To deliver the Annual Operating Plan for the designated “Region” :Drive top line sales growthDeliver bottom line profitability targets by focusing on price increases and product mix optimizationDeliver working capital targets by focusing on :Timely collection of accounts receivablessales forecasting processreduction of aged inventory
Focus and maintain high levels of customer satisfaction : track customer satisfaction.Focus on sales and customer management processes to ensure that the business attrition levels are <5 % of the revenue. Ensure key metrics like new business development growth, AR DSO, sales growth, market shares, segment shares, key customer acquisitions: are achieved as per plans
To lead and manage the sales team with high motivation levelsTo ensure complete delivery of our promises to customersTo bring speed, stretch and energy into the team membersTo identify high performers and high potential players in the sales team and plan for career development to the mutual benefit of the company and the sales team members.To plan for retention of stable performers and improvement plans for weak performers.To drive training to meet all of the above objectives via coordination with HR
Collaborate with the Technical , Marketing & KAM team members within the business : to identify quick wins for current growth and develop strategic initiatives for future growth via geographical expansion, customer partnering, innovation in product line, technology platform changes, product management & marketing (this will be done along with the sector, marketing and the technical teams), identification of new business opportunities, etc.
Collaborate with other functions like supply chain, technical, HR as per business needs
Ensure all data / activity requirements of other functions from the business like receivables management, sales forecasts, inventory management, discount controls, etc are fulfilled so as to meet overall company objectives
Competition Tracking : To identify, track and handle competitive moves and subsequent customer negotiations
To provide support to the Sales Head, Industrial Solutions in meeting company objectives via business performance, data, customer management.
To ensure integrity in all activities of self and the team and to drive an ethical work culture across the team and company.
Education/Experience:
- A BE/ B Tech degree in Engineering, Chemical / Environmental / Petrochemical. An MBA is desired but not essential
- 8–12 years of successful and relevant commercial experience in Industrial water treatment out of which at least 2–3 years (preferably in a team leader position) as Area Sales Manager or Key Account Manager
- Demonstrated success in value selling role with increasing levels of responsibility.
- Experience in field sales is essential, should have strong customer management experience at senior levels in B2B environment, knowledge of working with key or strategic accounts is desirable.
- This position needs to have a good understanding of technical issues to be able to understand problems and opportunities.
- Management qualification is desirable to be able to manage the business and team in a professional manner with a strong understanding of all business functions including HR. This will also ensure a strong commercial and IT oriented mindset.
Capabilities and Strengths:
- Good command over English language, both spoken and written.
- A positive attitude towards new challenges, must be willing to stretch and strive
- Self-starter with the confidence to take risk, partner with business leaders as required, lead change, and work transparently with all stakeholders.
- High sense of drive and urgency
- Experienced in planning and executing projects ; proven problem solving capabilities
- Strong interpersonal skills
- Proficient in managing time with the ability to multi-task
- Ability to work independently as well as thrive in a cooperative work environment
- Proficient in Microsoft Office applications, especially Word, Excel, and PowerPoint
- Familiarity with Sales Force is a plus.
