and develop a high-performing national Sales organisation with strong succession and capability-building initiatives.
Manage relationships with major distributors, dealers, architects, contractors, institutional clients, and strategic customers.
Play a significant role in driving profitable growth while balancing revenue expansion with cost and margin discipline.
Gain broad strategic and operational leadership exposure across Retail, Projects, Channel Sales, and Institutional Sales.
Application Instructions
If you possess the qualifications and are driven to excel in your field, we warmly invite you to apply by sharing your updated resume at career@gowinsearch.com or by applying directly through this platform.
Note: We value every application. Due to the high volume of applications, only shortlisted candidates will be contacted. Your understanding is appreciated in this

Work arrangement
Yes