Integrated Personnel Services Limited
Website:
integratedpersonnelservices.com
Job details:
Job Title: National Sales Head
No. of years of experience: 20 to 25 years
Reporting to : Managing Director
Industry experience : Office Furniture & Workspace Solutions (Corporate/ Private Sector Business)
Location: Mumbai (Vile Parle East)
Travel Required: national travel
Incentives applicable: Yes
Working Days: Monday to Saturday
Work Timings: 10:15 AM - 6:45 PM
About the Role
A leading, well-established Indian furniture and workspace solutions company is seeking a National Sales Head to own and grow its entire private-sector (corporate) business. This is a front-end, revenue-owning leadership role. The successful candidate will lead the national sales force and the regional design/specification team, drive key account acquisition, build relationships across the architect and design community, and take full ownership of order intake, margins and collections. All back-office functions — order processing, manufacturing, delivery, dispatch, installation and MIS — are handled centrally. The role is designed to keep its leader in the market, with clients and with the team.
Key Responsibilities
Business Ownership
- Own the national private-sector revenue and order-intake target; cascade it to region, branch and individual level.
- Build and maintain a healthy, well-qualified pipeline with disciplined stage-wise tracking.
- Personally lead the largest and most strategic deals in the country.
Key Account Acquisition
- Build a national target list of large corporate accounts across IT/ITES, BFSI, pharma, GCCs, manufacturing, co-working and hospitality.
- Hunt and break into new logos; convert project wins into rate contracts and long-term empanelment.
- Map and cultivate decision-makers across facilities, procurement, projects and CXO levels.
Specification & Architect Channel
- Develop and own relationships with leading architecture and design firms, PMCs and interior contractors across metros.
- Drive the brand into the specification at the design stage through product presentations, sample libraries, spec sheets, CAD/BIM support and studio engagement.
- Build a structured architect engagement calendar including studio sessions, factory visits and experience-centre walkthroughs.
Front-End Selling
- Deliver client presentations, product demonstrations and mock-up trials.
- Oversee site surveys, quotations, technical proposals and commercial negotiation through to closure.
- Represent the organisation at trade shows, industry forums and customer events.
Commercial Discipline
- Own gross margin alongside top line; set and enforce a discount authority framework.
- Build a sales culture that sells on design, ergonomics, quality, warranty and total cost of ownership rather than price.
- Own collections and outstanding for the private-sector business; ensure credit exposure is assessed before orders are accepted.
Team Leadership
- Lead, coach and scale the regional sales and design teams.
- Spend significant time in the market with the team — co-travel, joint calls and live deal coaching.
- Run disciplined weekly funnel reviews, monthly business reviews and quarterly performance conversations.
- Recruit, develop and retain high-calibre sales talent; build a strong second line.
Market & Product Feedback
- Act as the voice of the market internally — feed structured insight on product gaps, price points, finishes, ergonomics and competitor activity into the product roadmap.
- Maintain a live competitive benchmark on product, pricing, lead times and channel strength.
Key Performance Indicators
- Order intake and revenue vs. target
- New key accounts acquired
- Gross margin realised
- Pipeline health and conversion ratio
- Collections and DSO
- Share of business won through specification
- Team productivity, retention and development
Experience
- 20–25 years in B2B / project / contract sales, with substantial time in a national or multi-region leadership role.
- Background in office furniture, modular interiors, contract fit-out, building products, or a comparable specification-driven B2B category.
- Demonstrable track record of carrying and delivering a large annual revenue number.
- Proven success in opening and growing large corporate key accounts — with names to show for it.
- Established relationships within the architecture, design and PMC ecosystem in at least two major metros.
Attributes
- A hunter — has personally opened accounts, not merely inherited them.
- High energy, high optimism, and a bias for action.
- Market-facing by instinct; comfortable with 12–15 days of travel a month.
- Commercially sharp — understands margin, contribution and working capital, not just revenue.
- A genuine people leader who builds and develops teams rather than hoarding relationships.
- Takes complete ownership of the number.
Education
- Graduate; MBA or equivalent post-graduate qualification preferred.
What's on Offer
- Full ownership of a national business line with a clear growth mandate and direct access to the promoter.
- Competitive fixed compensation benchmarked to senior industry leadership, with a meaningful performance-linked variable component.
- The opportunity to build and shape a sales organization from the front, in a company entering a significant growth phase.
If interested share CV at ayami.lal@ipsgroup.co.in
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