1. Role Objective

The India Sales Head is responsible for driving pan-India revenue growth, market expansion, and sales team performance for FORNNAX’s complete portfolio of shredding and recycling solutions.

This role focuses on achieving aggressive sales targets, strengthening market leadership, increasing repeat business, and building a scalable, high-performance sales organization aligned with FORNNAX’s vision of becoming a global leader in recycling technology.

2. Key Responsibilities

A. Sales Strategy & Revenue Growth (Core Mandate)

• Define and execute an India-wide sales strategy aligned with annual and long-term growth targets

• Drive order booking, revenue realization, and profitability (with a focus on EBITDA)

• Develop segment-wise strategies for:

  • Tyre Recycling

  • MSW / RDF

  • Cable & E-Waste

  • Metal Recycling

• Ensure pipeline coverage of at least 5X the remaining target

• Develop strategies to increase repeat orders and customer lifecycle revenue (spares, upgrades, expansion plants)

B. Business Development & Market Expansion

• Expand regional presence across West, South, North, and East India

• Develop dealer/distributor networks in untapped regions

• Identify new applications, industries, and institutional opportunities

• Drive entry into large turnkey projects and high-capacity plants

C. Key Account Management & Deal Closure

• Manage strategic and high-value customer accounts

• Lead commercial negotiations and contract finalization

• Drive closure of large-scale turnkey recycling projects

• Build long-term relationships with key industrial clients

• Ensure repeat business from the existing installed base

D. Sales Planning, MIS & Performance Control

• Establish a strong sales forecasting and pipeline management system

• Track inquiry-to-order conversion stages

• Monitor conversion ratios, deal sizes, and sales cycles

• Ensure weekly and monthly MIS reporting discipline

• Conduct weekly performance reviews with all Regional Heads

• Track region-wise targets vs. achievements, pipeline status, and customer visit plans

E. Team Leadership & Organization Building

• Lead and manage the India sales structure (Regional Heads, Sales Engineers, Support Team)

• Set KRAs, KPIs, and targets for team members

• Conduct regular performance reviews and coaching sessions

• Build a high-performance, target-driven sales culture

• Ensure strong accountability systems across all regions

F. Cross-Functional Coordination

• Work closely with marketing, design, production, and service teams

• Ensure alignment between customer requirements and execution

• Support project execution and customer satisfaction

• Coordinate with the service team to convert service customers into repeat sales opportunities

G. Market Intelligence & Competition Tracking

• Monitor competitor activities, pricing trends, and market positioning

• Gather insights to refine sales strategies

• Identify risks and growth opportunities

H. Strategic Planning & Execution

• Prepare monthly and quarterly sales strategies based on pipeline and market trends

• Define region-wise action plans and focus sectors

• Align sales efforts with high-potential industries and large accounts

• Ensure a proactive and structured sales approach

3. Key Performance Indicators (KPIs)

• Annual Order Booking Value

• Revenue Achievement (%)

• Pipeline Strength (≥ 5X target)

• Conversion Ratio (%)

• Average Deal Size

• New Market Development

• Key Account Acquisition

• Repeat Order Ratio (%)

• Region-wise Target Achievement (%)

• Team Target Achievement (%)

• Customer Satisfaction

4. Candidate Profile

Experience

• Experience in recycling, waste management, or heavy machinery preferred

• Proven track record as a Pan-India Sales Head or similar leadership role

• Experience managing multi-region sales teams

Skills & Competencies

• Strong strategic thinking and execution capability

• Excellent negotiation and deal-closing skills

• Deep understanding of the B2B industrial sales cycle

• Leadership and team management capability

• Strong commercial and financial acumen

• Data-driven decision-making and MIS expertise

5. Behavioral Expectations

• Target-driven with a strong ownership mindset

• High discipline in reporting and execution

• Customer-focused approach

• Strong leadership presence and decision-making ability

• Ability to work in a fast-growth environment

• Willingness to travel extensively (20+ days per month)

6. Success Definition (First 12 Months)

• Achieve 100% or more of the assigned sales target

• Build a structured India sales organization with strong regional control

• Significantly increase repeat order contribution

• Improve conversion ratios and deal closure speed

• Establish a weekly review system with measurable outputs

• Develop new markets and segments

• Implement a strong MIS and pipeline management system

7. Why Join FORNNAX?

• Opportunity to work with a fast-growing global OEM

• Lead India’s sales growth journey

• Exposure to large industrial and turnkey projects

• Strong focus on innovation, efficiency, and quick ROI solutions