Head of Sales and Strategy

Pointo; New Barrackpore; On-site; INR 3,500,000 - 6,000,000; Full time

Job summary

Keka Inc. in India seeks a strategic Head of Sales Strategy & Business Growth to lead revenue growth, profitability, and geographic expansion. The role will build a scalable sales organization, establish predictable revenue systems, and own end-to-end targets to drive sustainable scale.

You will guide Phase 1 and Phase 2 targets of ₹50 Crore and ₹100 Crore per month, develop field teams, dealer/distributor partnerships, and GTM plans with a focus on EBITDA and long-term growth.

Responsibilities

• Lead and implement sales strategy to hit revenue targets.
• Build scalable sales organisation and predictable revenue systems.
• Oversee hub operations, planning, and performance.
• Drive market expansion and new segment entry.
• Develop product and SKU strategy with GTM plans.
• Ensure profitability and cost discipline in sales.

Skills

Branding

Direct sales

B2B sales

B2C sales

Field sales

Channel sales

Job description

The Head – Sales Strategy & Business Growth will lead the company’s sales strategy, revenue growth, profitability, and geographical expansion. The role will build a scalable sales organisation, establish predictable revenue systems, and take end-to-end ownership of committed business targets. The position will drive the company’s ambition of reaching ₹50 Crore per month in Phase 1 and ₹100 Crore per month in Phase 2, while maintaining focus on EBITDA, PBT, and sustainable growth.

2. Key Responsibilities

A. Sales Strategy & Revenue Planning

• Develop and execute sales strategies to achieve monthly, quarterly, and annual revenue targets.
• Prepare detailed, executable month-on-month revenue plans with clear actions, timelines, owners, and milestones.
• Translate company targets into state-wise, city-wise, category-wise, and SKU-wise plans.
• Build predictable revenue streams and maintain consistent month-on-month growth.
• Own committed revenue numbers and drive timely achievement while protecting business profitability.

B. Hub Sales Operations

• Lead and standardise hub-level sales operations, including daily planning, target allocation, team deployment, and execution tracking.
• Define hub-wise roles, responsibilities, sales SOPs, reporting routines, and performance expectations.
• Monitor hub productivity, sales conversion, inventory coordination, and operational bottlenecks; drive timely corrective actions.
• Ensure consistent implementation of hub policies and coordination between hub teams, field sales, and central functions.
• Implement daily, weekly, and monthly sales reviews with clear KRAs, KPIs, and accountability.
• Build and manage state-wise ground teams, defining structures, manpower requirements, and reporting lines.
• Develop regional leaders, city managers, and field teams; establish a culture of ownership, discipline, and ethical conduct.

D. Market Demand & New Segment Entry

• Understand emerging market demand, customer needs, buying behaviour, and competitive activity across target geographies.
• Assess new market segments and prepare entry plans covering opportunity size, target customers, channels, pricing, resources, and timelines.
• Conduct geography-wise market mapping and potential analysis to prioritise cities, territories, and customer segments.

E. New Product & SKU Strategy

• Identify upcoming demand and evaluate opportunities for new products and SKUs.
• Develop go-to-market plans for new launches, including target segments, positioning, pricing, channel strategy, launch activities, and sales targets.
• Prepare product-level P&L assumptions covering cost, pricing, margins, sales volume, operating expenses, and break-even expectations, in coordination with Finance and Product teams.
• Define product strategy across launch, market penetration, portfolio mix, and scale-up; track SKU-wise performance and refine plans based on market response.
• Develop integrated ground and online marketing strategies aligned with city-wise and product-wise sales plans.
• Define how field marketing, digital campaigns, lead generation, and dealer-level activities will contribute to revenue.
• Build a structured telecalling model for lead follow-up, customer engagement, appointment generation, conversion, and post-sale support.
• Define workflows, team responsibilities, scripts, lead allocation, service levels, and performance tracking for telecalling sales and support.
• Ensure coordination between marketing, telecalling, field sales, and customer support to improve lead conversion and customer experience.

G. Dealer Acquisition & Channel Management

• Identify, source, and develop relationships with potential dealers and distributors in target markets.
• Build a smooth and standardised dealer onboarding process, including screening, documentation, commercial approval, system setup, product orientation, and activation.
• Develop dealer and distributor policies covering appointment, commercial terms, order management, support, and performance review.
• Build backend support for dealers and sales teams to resolve operational issues and enable repeat business.

H. Sales P&L, Pricing & Business Profitability

• Own sales-related financial performance, including revenue, margins, operating expenses, and profitability.
• Monitor sales contribution to EBITDA and PBT in coordination with Finance; ensure growth is supported by financial discipline.
• Track competitor pricing and market movements and develop pricing and positioning strategies that balance competitiveness and margins.
• Review region-wise, channel-wise, category-wise, and product-wise profitability and take corrective action.

I. Revenue Scaling & Business Roadmap

• Develop and execute a phased roadmap to achieve the company’s revenue milestones.
• Identify the people, dealer network, marketing, operational infrastructure, and resources required to scale.
• Conduct regular reviews of revenue, profitability, and execution gaps and implement corrective measures.

3. Key Business Targets

Phase 1 ₹50 Crore per month

Phase 2 ₹100 Crore per month

4. Key Performance & Accountability Parameters

Performance Area Expected Outcome

Revenue achievement Achievement of committed monthly revenue targets

Revenue predictability Executable plans and consistent month-on-month growth

Profitability Sales contribution to EBITDA and PBT

Hub operations Hub-wise execution, productivity, and process adherence

Market expansion New segment entry and city/state-wise growth

Product scaling Successful launch and profitable growth of new products/SKUs

Marketing & conversion Ground/online lead generation and telecalling conversion/support

Channel development Potential dealer sourcing, onboarding, activation, and retention

Governance Implementation of SOPs and ethical sales practices

Overall Role Expectation

Complete ownership of the sales function—from market understanding and strategy to hub operations and ground-level execution—with accountability for committed revenue, predictable growth, product and channel expansion, and the function’s contribution to the company’s bottom line.

Required Skills

branding direct sales b2c sales b2b b2b sales sales field sales channel sales