Head of Direct Sales

Job Description - National Head Direct Sales

Location: Delhi / NCR

Industry: Printers

Function: Direct / Enterprise Sales Reporting To: Managing Director

Role Objective -

The National Head Direct Sales will lead and scale the pan-India direct sales business for printers, accessories & solutions with a strong focus on revenue growth, new customer acquisition, funnel expansion, productivity improvement, and consistent execution & further growth of the Business & Financial Plan.

Core Expectation Areas -

1. Revenue Growth s Business Delivery

Own and deliver the Direct Sales Business s Financial Plan in line with organizational objectives.

Drive sustainable growth in units, revenue, and profitability across printer hardware and accessories.

Ensure strong quarterly and annual performance through disciplined planning, forecasting, and execution.

2. New Customer Acquisition (ZBA Breakthrough)

Lead ZBA (Zero-Based Account) breakthrough initiatives to expand new customer acquisition across enterprise, SMB and institutional segments.

Identify white spaces, build targeted acquisition strategies, and accelerate onboarding of new direct customers.

Track and improve new customer contribution to overall revenue.

3. Funnel Expansion s Conversion Excellence

Build and maintain a robust sales funnel with adequate coverage and quality.

Increase funnel size while ensuring healthy conversion ratios across stages

(lead opportunity closure).

Drive disciplined opportunity management, deal reviews, and pipeline hygiene across regions.

4. Productivity Enhancement (GMA s Non-GMA Accounts)

Improve sales productivity in both unit and revenue terms across GMA and non-GMA accounts.

Optimize account coverage models, resource allocation, and call productivity.

Enhance average deal size, attach rates (accessories, consumables, AMCs)

5. Sales Leadership s Strategy

Define and execute the national direct sales strategy for printers and accessories.

Translate business goals into clear regional and individual sales plans with defined KRAs and KPIs.

Lead pricing, commercial strategy, and negotiation for large and strategic deals.

6. Team Leadership s Capability Building

Lead, coach, and develop a high-performing direct sales team (Regional Heads, Enterprise teams).

Drive a strong performance culture focused on accountability, data-driven decision-making, and results.

Build future-ready sales capabilities aligned with enterprise selling and solution-led conversations.

7. Customer s Account Management

Personally engage with strategic accounts to strengthen long-term partnerships.

Ensure high customer satisfaction through strong pre-sales, solutioning, and post-sales coordination.

8. Cross-Functional Alignment

Work closely with Marketing, Channel Sales, Service, Supply Chain, Finance, and Operations to ensure seamless execution.

Align demand generation, inventory planning, service readiness, and credit governance with sales plans.

G. Governance s Market Intelligence

Track market trends, competitor movements, and pricing dynamics to drive competitive advantage.

Ensure adherence to internal policies, compliance norms, and governance standards.

Key Performance Indicators (KPIs)

FY Revenue & Unit Achievement

New Customer Acquisition (ZBA accounts)

Funnel Size & Conversion Ratio

Productivity improvement (Units & Revenue per account / per seller)

GMA C Non-GMA account performance

Forecast accuracy and pipeline health

Candidate Profile Education

MBA / PGDM (Sales & Marketing)

Graduate in any discipline (mandatory)

Experience

15+ years of sales experience with 8+ years in a national / large-scale leadership role

Strong exposure to printers, imaging, IT hardware, or technology solutions

Proven success in direct / enterprise sales growth and transformation

Behavioural Competencies

Strategic thinking with strong execution focus

Deep understanding of enterprise sales cycles and funnel management

Strong people leadership and stakeholder management skills

High data orientation and business acumen

Excellent communication and negotiation skills

Pleasing personality, Professional etiquettes driven

Flexible to travel & engage