Direct Sales Head

r3 Consultant; Mumbai; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

A leading sales organization is seeking a Direct Sales Leader in Mumbai with over 15 years of experience, including 5 years in leadership roles. The role involves strategic sales leadership, managing teams, and integrating service-to-sales principles. Ideal candidates will have a proven track record in driving revenue growth and managing direct sales operations. Competitive salary and career growth opportunities await qualified applicants.

Qualifications

• 15+ years of experience in sales, with at least 5 in a leadership role.
• Proven experience in building and scaling a direct sales team.
• Strong track record of achieving national sales targets.

Responsibilities

• Develop and implement the national direct sales strategy to meet revenue targets.
• Lead and manage regional sales leaders and direct sales teams.
• Oversee the execution of the sales strategy to exceed quotas.

Skills

Exceptional leadership and coaching skills

Strong ability to integrate service-to-sales strategies

Excellent communication and negotiation skills

Analytical mindset for data-driven decisions

Proficiency with CRM systems

Education

Bachelor’s Degree (MBA Preferred)

Tools

Microsoft Office Suite

Job description

Designation: Direct Sales

Location: Mumbai – Powai

Educational Qualification: Bachelor’s Degree (MBA Preferred)

Industry Type: Insurance Broking

• Strategic Sales Leadership
• Service-to-Sales Integration
• Sales Operations & Execution
• Sales Performance & Analytics

Roles And Responsibilities

• Strategic Sales Leadership:
  • Develop and implement the national direct sales strategy to meet or exceed revenue targets.
  • Lead, mentor, and manage regional sales leaders and direct sales teams, focusing on performance, productivity, and development.
  • Define clear sales targets, KPIs, and performance metrics to ensure alignment with overall business goals.
  • Explore new market opportunities and growth strategies to expand the customer base and increase sales volume.
  • Ensure integration of service-to-sales principles, empowering sales teams to leverage existing customer service interactions as opportunities for upselling, cross-selling, and new customer acquisition.
• Service-to-Sales Integration:
  • Establish and promote a service-to-sales approach across all customer-facing teams to convert service inquiries into sales leads.
  • Develop processes that enable customer service teams to identify sales opportunities during service interactions and hand them over to the sales teams for conversion.
  • Train and empower the team to handle customer concerns and service touchpoints in a way that nurtures customer relationships and increases sales.
• Team Management & Development:
  • Recruit, train, and develop a high-performing direct sales team, leveraging military discipline and leadership experience.
  • Provide ongoing coaching and feedback to improve sales performance and ensure continuous professional growth.
  • Foster a culture of accountability, high performance, and collaboration, with clear individual and team goals.
  • Develop a robust talent pipeline for key sales positions and ensure ongoing succession planning.
• Sales Operations & Execution:
  • Oversee the day-to-day execution of the sales strategy, ensuring teams meet and exceed their sales quotas.
  • Define best practices and sales processes for both door-to-door sales and insurance sales operations.
  • Monitor the effectiveness of sales and service-to-sales processes, continuously adjusting strategies to drive maximum efficiency and impact.
  • Implement sales enablement tools, CRM systems, and training programs to support the sales teams' success.
• Customer Engagement & Market Penetration:
  • Drive customer engagement strategies that turn every service interaction into an opportunity for sales.
  • Oversee the development of tailored sales approaches that cater to both individual and corporate clients.
  • Build and nurture strong, long-term relationships with customers, ensuring satisfaction and loyalty, which can drive repeat business and referrals.
• Sales Performance & Analytics:
  • Track and report on sales performance, including service-to-sales conversion rates, sales pipeline, and overall revenue growth.
  • Conduct regular performance reviews to identify trends, successes, and areas of improvement.
  • Use data and insights to optimize sales strategies and maximize ROI.
• Budgeting & Financial Management:
  • Develop and manage the direct sales budget, ensuring alignment with company revenue targets and financial goals.
  • Monitor sales expenses and ensure that sales campaigns deliver maximum return on investment.
  • Ensure the profitability of sales initiatives while maintaining cost-effective strategies.

Relevant Experience

15+ years of experience in sales, with a minimum of 5 years in a leadership role, preferably in a direct sales environment.

Proven experience in building and scaling a direct sales team.

Strong track record of achieving sales targets and driving revenue growth on a national scale.

Experience in managing large, multi-regional sales teams and cross-functional collaboration.

No of years of experience

15-20 Years

Skills & Competencies

• Exceptional leadership and coaching skills with the ability to inspire, motivate, and drive results.
• Strong ability to integrate service-to-sales strategies and create processes that empower teams to identify sales opportunities within customer service touchpoints.
• Excellent communication, negotiation, and interpersonal skills.
• Analytical mindset, capable of using data to inform decisions and improve sales outcomes.
• Ability to manage sales pipelines, track conversions, and ensure a consistent flow of business.
• Proficiency with CRM systems, sales enablement tools, and Microsoft Office Suite.