Area Sales manager

JOB DESCRIPTION

Purpose:

To generate and develop new equipment finance business through new and existing relationships and execute the same financial transactions. Especially to proactively seek sales leads and maximise the potential to place this business with strategic vendors. The candidate will be consummate and credible sales professional selling financial solutions to reputed Indian customers / vendors across the asset class of Machine tools, Healthcare, Printing Packaging, Plastics , Power and Siemens Business among others for transactions between INR 10 Lacs to INR 20 Crore. The role is focussed purely on generating new business and is suited to people who are ‘sales hungry’ and who can exploit their exceptional sales skills and vendor management with effective and successful results.

Key Accountabilities:

• SFSPL representation to potential vendor clients including Siemens companies and through direct communication in face to face meetings, presentations, telephone calls and emails.
• You will be expected to spend 50-60% of your time out of the office in meetings.
• Responsible for own lead generation and appointment setting, apart from following up on lead generated through the Vendor Management team
• Actively and successfully manage the sales process: lead generation; credentials presentation; asking questions; solution presentation; negotiation; close; handover to the counterparty (internal team) and subsequent follow up and process management.
• Possess drive, motivation and acute attention to detail in ensuring all sales opportunities to are captured and explored.
• You will have individual responsibility for new business and are expected to self manage; however, you will be part of a particularly enthusiastic, successful and expanding team. Support is also available from the Regional Sales Manager, Regional Head and Head of Sales for complex large pitches and strategies.
• As a representative of SFSPL at internal and external meetings, your professional manner and polished appearance will aid your intention of gaining new business leads and contacts.
• Managing and maintaining a pipeline and ensuring all sales administration is complete and timely.
• Create and be accountable for all vendor proposals, contracts and any further documentation required.
• A thorough understanding of vendor clients.
• Responding to proposals and requests for information in a timely manner.
• You will effectively interact with other departments.
• Keeping abreast of issues affecting market conditions in India including collecting competitor intelligence.
• Ensuring SFSPL is proactive and responsive to prospective clients needs.
• Understanding customer requirements and working to find solutions for the same
• Basic understanding of financials and capability to do early screening
• Convincing risk team on the transaction risks and mitigants

Relationships:

§Internal and External Sales

§Risk

§Asset Management

§Operations

§Collections

§Commercial and Legal

The purpose of these relationships are to ensure smooth and clear interdepartmental communications in order to facilitate either a transaction or initiative through to successful activation and fulfilment.

PERSON SPECIFICATION:

Experience:

- 5-7 years working experience with a proven record of success – preferably in equipment financing especially in segments like Machine tools, Healthcare , Printing and Packing, Plastic and Power in MSME and Mid Corporate segment.

Essential:
- It is essential for the individual to have at least 5-7 year external customer facing sales experience (including manufacturers and suppliers of the segment mentioned above).
- Inspiration to your colleagues, tenacious, driven and highly motivated sales professional with enthusiasm for growth.
- Firmly believe that fun and great business go hand in hand.

Preferable:
Experience of selling different asset types in B2B financing. Experience of working small value transaction and high numbers of transactions through manufacturer /suppliers.

Qualifications and Training:

Preferable: Post Graduate & Computer literate.

• Proven success in your sales ability and demonstrable full knowledge of the sales process.
• Confident negotiator and ability to ‘close the deal’.
• Strong client management skills and ability to keep promises.
• Capable of hands on problem-solving, with ability to generate ideas and solutions.
• A positive and determined approach to researching and analysing new business opportunities.
• Ability to use own initiative and pay close attention to detail.
• Ability to cope with competing demands and to prioritise tasks.
• Strong communication skills in all forms including written, oral, email, telephone and presentation.
• Excellent organisational and time management skills.
• A positive attitude to dealing with people.
• Capable of working independently and having responsibility as an individual.
• Ability to work across many different cultures and nationalities.
• Honesty, integrity, initiative and creative approach to problem solving.

Key Competencies:

Personal

§Change Agent - Advanced level has a positive outlook with a ‘can’ do approach, and demonstrates flexibility.

§Coach - Foundation tries new approaches to tasks and demonstrates a willingness to learn new ideas.

§Communicator and Influencer - Mastery, persuades or influences others to accept a point of view and or agree to plans, actions and approaches to which the other person maybe resistant.

§Creative Innovator - Advanced, makes changes to improve performance within appropriate timeframes and financial budgets.

§Decision maker - Foundation, demonstrates commitment to accountability for decisions.

§Organised planner - Advanced, sets milestones, reviews progress and takes appropriate corrective action.

§Performance Manager - Foundation, manages own performance.

§Personal Leadership - Advanced level is prepared to engage with all necessary stakeholders in taking the organisations agenda forward.

§Problem Solver - Advanced, presents ideas that stand up to informed challenge.

Technical

§Account Manager - Advanced, works to maximise and optimise all business opportunities within all allocated customers.

§Business Developer - Advanced, pro-actively seeks our new business opportunities with target prospects and effectively converts them into prospects customers.

§Commercial awareness - Foundation, takes a commercial position aligned with the organisation goal and their own personal targets to achieve the best possible outcome.

§Customer Centric - Advanced, places the customer at the heart of all the day to day activities.

§Data literate - Advanced, plan work with data in all required formats, MS office, the company’s proprietary software and manually on paper.

§Networker - Advanced, maintains and develops a rich network of market related contacts that can be leveraged for maximum business benefit.

§Sales Marketer – Foundation, seeks to understand the broader on f the market sectors that they and their customers operate in.

• Sales Process – Advanced, contributes to the development of sales process ’best practice’.

Job content discussed and understood:

Signed (Job Holder)……………………………………….

Signed (Manager)……………………………………………