Director of Sales - Automation

The Director of Sales – Warehousing Storage Solutions & Automation is responsible for driving revenue growth, market expansion, and strategic sales leadership for the company’s warehouse infrastructure, storage systems, material handling solutions, and automation portfolio . This role focuses on developing key client relationships, expanding business across industries, and leading high-value solution sales in sectors such as e-commerce, retail, FMCG, manufacturing, logistics, automotive, pharmaceuticals, and 3PL warehousing . The ideal candidate will have strong experience in B2B sales, industrial storage systems, intralogistics, warehouse automation, and solution-based selling , along with the ability to lead strategic accounts and large project closures.

Key Responsibilities 1. Strategic Sales Leadership Develop and execute the overall sales strategy for warehousing storage systems and automation solutions. Drive business growth, market penetration, and revenue targets in line with organizational objectives.

Identify and capitalize on opportunities in new markets, verticals, and geographies . Build annual and quarterly sales plans with clear targets, pipeline visibility, and conversion strategies. 2. Business Development Generate and expand business opportunities for: Racking & shelving systems Pallet storage solutions Mezzanine floors ASRS (Automated Storage & Retrieval Systems) Conveyors & sortation systems Warehouse automation solutions Material handling and intralogistics systems Identify customer pain points and position integrated solutions to improve space utilization, throughput, efficiency, and safety .

Develop strong relationships with warehouse operators, supply chain heads, plant heads, operations teams, project teams, and procurement departments . 3. Key Account Management Build and manage strategic relationships with enterprise clients, distributors, channel partners, consultants, and EPC/project teams . Handle large and strategic accounts with a consultative and solution-driven approach.

Ensure strong client retention and repeat business through high-quality customer engagement and after-sales coordination. Lead negotiations for high-value contracts, commercial terms, and long-term agreements. 4. Solution Selling & Technical Commercial Alignment Work closely with engineering, design, operations, and project execution teams to develop customized warehousing and automation solutions.

Understand client layouts, storage requirements, throughput expectations, and operational workflows to propose suitable systems. Translate customer requirements into technically feasible and commercially viable offerings. Support tender submissions, techno-commercial proposals, presentations, and bid negotiations. 5.

Team Leadership Lead, mentor, and develop the sales team to achieve individual and collective business targets. Set performance KPIs, review pipelines, and ensure strong sales discipline across the team. Build a high-performance culture focused on consultative selling, accountability, and customer success .

Coordinate with regional sales teams and internal stakeholders for seamless execution. 6. Market Intelligence & Competitive Positioning Track industry trends in warehouse design, intralogistics, automation, fulfillment systems, and supply chain optimization . Monitor competitor activities, pricing benchmarks, and market shifts.

Gather customer and market insights to support product development, go-to-market strategies, and portfolio expansion. Represent the company at industry events, exhibitions, trade fairs, and customer forums . 7. Sales Operations & Forecasting Maintain accurate sales forecasting, pipeline tracking, and CRM updates.

Ensure timely reporting on: Sales performance Project conversion ratios Revenue forecasts Client acquisition metrics Collaborate with finance and commercial teams to ensure margin control and payment follow-ups. Key Deliverables / KPIs Achievement of annual and quarterly sales targets New customer acquisition and market expansion Strategic account growth and retention Project pipeline development and conversion Revenue and gross margin performance Order book growth in warehousing and automation projects Sales team productivity and performance Required Qualifications Bachelor’s degree in Engineering, Business, Supply Chain, Industrial Engineering, Mechanical Engineering, or a related field MBA / PGDM in Sales, Marketing, or Business Management preferred Experience Required 12–18+ years of experience in B2B industrial sales , with at least 5+ years in a leadership role 10 years of experiencce in Material Handling & Storage solutions 10 years of experience in Manufacturing of Storage rack Proven experience in one or more of the following: Warehouse storage systems Industrial racking solutions Material handling equipment Warehouse automation Intralogistics / supply chain infrastructure Industrial project sales Strong experience in managing large accounts, solution selling, and project-based sales cycles Required Skills & Competencies Strong sales leadership and business development capabilities Excellent understanding of warehouse operations, storage optimization, and automation workflows Strong commercial acumen and negotiation skills Ability to manage complex, long-cycle B2B solution sales Excellent presentation, proposal, and client relationship management skills Strong cross-functional collaboration with technical and execution teams Proficiency in CRM, sales forecasting, and pipeline management High ownership, strategic thinking, and target orientation