Head of Coffee Vending Division

Naval Foods & Beverages LLP; Coimbatore District; Vor Ort; INR 1.500.000 - 2.600.000; Vollzeit

Zusammenfassung

Naval Foods & Beverages LLP in Tamil Nadu seeks a dynamic leader to drive sales, distribution and after-sales networks for the Coffee Vending Division. You will design annual plans, build dealer networks, and expand into new markets across Tamil Nadu, including major cities.

The role requires extensive travel and hands-on execution to deliver revenue growth. The ideal candidate has proven success in institutional and B2B sales, channel management and service network establishment, with a track

Qualifikationen

• Experience leading regional sales and channel development in Tamil Nadu
• Proven ability to appoint distributors and dealers
• Experience establishing after-sales service networks
• Strong in sales forecasting, negotiations and profitability control

Aufgaben

• Develop and implement annual business plan for Coffee Vending Division across Tamil Nadu.
• Identify high-potential markets, customer segments and opportunities.
• Build territory-wise distribution network including Chennai, Coimbatore, Madurai and others.
• Establish dealer margins, incentives and terms in coordination with management.
• Train distributors and dealers on product features, pricing and sales techniques.
• Monitor distributor performance, collections and profitability.
• Coordinate with procurement and manufacturing for product availability.
• Develop service network with authorized partners and field technicians.
• Drive direct institutional and corporate sales alongside distributor-led business.
• Coordinate sales forecasting, lead management and pipeline development.
• Lead commercial proposals, tenders and multi-site deployments.
• Ensure proper handover from sales to installation and service teams.

Jobbeschreibung

Role & responsibilities

A. Business Strategy and Division Management

• Develop and implement the annual business plan for the Coffee Vending Division.
• Prepare monthly, quarterly and annual sales, revenue, profitability and market-expansion targets.
• Identify high-potential markets, customer segments and business opportunities across Tamil Nadu.
• Develop a structured sales strategy for direct sales, dealer sales, distribution and institutional business.
• Establish territory-wise sales plans, channel targets and performance metrics.
• Monitor sales performance, gross margins, operating expenses, collections and profitability.
• Submit business forecasts, market intelligence and growth plans to the Managing Director.
• Build scalable systems for future expansion into other states.

B. Distributor and Dealer Network Development

This is a critical responsibility of the role.

• Identify, evaluate, appoint and develop distributors and dealers across Tamil Nadu.
• Build a territory-wise distribution network covering Chennai, Coimbatore, Salem, Madurai, Tiruchirappalli, Erode, Tiruppur, Vellore, Tirunelveli and other commercially viable markets.
• Identify suitable channel partners with adequate financial capacity, local market access, sales capability and service commitment.
• Conduct market visits, distributor meetings, negotiations and commercial assessments.
• Develop distributor appointment policies, dealer agreements, territory allocation and commercial terms.
• Establish dealer margins, distributor margins, sales incentives, credit limits and sales targets in coordination with management.
• Ensure adequate dealer inventory, product availability, demonstration machines and sales materials.
• Train distributors and dealers on product features, pricing, installation requirements, customer handling and sales techniques.
• Monitor distributor performance through monthly reviews, secondary sales, lead conversion and collections.
• Resolve channel conflicts, underperformance and territory-related issues.
• Recruit replacement partners where existing distributors fail to meet agreed targets.
• Build a sustainable channel network rather than relying exclusively on direct sales.

*Expected outcome:* A productive, commercially viable distributor and dealer network with defined territory coverage, measurable targets and reliable customer support.

C. After-Sales Service Network Development

The candidate must have practical

• Design and implement a Tamil Nadu-wide service network for coffee vending machines.
• Identify, appoint and manage authorized service partners, technicians and regional service providers.
• Establish service coverage based on installed machine population, geographic spread and response-time requirements.
• Develop a service partner selection and appointment process covering technical skills, infrastructure, tools, spare parts and service capability.
• Recruit and train service engineers and field technicians.
• Establish installation, commissioning, preventive maintenance, breakdown service and warranty procedures.
• Create standard operating procedures (SOPs) for installation, troubleshooting, maintenance, spare-parts replacement and customer escalation.
• Establish service-level agreements (SLAs) covering response time, resolution time, first-time fix rate and customer satisfaction.
• Implement a ticketing system for complaint registration, assignment, tracking, escalation and closure.
• Develop a spare-parts stocking and replenishment system at the central and regional levels.
• Monitor warranty costs, repeat breakdowns, machine downtime and service partner performance.
• Conduct periodic technical audits and service quality reviews.
• Ensure that customers receive timely support and that machines remain operational with minimum downtime.
• Coordinate with product development and manufacturing teams to address recurring product failures and improve machine reliability.
• Develop service revenue opportunities through annual maintenance contracts (AMCs), paid repairs, consumables and extended warranty packages where commercially appropriate.

