Director- EMS sales

The Mandate

Take a world-class, ready manufacturing base to market and build the India EMS/ODM business from zero to scale. Win and grow OEM/brand accounts across consumer durables, telecom and automotive, own the design-win pipeline, and carry top-line and margin accountability for India.

Key Responsibilities

–New business & account acquisition — hunt and win EMS/ODM design-wins and manufacturing mandates from consumer-durable, telecom and automotive OEMs and brands; own the funnel from lead to programme.

–Revenue build — grow the India order book from a standing start toward ₹1,000 Cr with quarter-on-quarter bookings discipline and clear account roadmaps.

–Solution selling — translate manufacturing and design capabilities into customer programmes; coordinate technical and costing responses with engineering and SCM.

–Key-account management — grow anchor accounts into multi-programme relationships; run QBRs, escalations, forecasts and commercial terms.

–GTM & sales operations — own segmentation, target-account planning, CRM discipline, forecasting and quota/coverage; build competitive and market intelligence.

–Pricing & commercials — own pricing and bid strategy with should-cost literacy; negotiate MSAs/LTAs; protect contribution margin, not just bookings.

–Sector sequencing — prioritise across durables/telecom/automotive; note automotive runs on IATF-qualification cycles and a longer clock — sequence accordingly.

–Team — build and lead the India sales/BD and key-account team as the business scales.

What Success Looks Like — First 12–18 Months

–A qualified pipeline and first marquee design-wins landed across at least two of the three target sectors.

–A repeatable EMS/ODM sales motion, pricing framework and account-routing model in place.

–The founding India sales team hired and productive.

Key Performance Indicators

–Bookings and revenue vs. plan (toward ₹1,000 Cr).

–Qualified-pipeline value and coverage ratio.

–Design-win count and win rate.

–Gross / contribution margin.

–Forecast accuracy and DSO / collections.

–Account penetration and cross-sell.

Candidate Profile

–12–18+ years in EMS/ODM or electronics manufacturing sales in India, with a proven record of building revenue — ideally taking a business or region from an early base to significant scale.

–Established OEM/brand relationships across consumer durables, telecom and/or automotive electronics.

–Deep understanding of the EMS/ODM sales motion — design-wins, NPI, costing, box-build and component-level selling.

–Full ownership of top line and contribution margin; commercially disciplined.

–A doer, not a learner — has personally closed and scaled EMS business, not merely managed an existing book.

Key Competencies

–EMS/ODM solution selling and OEM key-account management.

–Should-cost literacy and commercial negotiation.

–NPI and technical-sales coordination.

–Sales-ops and CRM discipline.

–Sector knowledge across durables / telecom / automotive.

–Team building and leadership.

Preferred / Advantageous

–Cross-sector reach (durables + telecom + automotive) within one seller.

–Experience selling motor, controller or PCBA content into appliance/RAC OEMs.

–Comfort as a founding commercial hire in a scale-up manufacturing environment.