Head of Sales Track and Trace Division

Head of Sales Track & Trace Division

About the Role

We are seeking an experienced and results-driven Head of Sales to lead and scale the sales function for the Track & Trace Division. The successful candidate will be responsible for developing and executing sales strategies that drive revenue growth, strengthen strategic customer relationships, and build a high-performing sales team focused on Track & Trace, serialization, product authentication, traceability, and technology-driven solutions.

The role will involve working closely with Product, Software, Engineering, Service, and Operations teams to deliver customer-focused solutions and support the overall growth of the Track & Trace business.

Key Responsibilities

Strategic Sales Leadership

Develop and implement effective sales strategies to achieve revenue targets and business growth objectives.

Identify high-value market segments and business opportunities across pharma, FMCG, food & beverage, cosmetics, chemicals, medical devices, and manufacturing industries.

Monitor market trends, competitive landscape, customer requirements, and emerging technologies to strengthen sales strategies.

Develop the market presence and positioning of Track & Trace solutions across relevant industries.

Revenue Growth & Business Development

Drive new customer acquisition and expand the existing customer portfolio through strategic account development.

Lead key negotiations, pricing, commercial proposals, deal structuring, and closure of high-value opportunities.

Develop and maintain a strong sales pipeline to achieve revenue and business growth targets.

Identify new applications, markets, partnerships, and opportunities for business expansion.

Prepare and present sales forecasts, pipeline updates, revenue plans, and performance reports to senior leadership.

Sales Execution & Pipeline Management

Manage the complete sales cyclefrom lead generation, qualification, solution discussion, proposal, negotiation, and closure.

Ensure accurate sales forecasting and effective pipeline management.

Drive consultative and solution-based selling aligned with customer business requirements.

Conduct regular reviews of sales performance, pipeline conversion, and key business metrics.

Develop corrective actions and strategies to improve sales conversion and business performance.

Customer Engagement & Relationship Management

Act as a senior commercial leader for strategic and enterprise customer engagements.

Build and maintain strong, long-term relationships with CXOs, business heads, supply chain, operations, IT, quality, and manufacturing stakeholders.

Understand customer challenges and position appropriate Track & Trace and technology solutions.

Drive strategic account growth, cross-selling, and solution expansion opportunities.

Ensure strong customer engagement throughout the sales and solution implementation journey.

Cross-Functional Collaboration

Work closely with Product, Software, Engineering, Service, Project, Operations, and Marketing teams to align solutions and customer commitments.

Ensure effective coordination between sales requirements and solution development/implementation.

Support customer demonstrations, solution discussions, industry events, exhibitions, and business forums.

Contribute to product and solution positioning based on market and customer feedback.

Sales Team Leadership & Development

Build, coach, and mentor a high-performing Track & Trace sales team.

Set clear sales targets, KPIs, and performance expectations for the team.

Conduct regular sales reviews and provide guidance on enterprise selling, solution selling, negotiations, and key account management.

Promote a culture of accountability, customer focus, collaboration, and continuous improvement.

Required Qualifications

Education: Bachelors degree in Engineering, Technology, Business, Marketing, Sales, or related field. MBA or advanced management qualification is highly preferred.

Experience: 1520 years of progressive experience in B2B IT sales, with experience in packaging or pharmaceutical machinery/equipment sales.

Demonstrated track record of achieving sales/revenue targets and leading high-performing sales teams.

Experience in managing strategic accounts, complex sales cycles, commercial negotiations, and enterprise customers. .