Head Sales and Commercial Operations India

Position Summary:

The Head – Sales & Commercial Operations, India, is a strategic leadership role responsible for shaping and driving Oetiker’s commercial agenda in a critical growth market for the Oetiker Group. The role leads the full commercial value chain—technical sales, business development, sales operations, and technical service—ensuring strong alignment with regional and global priorities. This leader is accountable for accelerating growth, strengthening customer partnerships (OEMs and Tier suppliers), expanding market penetration across automotive and non-automotive sectors, and elevating operational excellence. The role requires a forward looking, data driven commercial strategist who can inspire teams, influence cross-functional stakeholders, and deliver sustained, profitable growth. The role will be based in Pune, India.

Essential Functions:

The Responsibilities:

1. Strategic Sales Leadership

• Develop and execute long term commercial strategies aligned with global and regional objectives
• Consistently deliver revenue, margin, and operational KPIs
• Identify and capitalize on new market opportunities across automotive and industrial sectors
• Drive competitive intelligence and transform market trends into actionable business strategies
• Contribute to annual budget planning and long-term strategic planning

2. Business Development

• Build strategic partnerships with key OEMs, Tier-1 suppliers, and new-market customers.
• Lead expansion into adjacent segments within industrial and non-automotive markets.
• Guide opportunity pipeline development and ensure disciplined funnel management

3. Leadership & Organizational Development

• Hire, develop, and empower a high-performance team across sales, technical service, and sales operations.
• Create a culture of accountability, collaboration, and continuous learning.
• Drive succession planning and leadership pipeline development for critical roles, ensuring business continuity and future readiness
• Establish clear KPIs, conduct structured performance reviews, and drive capability-building initiatives.
• Foster cross-functional alignment within Oetiker India and with other global teams.

4. Operational Excellence & Governance

• Oversee seamless execution of the complete sales cycle and post-sales support.
• Strengthen processes for demand planning, pricing governance, contract management, and CRM discipline.
• Ensure alignment with global standards, internal audit requirements, and regulatory compliance.
• Lead continuous improvement programs to enhance efficiency, customer experience, and cost optimization.

5. Customer Engagement & Technical Leadership

• Develop deep customer understanding to guide solution development and technical proposals.
• Oversee application engineering, trials, product demonstrations, and field technical support.
• Ensure rapid resolution of customer concerns and technical issues.
• Work closely with R&D and product management to translate customer needs into solutions.