AGM / DGM (Domestic Sales – BOPET & Specialty Films)

Job Description:

Job Description – AGM / DGM (Domestic Sales – BOPET & Specialty Films)

Position Title: AGM/ DGM – Domestic Sales (BOPET & Specialty Products)

Location: India (Corporate Office Delhi with pan-India travel)

Reporting To: VP Business Head – BOPET Domestic Sales

Role Purpose

To drive profitable domestic sales growth of BOPET and specialty films by managing key accounts, expanding

market presence, improving product mix (specialty vs commodity), and strengthening customer relationships

across India.

Key Responsibilities

1. Revenue & Volume Delivery (Domestic Market)

 Deliver monthly and annual sales targets (volume & value) for BOPET and specialty films

 Drive growth in domestic market share, especially in high-potential segments

 Ensure sales planning accuracy aligned with production and dispatch

2. Product Mix & Margin Optimization (Critical for BOPET)

 Drive higher share of specialty and value-added products

 Monitor and improve realization (₹/kg) and contribution margins

 Avoid excessive dependency on commodity grade selling

 Align closely with plant and product development teams

3. Key Account Management & Customer Development

 Manage relationships with:

o Converters

o FMCG packaging companies

o Laminators and printers

 Identify and develop new customers in high-growth segments

 Lead commercial negotiations, pricing discussions, and contract closures

4. Market Intelligence & Competitive Strategy

 Track price trends, demand-supply dynamics, and competitor movements

 Provide inputs on:

o New product opportunities

o Segment growth areas (pharma, food, industrial, etc.)

 Translate insights into sales and pricing strategy

5. Sales Planning & Execution Excellence

 Ensure order pipeline visibility and forecasting accuracy

 Coordinate with:

o Production planning

o Dispatch/logistics

 Ensure on-time delivery and customer satisfaction

6. Credit Control & Risk Management

 Monitor and control:

o Outstanding receivables (DSO)

o Customer credit limits

 Ensure healthy business with minimal financial risk

7. Cross-Functional Coordination

 Work closely with:

o Technical / QA teams for product approvals

o R&D / Product development for new grades

o Supply chain for delivery commitments

 

Key Performance Indicators (KPIs)

 Domestic Sales Volume (MT) vs target

 Sales Revenue & Contribution Margin

 Specialty Product Mix (%)

 Realization (₹/kg improvement)

 

 New Customer Acquisition (No. & revenue contribution)

 Order Fulfillment & On-time Dispatch (%)

 Debtor Days / Outstanding Control

 Customer Retention & Repeat Business (%)

Desired Candidate Profile

Experience

 10–15+ years in BOPET / BOPP / flexible packaging / polyester films industry

 Strong exposure to domestic market sales in India and open to travel

 Proven track record in handling key accounts and improving product mix

Functional Expertise

 Strong understanding of:

o BOPET film applications (packaging, industrial, specialty uses)

o Domestic market dynamics and pricing behavior

 Hands-on experience in:

o Negotiation & commercial structuring

o Customer development & relationship management

 

Behavioral Competencies

 Strong ownership mindset (target-driven)

 Ability to balance volume vs margin

 High market orientation and responsiveness

 Strong analytical and decision-making skills

 Effective cross-functional collaborator

Education

 MBA (Sales / Marketing) preferred

 Engineering / Polymer / Packaging background preferred

Key Success Factors

 Ability to shift mix from commodity to specialty

 Strong grip on pricing and margin discipline

 Deep understanding of Indian converter ecosystem

 Speed in market response and opportunity capture

 Strong customer relationship depth

One-Line Hiring Summary

We are looking for a commercially strong and market-savvy professional who can drive domestic BOPET

business growth with a sharp focus on specialty product mix, margins, and key customer relationships.