Manager/ Senior Manager – International Sales

MISSION OF THE ROLE Drive Duratuf's international gross profit from ₹6.5 Cr in FY27 to ₹35 Cr by FY30 as the company becomes a global industrial safety solutions leader. This role is the single accountable owner of the international GP number, the international sales team, the CRM, and the channel and distribution network. Strategy is co-created with the CEO; execution is owned entirely by this role. # Outcome 1 Deliver the GP Plan Quarter by Quarter 2 Build International Channel & Distribution Network 3 Protect 1,000 Active International Workplaces by FY30 4 Launch New Safety Categories Internationally 5 Build, Lead & Retain the International Sales Team 6 Execution Rigour — CRM, Pipeline & Forecast 7 Key Accounts & New Geographies Requirements COMPETENCIES Role Competencies • International B2B industrial sales — has carried and delivered a multi-country export GP number in safety, PPE, electricals, or adjacent categories • Channel & distribution builder (critical) — has built, not just managed, an international partner network with demonstrated outcomes • Retention discipline — has operated on a frequency-based customer model and actively managed churn • Multi-category selling — has launched or scaled two or more distinct product lines internationally • Team leadership — 3–5+ years managing distributed international sales teams with documented hiring and quota attainment outcomes • CRM-led sales management — runs forecast, pipeline, and coaching from the CRM • Export operations fluency — Incoterms, LC/TT, shipping documentation; comfortable across INR and AED flows • Commercial and margin literacy — prices on GP%, reads unit economics, protects working capital • Cross-cultural negotiation — demonstrated selling comfort in MEA, SEA, Africa, LATAM, or CIS Cultural Competencies • Ownership and accountability — owns the number; brings problems with proposed solutions; no rescue required • Execution and delivery discipline — converts plans into delivered outcomes, not well-articulated intentions • Collaborative strategic contribution — contributes sharply to planning; commits fully once the plan is locked • Drive and resilience — manages long cycles, high travel, and unavoidable setbacks while keeping the team and number on course • Systems and process orientation — fits Scaling Up / EOS / WHO culture; documents decisions; respects SOPs • Integrity — non-negotiable; export markets routinely test ethical boundaries Must-Have Skills • Carried and delivered a multi-country international export GP or revenue number — not BD or support role • Built an international partner or distributor network from scratch — identified, onboarded, and scaled partners • Direct team management of a distributed international sales team with measurable quota outcomes • CRM-led pipeline and forecast management — 100% CRM discipline is non-negotiable • Export operations fluency — Incoterms, LC/TT, shipping documentation, multi-currency commercial terms Good-to-Have Skills • Experience in electrical safety, PPE, or industrial safety product categories • Dual-entity export structure experience (e.g., India entity + UAE entity) • Familiarity with Zoho One ecosystem — CRM, Books, People • Warm distributor or partner network in MENA, Africa, or South-East Asia • Multi-category GTM experience — has launched two or more product lines internationally Domain International B2B sales with direct GP / revenue quota ownership Preferred Industry Industrial safety, PPE, electrical, industrial products, or adjacent B2B export categories Geographic Scope Minimum 2 of: MENA / SEA / Africa / LATAM / CIS Revenue Carried ₹10–30 Cr GP equivalent (international) or USD equivalent