Sales Director- India

Sales Director

Company Overview

KiddeFenwal is a global leader in the design and manufacture of innovative industrial and commercial fire suppression systems and safety controls. Our proprietary, fully certified solutions save lives, protect property, and minimize business disruption.

Our trusted brands—Kidde Fire Systems and Kidde Fire Protection—deliver highly engineered fire suppression, detection, and control systems for industrial, commercial, and marine applications. Fenwal Controls supports OEMs with advanced gas ignition, temperature control, and overheat detection products.

Headquartered in Ashland, Massachusetts, KiddeFenwal operates worldwide with facilities in the United States, United Kingdom (KFI-UK), and India (KTI-India). Learn more at www.kiddefenwal.com.

Our Purpose

We protect lives, livelihoods, and iconic assets through innovative solutions, strong partnerships, and exceptional customer experiences. Built on a foundation of integrity and safety, we drive results with speed and excellence while fostering innovation and teamwork.

Position Overview

The Sales Director – India is responsible for leading the overall commercial strategy, sales execution, and business development activities across India. This is a senior, customer-facing leadership role accountable for revenue growth, market expansion, channel development, and strategic account management across the region.

The role owns both strategic direction and operational execution for India, ensuring alignment with global business objectives while adapting to local market dynamics. The Sales Director drives new customer acquisition, strengthens existing relationships, and expands market share through direct sales, channel partnerships, and solution-based selling.

Key Responsibilities

Strategic Leadership

• Develop and execute the India commercial strategy aligned with regional and global business objectives.
• Own revenue targets, profitability goals, and market share growth for India.
• Lead short- and mid-term strategic planning (1–3 years) including market penetration and expansion initiatives.
• Identify and prioritize key end-user segments, vertical markets, and growth opportunities.

Sales & Business Development

• Drive new business acquisition across India through direct engagement and channel partnerships.
• Serve as executive sponsor and primary relationship owner for highly visible, strategic, and national accounts.
• Identify large and complex bid opportunities; lead negotiation strategy and commercial positioning.
• Oversee proposal development, pricing strategy, value positioning, and contract negotiations.
• Build and maintain a strong national pipeline and ensure accurate forecasting of sales opportunities.

Channel & Distribution Management

• Develop and expand distribution networks and channel partnerships across India.
• Lead territory planning and channel performance management.
• Strengthen relationships with distributors, system integrators, consultants, and key influencers.
• Ensure channel alignment with company strategy and compliance standards.

Customer & Market Engagement

• Build long-term strategic relationships with key customers, consultants, and industry stakeholders.
• Represent the company at industry events, trade associations, and customer engagements.
• Provide regular market intelligence including competitor activity, pricing trends, and customer feedback.
• Deliver insights to leadership to influence product development and go-to-market strategies.

Team Leadership

• Lead, coach, and develop the India sales team to achieve performance targets.
• Establish clear KPIs, accountability structures, and performance management processes.
• Foster a high-performance, customer-centric sales culture.

• Influence cross-functional teams including operations, finance, and marketing.

Operational Excellence

• Ensure disciplined CRM management, reporting, and forecasting accuracy.
• Monitor sales performance metrics and implement corrective actions where required.
• Maintain compliance with contractual, legal, and regulatory requirements.
• Drive continuous improvement in sales processes and commercial effectiveness.

Qualifications & Experience

• 8–12 years of progressive sales experience, with at least 3–5 years in a leadership role.
• Experience within the Fire Protection industry strongly preferred.
• Proven success in national sales management and territory expansion.
• Strong experience in distribution/channel development across India.
• Demonstrated experience managing large, complex negotiations and contractual agreements.
• Experience presenting technical and commercial solutions to distributors, end users, consultants, and influencers.
• Strong understanding of compliance, contractual frameworks, and commercial risk management.
• Excellent written and verbal communication skills.
• Strong leadership presence with the ability to influence at executive level.
• High level of initiative, strategic thinking, and business acumen.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint, Teams, Outlook) and CRM systems.
• Willingness to travel up to 40–50% nationally.

• Bachelor’s degree required; Master’s degree in Business or related field preferred.

Key Competencies

• Strategic Thinking
• Commercial Acumen
• Executive Presence
• Negotiation & Influence
• Market Expansion & Growth Leadership
• Channel Development
• Customer-Centric Leadership
• Forecasting & Pipeline Management