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Job Description:
Job Summary:
Roles & Responsibilities:
Direct supervision of sales resources assigned to IATD located in India
Basic Qualifications:
- Bachelor’s degree from an accredited university majoring engineering / science / management.
- Minimum 10 yr experience in industrial sales. Prior experience in industrial B2b Sales required.
Preferred Qualifications:
- Masters’ degree from an accredited university majoring in business management
- Knowledge / experience in B2C markets preferred.
Job Description:
Provides sales direction and consults with leadership team to set short-term strategic direction and operating plans for a typically small to medium complex market/product line(s).
Determines directions, priorities and assigns resources with full accountability for results of functional area. Responsible for establishing and managing sales targets and/or budgets for one or more departments within the sales organization. Identifies and defines market/product opportunities to meet sales and growth objectives.
Major Duties and Responsibilities (General):
- Consults with leadership team to set short-term strategic direction and operating plans for assigned areas of responsibility and define guidelines/methods. Decisions are typically limited by business or functional area objectives/guidelines. Initiates and approves projects to continuously improve efficiency and competitiveness.
- Works with the country business leader for functional strategic planning, including establishing and managing budgets.
- Provides direct supervision to the sales team which includes objective setting, performance management, and motivation, as well as training and coaching. Determines priorities, timetables and assigns resources/tasks. Accountable for the activities and results of their functional area.
- Working with cross functional marketing / technical services teams, to meet assigned objectives.
- Demonstrates problem solving ability to determine best solutions for complex problems. Utilizes resources across work areas and departments to create solutions.
- Resolves issues and conflicts related to direct reports.
- Has a responsibility for establishing and enforcing multiple concepts related to the function.
Working tasks include:
- Implementing sales plans. Identifies and defines significant market/account opportunities to meet sales and growth objectives
- Coaching - explains sales plans methodologies to functional leaders and partners, customers, to ensure their understanding and buy-in
- Influencing external decision makers, typically at managerial or functional leader’s levels
- Developing pricing strategy in line with business goals & in tandem with marketing.
- Build strong customer relationships and negotiate larger contracts
- Ensure local issues are incorporated into sales and marketing plans, taking local goals and investments into consideration
- Coach sales representatives to improve and/or develop new skills and competencies according to the sales development plan
- Employ appropriate communication channels, such as public relations, direct marketing, advertising and sales promotions in support of the organizational goals
- Drive communication plans to create awareness of 3M as preferred supplier
- Share best practices with other Sales and Marketing Managers across locations/countries
- Share vision and demonstrate company values.
- Actively participate in relevant corporate programs/initiatives, comply with professional and quality standards, comply with corporate policies and procedures, and acts in a manner consistent with 3M’s values and ethical standards.
- English language proficiency / knowledge of computer programs and corporate systems relevant to the assigned area of responsibility is required.
Key Result Area’s (Specific):
TO MANAGE EXISTING BUSINESS
- Interact with customers, channel partners & other external contacts.
- Meet & exceed division operating sales & income targets.
- Ensure sales volume growth & effect pricing policies in line with business objectives.
- Manage local OPEX as per business operating guidelines.
- Manage COGS as per operating plan. Manage product mix to meet COGS targets.
- Achieve Annual volume growth, ASP & GM targets as per the operating plan.
- Achieve Inventory Turns, NWI, Account Receivable Turns & % Current as per the annual operating plan.
- Interface market / Channel & 3M legal & regulatory organization to ensure compliance with 3M policies.
DEVELOPING NEW BUSINESS
- Ensure new product introduction & sales as per the launch calendar & operating plan.
- Develop / increase distribution to meet growth objectives.
- Identify & develop new products, applications & markets to meet defined growth objectives.
- Identify inorganic growth opportunities that compliment/ reinforce/ accelerate division growth.
- Identify adjacent markets & opportunities in line with division guidelines to accelerate growth.
FORECASTING, BUDGETING & DEVELOPING LONG-TERM DIRECTIONAL BUSINESS PLANS.
- Submit forecasts, Strat Plan estimates & evolve accelerated growth programs as per division directives.
- Ensuring sales team's compliance with SFDC implementation
PEOPLE DEVELOPMENT.
- Uphold corporation’s business conduct & ethical policies
- Evolve a human capital resource deployment plan to meet the divisions 5-year strategic objectives.
- Ensure completion of annual HR activity as per company guidelines.
- Establish and communicate division goals and results to employees
- Formulate developmental plan for each employee & action plan.
- Mentor new employees to excel at defined job assignments.
- Identify & coach supervisory talent to develop succession plan.
- Address employee issues & ensure employee retention & growth.
CHANNEL MANAGEMENT - EXPANDING, MANAGING, MOTIVATION AND CONTROL
- Understand channel needs for different BU's, document channel expectations thru mutual business plans.
- Work with channel managers to develop, motivate and control channels. Ensure Channel effectiveness.
- Work with channel manager in developing and implementing mutual business plans.
- Work with the channel manager to evolve & implement channel recognition instruments & events.
- Enforce and uphold the division credit policy.
- Drive sales targets and KPI's (Key Performance Indicators) from nominated channel partners in tandem with sales & marketing team
- Understand & replicate relevant global successes in channel strategy.
- Identify and grow new channel partners providing business development support and expert advice
- To manage and resolve channels related conflicts and dispute
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