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Purpose of the Job: To plan, develop, generate & grow business within an allotted geographical area for all Segments so as to ensure requisite margins & profits from sales working closely with distributors, consultants & other stake holders. To closely manage Distribution network.
Key Dimensions:
- Net Sales Value
- Standard Direct Margins
- DSOs & Statutory Form Collection
- New Product Sales
- Specification Generation
- Channel Management
Description of main tasks:
The Incumbent is responsible for the following tasks:
Business Development
- To develop & implement plan to proactively hunt for target organizations & establish communication with Specifiers, Consultants, Contractors, all the customers & stakeholders and different decision makers in all the Segments in the respective area
- To conduct marketing activities, seminars, exhibitions and other brand building business development activities the in the respective area
- To develop & implement plan to continuously identify new business opportunities by finding out new applications of product for new markets for increasing market share of products in area
Sales & Revenue
- To develop & implement business plan to create pipeline to grow the Sales with contractors, distributors in designated area with speed and satisfaction to achieve required NSV & profitability targets.
Channel Management
- To monitor/expand the dealer/distributor network with a special eye on achieving revenue/collection targets.
- To create, manage and motivate network of distributors across the region so as to sell and service the products.
Monthly Reporting
- To generate yearly forecast of sales and continuously monitor and release monthly report to various key people in the company.
Business Analysis
- To continuously identify, analyze and report market perception, competition, product performance, innovative applications of existing products in all Segment.
Receivables Management
- To develop & implement plan to ensure timely collection of payments and ensures that receivables are within specified targets to keep DSO as per target.
Market Intelligence/Competitive information
- Collate market information to analyze trends and identify business opportunities and Market Intelligence - Competitive information.
- To continuously identify, analyze and report market perception, competition, product performance, innovative applications of existing products in all Segments
Collection of Statutory forms
To ensure with the help of distributors, the collection of due/overdue payments and statutory forms from the market.
Job Specifications
Professional Education
- Min Qualification – Mechanical Engineering.
- Preferred Qualification: B.E.-Mech Engineering with MBA Marketing.
Professional Experience (how long)?
In which areas?
- Sales & Marketing in HVAC/Building Material Industry
- Must have good experience with dealing with HVAC Consultants in the region
- Must have good experience of Channel Management
Other specific skills/ knowledge?
- Strong achievement Orientation
- Technical Ability
- Entrepreneurial / Business Skills
- Influencing Skills
- Objection Handling / Problem Solving
- Result orientation & Execution
- Knowledge of Decision-Making Process in the Building Material & HVAC industry in the Region
- Technical Knowledge relating to HVAC, Insulation or Heat-Transfer
Language skills
- English, Hindi & Local Language
Comments / Additional requirements
- Preferably from MNC background
- Require High Energy & Proven track record in exceeding sales and profitability goals
- Must have stability (No frequent job hopping)
Time Type:
Full time