D. Sales and Revenue Growth

• Drive sales of coffee vending machines to offices, factories, hospitals, hotels, educational institutions, IT companies, commercial establishments, caterers and other suitable customer segments.
• Develop direct institutional and corporate sales alongside distributor-led business.
• Build a qualified sales pipeline and maintain a structured lead management process.
• Conduct customer demonstrations, product presentations, commercial negotiations and sales closures.
• Develop key accounts and multi-location customers with potential for repeat installations.
• Work with the marketing team on lead generation, exhibitions, dealer campaigns and local promotional activities.
• Establish pricing discipline and ensure sales profitability.
• Monitor competitor products, pricing, financing models, service offerings and channel strategies.
• Explore leasing, rental, pay-per-cup and other suitable business models, subject to management approval.
• Build partnerships with coffee suppliers, roasters, facility management companies and workplace refreshment providers where they support the business model.

E. Institutional and Key Account Management

• Identify and develop major accounts across Tamil Nadu.
• Build relationships with procurement heads, administration managers, facility managers, business owners and institutional decision-makers.
• Lead commercial proposals, tenders, rate contracts and multi-site deployment discussions.
• Coordinate machine demonstrations, pilot installations and customer acceptance.
• Ensure proper handover from sales to installation and service teams.
• Track account profitability, outstanding payments, renewal opportunities and customer satisfaction.

F. Team Building and Leadership

• Recruit, train and manage the sales, channel development and service teams.
• Define roles, territory assignments, targets and performance standards.
• Establish a clear accountability structure for sales and service personnel.
• Conduct regular reviews of team productivity, market coverage and customer service performance.
• Develop incentive plans linked to sales achievement, collections, profitability and service quality.
• Build a performance-oriented culture with strong customer focus.
• Coach team members in distributor management, negotiation, prospecting and technical-commercial selling.

G. Operations, Inventory and Commercial Control

• Coordinate with procurement and manufacturing teams to ensure product availability.
• Prepare territory-wise sales forecasts and machine demand plans.
• Monitor inventory at company, distributor and dealer levels.
• Ensure proper control of demonstration units, spare parts, returns and warranty replacements.
• Coordinate installation scheduling, logistics, commissioning and customer handover.
• Monitor receivables, overdue accounts, dealer credit exposure and collections.
• Ensure compliance with company pricing, approval and documentation policies.
• Track service expenses, sales expenses, travel costs and channel profitability.
• Recommend process improvements to reduce operating costs and improve customer experience.

H. Market Intelligence and Product Feedback

• Maintain a detailed understanding of Tamil Nadu's coffee vending machine market.
• Track competitors, customer preferences, pricing, product reliability and distribution models.
• Gather structured feedback from dealers, service partners and end customers.
• Identify product improvements in design, ease of use, cleaning, reliability and serviceability.
• Work with product development and management teams on new models and product positioning.
• Recommend changes in product portfolio, sales strategy and channel policy based on market evidence.

Preferred candidate profile

Experience*

Ideally 812 years of relevant experience in sales, channel development, business development or division management.

• At least 3-5 years in a leadership or regional management role.
• Demonstrated experience working in the Tamil Nadu market.
• Proven track record of appointing distributors, dealers or channel partners.
• Practical experience in establishing or expanding an after-sales service network.
• Experience managing sales targets, teams, commercial negotiations and collections.
• Experience in coffee vending machines, commercial beverage equipment, food-service equipment, commercial appliances, water dispensers or similar equipment businesses will be highly relevant.

Tamil Nadu market knowledge*

• Strong understanding of the dealer and distributor landscape in Tamil Nadu.
• Established professional contacts with dealers, institutional customers and service providers.
• Willingness to travel extensively across the state.

Essential Competencies*

• Distributor and dealer appointment
• Channel sales strategy and territory development
• Service network establishment and management
• Institutional and B2B sales
• Negotiation and commercial agreement management
• Team recruitment, training and performance management
• Sales forecasting and pipeline management
• Inventory, receivables and profitability control
• Technical understanding of equipment installation and maintenance
• Customer relationship management and complaint escalation
• Data-driven reporting and decision-making
• Entrepreneurial approach with hands-on execution capability