Head – Sales & Business Development (Industrial Business)

Position: Head – Sales & Business Development (Industrial Business)

Reporting To: CEO

Location: Gemini House, Deonar, Chembur, Mumbai

Notice Period: Immediate to 45 days preferred; buyout feasible if required

WHO WE ARE

Gemini Power Hydraulics brings over three decades of experience delivering productivity-enhancing solutions for India’s industrial and core sectors:
- High-pressure hydraulics
- Pipeline integrity services
- Aerial work platforms
- Strand jack lifting systems
- Mobile fuel dispensers
- Mobile bridge inspection units (MBIUs) under technology transfer from CRRI

Vision: "To innovatively fulfill technical needs of customers & build a respected enterprise that creates superior value for all."

Esteemed clients include Power Grid, NTPC, Tata Power, Mercedes Benz, Atlas Copco, Siemens, Reliance, Jindal Steel and many more.

ROLE OBJECTIVE

Drive aggressive, profitable growth for Gemini’s Industrial Distribution products  business pan-India by:
- Leading value-driven B2B sales
- Expanding product portfolio and market reach
- Building and mentoring a high-performance national sales team
- Establishing new sales channels and executing a robust GTM strategy

KEY RESPONSIBILITIES

-  Achieve revenue & profitability targets: ₹20 Cr (Year 1); stretch to ₹26 Cr (Year 2)
- Drive sales for key OEM lines: Hi-Force (UK), Hilman Rollers (US), EH Wachs (US), Cembre (Italy) plus new product launches
- Develop & execute national sales strategy with a team of ~13–15 (4 RSMs + regional sales engineers/area managers)
- Expand direct B2B business & build certified reseller network
- Instill consultative value selling culture for products that enhance customer KPIs
- Drive CRM adoption, sales forecasting, team KPIs, and change management
- Prepare & present a realistic 90-day action plan during final interviews

SELECTION CRITERIA

Demographic

• Age: 32–40 years preferred

• Location: Deonar, Mumbai; open to national travel

Experience & Capabilities

• Minimum 12–15 years in B2B industrial sales

• Minimum 5 years in team leadership managing RSMs and front-line sales staff

• Hands-on experience with project commissioning, maintenance, or inspection products

• Familiarity with target industries: Oil & Gas, Power, Steel, Mining, Cement, Capital Goods OEMs

• Background with reputed industrial brands/distributors

Skills

• Value Selling: consultative ROI-based selling

• Hunting Skills: proven ability to prospect & close new accounts

• Channel Development: set up reseller/partner networks

• GTM Planning: structured territory and product expansion

• CRM usage: Salesforce preferred

• Presentation & Negotiation skills

Psychographic

• Highly self-motivated, driven to exceed targets

• Ownership mindset

• Passion for building brands & market footprint

• Adaptable to fast-evolving, entrepreneurial setup

Behavioural

• Hands-on leader, visible on ground

• Approachable coach and mentor

• High integrity & customer relationship focus

• Resilient, energetic, persistent

Cultural Fit

• Alignment with Gemini’s values: Innovation, Respect, Customer-centricity, Value Creation

• Dynamic, performance-driven culture with evolving roles

• Transparent accountability for results

COMPENSATION STRUCTURE

Fixed: 85% of CTC

Variable: 15% (flexible to increase and uncapped for high performers)

Search Strategy & Target Company List

SEARCH STRATEGY

Ideal Candidate Archetype

- Title/Designation:
  • Regional Sales Manager (RSM) – Industrial Products
  • National Sales Manager – Capital Equipment/Tools
  • Senior Manager/AGM – Sales (Industrial B2B)
  • Business Development Head – Industrial Tools/Maintenance Solutions
  • Vertical Head – Industrial Sales (Value-based solution selling)

- Current Companies:
  • Companies selling 'good-to-have' productivity tools and capital equipment — not consumables
  • Direct OEMs, high-value distributors, or global industrial tool brand representatives
  • Senior sales leaders with multi-region and pan-India team leadership experience

- Mandatory Attributes:
  • Hard-core hunting experience
  • Proven track record in selling to core industries (O&G, Power, Steel, Mining, Cement)
  • Value selling vs. price selling mindset

Key Sourcing Channels

- Direct headhunting in target companies’ senior sales and business development functions
- Executive-level LinkedIn outreach with tailored messaging
- Industry forums and associations
- Referrals from trusted capital goods/industrial networks
- Cross-reference profiles from past placements in similar domains

Target Geography

- Western region-based (Mumbai/Pune) or willing to relocate
- Must have pan-India exposure: North, South, East, West familiarity
- Willing to travel extensively and manage distributed teams

TARGET SECTORS

Focus on sectors where project-based, capital-intensive productivity tools and maintenance solutions are standard:
- Oil & Gas (Onshore & Offshore)
- Power Generation & Distribution (Thermal, Hydro, Renewables)
- Steel & Metals
- Cement
- Mining
- Capital Equipment OEMs
- Heavy Engineering & EPC
- Industrial Maintenance Services

TARGET COMPANY LIST

Direct Competitors

• Power Team

• Advance Bolting

• Tritorc

• Hi-Force

• EH Wachs

• Enerpac

Global Tool Leaders

• Hilti

• Stanley Black & Decker

• Bosch Power Tools

• Atlas Copco

• Ingersoll Rand

Capital Equipment OEMs

• L&T Heavy Engineering

• BHEL

• Thermax

• Voltas

• Kirloskar Brothers

• Tata Projects

Large Distributors/Channel Partners

• KJN Enterprises

• SNS Tools

• Techno Tools

• AIM Tools

• Saimech

Specialist Industrial Service Providers

• Rotamech

• TurboTech Precision Engineering

• MEC Engineers

• Indovance

Others (Back-ups)

• SKF Industrial Services

• Fluor Daniel India

• Voith Turbo

• Siemens Maintenance Divisions

SEARCH EXECUTION PLAN

Step 1: Prioritise top 25-30 target companies from the list.
Step 2: Map senior sales leaders with 10–20 years’ total experience and recent team leadership.
Step 3: Screen for relevant product domain – avoid consumables or commodity sales.
Step 4: Validate value selling mindset, channel development skills, and pan-India exposure.
Step 5: Shortlist profiles with a maximum of 45 days notice period; flag high performers for CTC stretch.

MUST-AVOID

Candidates from industrial consumables, pure commodity sales backgrounds, or only construction material sales are not suitable.