Sales Specialist

Sales Specialist (B2B Trade / SaaS)

Location: Hyderabad, Telangana, India

Experience: Mid-level (3–6 years)

Positions Open: 3

Compensation

• Fixed Salary: 8 – 10 LPA (Negotiable)
• Variable Pay: 1L– 2L
• Incentives: Up to 5 lacs

About the Company

ZoTok (Zono Tradetech Pvt Ltd) is building an AI-powered conversational commerce platform that enables brands, distributors, and retailers to manage the full order-to-cash cycle through WhatsApp.

We simplify ordering, communication, and trade operations across India’s general trade ecosystem. Our platform digitizes core workflows for manufacturers, distributors, and retail networks—improving visibility, reducing friction, and accelerating revenue realization.

We partner closely with customers to understand on-the-ground realities in supply chains, then translate those needs into intuitive, high-adoption product experiences.

Our mission is to make trade simpler and more efficient by meeting users where they work. Our vision is to become the default operating layer for general trade.

We value ownership, humility, speed, and craftsmanship, and we operate with a user-first mindset grounded in trust, security, and reliability across every product decision and customer interaction.

About the Role

You will own new business acquisition and expansion within India’s distributor–manufacturer–retail ecosystem, selling ZoTok’s WhatsApp-native platform to modernize order-to-cash.

Success requires fluency in trade operations, from distributor workflows to retailer engagement, and the ability to translate pain points into measurable ROI.

You will prospect, qualify, and run consultative cycles—leading demos, quantifying value, building business cases, and aligning multi-stakeholder decisions.

You will coordinate with Customer Success for seamless onboarding and early-value realization, while channeling market signals to Product.

This role suits a self-driven seller who enjoys field conversations, rapid iteration, and achieving consistent monthly targets in a fast-moving startup environment.

Key Responsibilities

• Own regional pipeline generation and qualification across manufacturers, distributors, and trade networks, using territory plans and research to prioritize high-propensity accounts. Convert qualified opportunities by demonstrating operational impact on order-to-cash efficiency and accuracy.
• Conduct discovery to map customer workflows—orders, distributor operations, retailer engagement, and inventory movement—capturing baseline metrics. Build compelling value hypotheses that link ZoTok capabilities to measurable savings, revenue lift, and faster cycle times.
• Lead tailored product demos showing WhatsApp-native ordering flows, approvals, and communications. Align features to stakeholder goals, objections, and risk, ensuring clarity on implementation scope, enablement requirements, and the success plan for adoption.
• Generate leads via outbound calls, referrals, partner networks, and events. Maintain rigorous CRM hygiene, sequence outreach effectively, and instrument funnel metrics to improve conversion rates and forecast accuracy quarter over quarter.
• Advance deals through structured stages—champion building, multi-level alignment, and business-case validation. Negotiate terms collaboratively to secure mutual value and close within target sales cycles while adhering to pricing and compliance guardrails.
• Collaborate with Customer Success to orchestrate onboarding, training, and first-value moments. Set clear handoff criteria, monitor early usage signals, and intervene to remove adoption blockers to protect NPS and expansion potential.
• Capture and synthesize market feedback for Product and Leadership. Translate customer pain points into prioritized requirements and pilots, informing roadmap tradeoffs and accelerating product-market fit within key trade verticals.
• Report weekly on pipeline health, forecast, risks, and competitive insights. Use data to identify gaps, refine plays, and focus efforts on activities with the highest revenue impact and repeatability.

Essential Skills & Technologies

• 2–6 years in sales, business development, or account management, with demonstrable success in B2B trade, supply chain, or distribution-led environments. Comfortable selling workflows and process change, not just software features.
• Strong consultative selling, discovery, and value-quantification skills. Proficiency with CRM tools, pipeline management, and funnel analytics to drive predictable performance and accurate forecasting.
• Excellent communication in Hindi (mandatory) and English, with the ability to speak the language of distributors and manufacturers. Skilled at demos and stakeholder alignment across operations, finance, and leadership.
• Working knowledge of distributor operations, DMS, ERP/CRM, inventory movement, and order management processes. Able to connect ZoTok capabilities to tangible operational and financial outcomes for each stakeholder.
• High ownership, resilience, and bias to action suited to a fast-paced startup. Adept at prioritization, objection handling, and iterative learning from field feedback to refine plays and improve win rates.

Additional Plus

• Background in supply chain technology, DMS, ERP/CRM, or trade-focused SaaS, with hands-on exposure to distributor–retailer workflows and channel programs. Existing relationships in relevant trade networks are advantageous.
• Multilingual beyond Hindi and English, especially Telugu or regional languages, enabling deeper trust-building with distributors, wholesalers, and retailers across diverse markets in India.
• Experience structuring pilots, measuring adoption, and codifying repeatable playbooks. Familiarity with pricing constructs, partner-led motions, and competitive dynamics in general trade and distribution ecosystems.

What You'll Bring

• Proven track record owning full-cycle deals from prospecting to close in trade-centric or supply-chain contexts. Comfortable running discovery, business cases, and negotiations with operational and leadership stakeholders.
• Prior exposure to FMCG, pharma distribution, agri trade, B2B commerce, or distributor networks. Understands ground realities, pain points, and change management in channel-driven businesses.
• Strong Hindi and English communication, with clarity in demos and business discussions. Confidence navigating objections and simplifying complex workflows for non-technical stakeholders.
• Self-driven attitude with structured operating cadence—pipeline reviews, forecast calls, and disciplined CRM usage—suited for a fast-paced startup focused on outcomes and continuous improvement.