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Job Description

Job Summary

The Converter Sales Leader is responsible for leading and managing sales operations for Direct Customers (Converters) across India. The role focuses on driving sustainable business growth through strategic sales execution, customer relationship management, team leadership, and expansion of the converter ecosystem across key industrial segments including Electronics and Medical Devices.

This position will partner closely with Division Leadership, Marketing, Technical Services, Channel Teams, and Cross-functional stakeholders to deliver profitable growth, expand market penetration, and strengthen customer engagement.

Key Responsibilities

Strategic Sales Leadership

Execute the sales strategy in collaboration with Division Leadership to achieve revenue targets and expand market share across specialized industrial segments such as Electronics and Medical Devices. Drive expansion of the converter ecosystem by identifying and developing new direct and indirect converter opportunities. Develop and implement strategic sales plans to meet or exceed annual business objectives. Forecast sales trends, evaluate market opportunities, and adjust strategies to maximize sustainable growth. Demonstrate strong financial and business acumen to drive profitable growth and improve commercial performance.

Team Leadership & Capability Building

Lead, coach, motivate, and develop the sales team to achieve individual and team performance goals. Hire, onboard, and train new sales professionals, ensuring capability development and effective market execution. Provide ongoing coaching on sales methodologies, customer engagement, and strategic account management. Foster a high-performance culture focused on collaboration, accountability, and customer-centricity. Resolve team conflicts and provide leadership support to ensure effective business operations.

Customer & Market Management

Build and maintain strong relationships with key customers, partners, and stakeholders. Participate actively in strategic customer engagements and large contract negotiations. Drive customer retention while expanding the customer base through acquisition of new business opportunities. Work closely with channel partners and the GIC team to accelerate growth in indirect converter sales. Collaborate with cross-functional Marketing and Technical Service teams to deliver customer-focused solutions.

Sales Operations & Business Excellence

Manage the sales budget for the converter business and ensure efficient allocation of resources. Monitor sales performance, analyze market trends, and identify improvement opportunities. Ensure accurate sales forecasting and pipeline management. Leverage Salesforce CRM (SFDC) to manage customer relationships, track opportunities, and analyze sales performance. Ensure team compliance with SFDC implementation and sales reporting standards. Utilize data analytics and market insights to solve business challenges and improve decision-making.

Compliance & Corporate Responsibilities

Lead and participate in relevant corporate programs and strategic initiatives. Ensure compliance with company policies, professional standards, quality requirements, and ethical practices. Demonstrate behaviors aligned with 3M values and integrity standards.

Major Duties & Responsibilities

Consult with Division Leadership to manage and optimize sales budgets for the converter business. Identify emerging markets, customer segments, and growth opportunities to strengthen market presence. Drive collaboration across internal business verticals to support consultative selling and integrated customer solutions. Utilize internal resources and cross-functional expertise to solve complex customer and business challenges. Maintain strong governance around sales planning, reporting, forecasting, and execution. Ensure operational excellence and disciplined sales management practices across the team.

Key Result Areas (KRAs)

Business Growth & Revenue

Achieve and exceed individual and team sales targets.
Deliver sustainable and profitable business growth.
Expand market share across converter segments.
Increase channel sales through indirect converters.

Customer Management

Acquire new customers and strengthen existing customer relationships.
Improve customer engagement and long-term account retention.
Support strategic customer negotiations and business expansion initiatives.

Team Effectiveness

Build a high-performing sales organization.
Improve team capability through coaching and development.
Strengthen sales execution discipline and accountability.

Operational Excellence

Improve forecasting accuracy and pipeline visibility.
Drive effective CRM adoption and sales analytics usage.
Ensure compliance with corporate policies and operational standards.

Basic Qualifications

Bachelor's degree in Science or Engineering.
Minimum 10+ years of core Industrial B2B sales experience.
Strong leadership and team management capabilities.

Preferred Qualifications

Postgraduate degree / MBA preferred.
Proven experience working with Converter markets will be an advantage.
Experience managing strategic accounts within industrial or manufacturing sectors.

Key Competencies

Functional Competencies

Sales Planning & Execution
Strategic Account Management
Business & Financial Acumen
Market Development
Forecasting & Pipeline Management
Salesforce CRM (SFDC) Expertise
Data Analytics & Problem Solving

Leadership Competencies

Leadership & Team Development
Coaching & Mentoring
Stakeholder Management
Customer Focus
Strategic Thinking
Cross-functional Collaboration
Communication & Influencing Skills

Success Profile

The ideal candidate is a commercially driven sales leader with strong industrial B2B experience, proven people leadership capability, and the ability to build long-term customer partnerships. The individual should demonstrate strong business acumen, analytical thinking, and a passion for driving sustainable growth in complex converter markets.

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Converter Sales Leader India - Industrial Adhesives & Tapes