National Sales Head

Integrated Personnel Services Limited; Mumbai; On-site; INR 6,000,000 - 9,000,000; Full time

Job summary

Integrated Personnel Services Limited is seeking a senior leader to own national private-sector revenue, drive key account acquisition and lead strategic deals. The role requires deep B2B sales experience, a strong network in architecture/design ecosystems, and the ability to scale sales teams across multiple regions.

The position emphasizes building a high-impact pipeline, guiding price strategies and leading cross-functional teams to achieve aggressive growth targets in a demanding market.

Qualifications

• 20–25 years in B2B / project / contract sales with national or multi-region leadership.
• Background in office furniture, modular interiors, contract fit-out or similar.
• Proven track record of carrying large annual revenue numbers.
• Open and grow large corporate key accounts with named logos.

Responsibilities

• Own the national private-sector revenue and order-intake target and cascade to regions and individuals.
• Lead largest, most strategic deals in the country and maintain a strong pipeline.
• Hunt and break into new logos, conversion to long-term empanelment.
• Build relationships with architecture/design firms, PMCs and interior contractors.
• Represent the company at industry events and manage discount authority framework.
• Coach and scale regional sales and design teams; drive market engagement.

Skills

Strategic sales leadership

Channel development

Key account management

Team leadership

Market analysis

Tools

CAD/BIM

Job description

No. of years of experience: 20 to 25 years

Reporting to : Managing Director

Travel Required: national travel

Key Responsibilities

Business Ownership

• Own the national private-sector revenue and order-intake target; cascade it to region, branch and individual level.
• Build and maintain a healthy, well-qualified pipeline with disciplined stage-wise tracking.
• Personally lead the largest and most strategic deals in the country.

Key Account Acquisition

• Build a national target list of large corporate accounts across IT/ITES, BFSI, pharma, GCCs, manufacturing, co-working and hospitality.
• Hunt and break into new logos; convert project wins into rate contracts and long-term empanelment.
• Map and cultivate decision-makers across facilities, procurement, projects and CXO levels.

Specification & Architect Channel

• Develop and own relationships with leading architecture and design firms, PMCs and interior contractors across metros.
• Drive the brand into the specification at the design stage through product presentations, sample libraries, spec sheets, CAD/BIM support and studio engagement.
• Build a structured architect engagement calendar including studio sessions, factory visits and experience-centre walkthroughs.

Front-End Selling

• Deliver client presentations, product demonstrations and mock-up trials.
• Oversee site surveys, quotations, technical proposals and commercial negotiation through to closure.
• Represent the organisation at trade shows, industry forums and customer events.
• Own gross margin alongside top line; set and enforce a discount authority framework.
• Build a sales culture that sells on design, ergonomics, quality, warranty and total cost of ownership rather than price.
• Own collections and outstanding for the private-sector business; ensure credit exposure is assessed before orders are accepted.
• Lead, coach and scale the regional sales and design teams.
• Spend significant time in the market with the team — co-travel, joint calls and live deal coaching.
• Run disciplined weekly funnel reviews, monthly business reviews and quarterly performance conversations.
• Recruit, develop and retain high-calibre sales talent; build a strong second line.

Market & Product Feedback

• Act as the voice of the market internally — feed structured insight on product gaps, price points, finishes, ergonomics and competitor activity into the product roadmap.
• Maintain a live competitive benchmark on product, pricing, lead times and channel strength.

Key Performance Indicators

• Order intake and revenue vs. target
• New key accounts acquired
• Pipeline health and conversion ratio
• Collections and DSO
• Share of business won through specification
• Team productivity, retention and development

Experience

• 20–25 years in B2B / project / contract sales, with substantial time in a national or multi-region leadership role.
• Background in office furniture, modular interiors, contract fit-out, building products, or a comparable specification-driven B2B category.
• Demonstrable track record of carrying and delivering a large annual revenue number.
• Proven success in opening and growing large corporate key accounts — with names to show for it.
• Established relationships within the architecture, design and PMC ecosystem in at least two major metros.

Attributes

• A hunter — has personally opened accounts, not merely inherited them.
• High energy, high optimism, and a bias for action.
• Market-facing by instinct; comfortable with 12–15 days of travel a month.
• Commercially sharp — understands margin, contribution and working capital, not just revenue.
• A genuine people leader who builds and develops teams rather than hoarding relationships.
• Takes complete ownership of the number.

Education

What's on Offer

• Full ownership of a national business line with a clear growth mandate and direct access to the promoter.
• Competitive fixed compensation benchmarked to senior industry leadership, with a meaningful performance-linked variable component.
• The opportunity to build and shape a sales organization from the front, in a company entering a significant growth phase.