Country Sales Manager

Adonis Staff Services Private Limited
  • Chennai
  • Confidential
  • 6-11 years
  • 29 Jan 2016

  • Senior Management/ General Management

  • Financial Services/ Capital Markets
Job Description

Factor I: Accountability
Financial: Achieve / exceed bookings, sales and profitability targets set for INDUSTRIAL Regulator Technologies (Fisher/ Enardo & Tescom) and LBP business in India.

Project Pursuit: Active participation in project pursuit, for both domestic projects and multinational projects. Effective application of tools and methods recommended by company and work with sales channels (LBP's and Distributors) where necessary.

Country Development: Develop and execute India country plan for all 3 KOB's with focus on sales channel development, appointment of LBP's if necessary, growing of base business and Skids business through OEM's and EPC. The plan shall comprise of targeted OEM's and EPC's, comprehensive projects list, core market share growth, penetration with perspective technologies, marketing and training plans.

Sales Channel Management: Conduct periodic performance reviews of direct sales, LBP's and distributors. Manage and develop good relationship with the top management of the LBP's and Distributors.
Marketing: Work with Division marketing, LBP's and Distributors to plan and implement promotional seminars and represent Regulator BU at tradeshows (such as PWoC and ICE). Provide feedback and market input to the marketing team on competitive price situation and competitions' positions. Gather, analyze and report any meaningful market trend(s), business expansion opportunities, upcoming threats to business, etc.

Customer Satisfaction: Work with division, LBP's and Distributors by providing accurate forecast and clean orders, work with BU customer support teams to ensure customer requests are being attended to promptly.

Account Management: Work closely with other BU's to manage key account business; to grow the business by identifying, selecting and developing potential local accounts; to work with global team in managing multinational accounts.

Conduct regular customer visits, sales presentations, meetings at end customer organizations, EPC's and OEM's.
Scope Data

Orders, Sales and GP targets set at the beginning of the year
Industrial (Fisher, Enardo & Tescom) Regulator business in India

Factor II : Knowledge and Skills (Describe skills this job will use these skills)
Knowledge and Skills How Used
Engineering Degree with relevant experience in Industrial Regulators
Knowledge of products and applications.
Ability to manage sales channels and work well with people.
Experience in working with customers and sales offices on products & solutions, pricing, delivery and after-sales services.
Good human relations and communication skills; selling and negotiation skills. Team building advantageous.
Familiar with basic business software applications.
Good knowledge of general business management and financial management. To develop and implement marketing strategies of Industrial Regulators products, skids and solutions to customers.
Regulator and systems sales and technical support to customers and representatives.
Develop and manage sales channels.
Interface with customers to provide quality service and support.
Project pursuit and sales closures. To influence, persuade and understand buying behavior.
Generate reports, presentations and marketing communications materials.
Look after business interest, identify potential business risks and react to business dynamics.
Factor III : Relationships

Reports directly to the Sales Director --Industrial Regulator, Other Asia

External interaction:
o With LBP's, Distributors and customers at both management and engineer levels.

Internal interaction:
o Extensive interaction with the BU Sales, PMO, SOM, Service and Operations teams.
o Extensive interaction with other BU teams
o Substantial interaction with VP, directors, managers and engineers within Regulator BU in Asia, other world areas and BU headquarters in USA.
o Some interaction with VPs, directors and managers of other BU's within AP and other world areas.

Key Competencies

Functional and Technical Skills
Managing and Measuring
Conflict Management
Managerial Courage
Decision Quality

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