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Job Title: Sales Head After market
Function: Sales & Business Development Reporting To: PU Head Service Team Size: 6 8 Direct Reportees, total team strength of 30 35
Role Purpose
To lead and drive the global services sales strategy for After market business (Services) with end-to-end responsibility for revenue growth, profitability, and market expansion across Revamp & Retrofit (R&R) and Spares segments. The role focuses on strengthening customer relationships, enhancing aftermarket service offerings, and building a high-performance hybrid sales organization comprising direct and dealer channels across India, South East Asia, Sub-Saharan Africa and Middle East.
Key Responsibilities
- Business Strategy & Growth
Develop and execute global sales strategy for services (R&R and Spares) aligned with organizational goals
Drive revenue growth to achieve and exceed annual targets
Identify new markets, geographies, and customer segments for expansion
Build long-term service contracts and lifecycle value propositions
Develop and scale a structured dealer/distributor network to expand market reach and improve penetration in under-served geographies
- Sales & Revenue Management
Own margin responsibility for services business
Monitor sales funnel, order booking, and revenue realization
Ensure strong conversion of inquiries into orders
Drive pricing strategy, margins, and profitability improvement
Drive direct sales and channel sales performance, ensuring meaningful contribution from dealer network to overall order booking and margins
- Customer & Market Engagement
Build and maintain strategic relationships with key global customers
Understand customer lifecycle needs for boilers and propose customized service solutions
Lead negotiations for large service contracts and key accounts
Enhance customer satisfaction and retention
Leverage dealer network for deeper market coverage, faster response, and localized customer engagement
- Product & Service Portfolio Development
Strengthen R&R offerings including retrofits, upgrades, efficiency improvement solutions
Expand spares business including OEM and high-value engineered parts
Work closely with engineering and operations teams to develop competitive service solutions
Enable dealer partners with product knowledge, tools, and technical support to effectively position and sell service offerings
- Team Leadership & Capability Building
Lead, mentor, and develop a team of 6 8 direct reportees
Build a high-performance, accountable, and customer-focused sales culture
Set clear KPIs, conduct performance reviews, and drive capability enhancement
Ensure strong succession planning and talent development
Build internal capability to manage indirect sales channels, including partner onboarding, training, and performance management
- Channel Development & Partner Management (New Section gives it due weight)
Identify, onboard, and develop high-potential dealers/distributors in key markets
Define dealer segmentation, coverage models, and territory strategies
Establish structured engagement: joint business plans, periodic reviews, and target tracking
Design and implement channel incentive programs aligned with growth and profitability objectives
Ensure pricing discipline, brand consistency, and policy compliance across the dealer network
Monitor dealer productivity, and long-term sustainability
- Cross-functional Collaboration
Collaborate with operations, engineering, supply chain, and finance teams
Ensure timely execution of service orders and delivery commitments
Align with global/regional teams for best practices and synergy
Track business performance through dashboards and MIS
Provide periodic updates to leadership on sales, pipeline, risks, and opportunities
Ensure compliance with organizational policies and global standards
Key Performance Indicators (KPIs)
Revenue achievement ( 260 Cr+ target)
Order booking and sales pipeline strength
Gross Margins
Customer retention and repeat business
Growth in R&R and spares segments
Dealer network contribution to revenue and market expansion
Dealer productivity, coverage, and engagement metrics
Team performance and productivity
Qualifications & Experience
Bachelor s degree in Engineering (Mechanical preferred); MBA is an advantage
18 25+ years of experience in sales/business development in boiler, power, or heavy engineering industry
Strong exposure to aftermarket services, R&R, and spares business
Proven track record of managing large revenue portfolios and global markets
Experience in handling and leading diverse sales teams
Experience in developing and managing dealer/distributor networks in industrial or capital goods sectors is highly desirable
Key Competencies
Strategic thinking and business acumen
Strong commercial and negotiation skills
Customer-centric approach
Leadership and team management
Result orientation and execution excellence
Strong communication and stakeholder management
Channel strategy and partner ecosystem development
Influencing and relationship management without direct authority
Dealer performance management and capability building
Conflict management across direct and indirect sales channels
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