Sales Manager FFI - West

Sika is a specialty chemicals company with a globally leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protection in the building sector and automotive industry. Sika has subsidiaries in 103 countries around the world and, in over 400 factories, produces innovative technologies for customers worldwide. In doing so, it plays a crucial role in enabling the transformation of the construction and vehicle industries toward greater environmental compatibility. With more than 33,000 employees, the company generated sales of CHF 11.2 billion in 2023.

Title                 :     Sales Manager FFI - West

Department   :     Automotive & Industry

Location           :    Mumbai, India

Reports To       :    Business Development Manager - FFI

Company Profile

Sika is a specialty chemicals company with a globally leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protection in the building sector and automotive industry. Sika has subsidiaries in 103 countries around the world and, in over 400 factories, produces innovative technologies for customers worldwide. In doing so, it plays a crucial role in enabling the transformation of the construction and vehicle industries toward greater environmental compatibility. With more than 33,000 employees, the company generated sales of CHF 11.2 billion in 2023.

Broad Function and Purpose of Position:

The position exists to maximize revenue, material margin and share of business of FFI (Façade, Fenestration & Insulating Glass) products in West India (Gujarat, Maharashtra, Madhya Pradesh, Chattisgarh, Goa and UT of Dadra and Nagar Haveli). The employee should develop an in-depth understanding of the products, applications, customer needs and use this knowledge to develop and implement sales strategies to maximize the growth and return for the Company.

Primarily responsible for providing technical and commercial support to existing customers to drive sales growth and develop business with new customers. Key objectives include developing relationships with Façade Contractors, Consultants, Developers, Glass Processors and other key stakeholders.

Roles & Responsibility:

• Proactively seek information about customers business in understanding Existing / New Projects for tendering.
• Garner market intelligence on new projects at initial stages and closely monitor developments e.g. appointments of façade consultants, contractors, key contacts etc.
• Actively engaging with Facade Consultants to get Sika FFI solutions specified in the BOQ / Make list.
• Develop strong business relations with Façade Contractors for introducing and implementing Sika FFI solutions (Structural sealants, Weather sealants, and other accessory products and organize technical activities for validation.
• Identify key areas of production constraint and provide support and offer appropriate solutions in consultation with Business Development Manager and Technical Service.
• Managing commercial efforts at targeted geography in consultation with Business Development Manager.
• Maintain sales volume, product mix and selling price in line with supply and demand, changing trends, economic indicators, and competitors.
• Establishing periodic forecast for assigned accounts. Provide forecast to supply chain to manage inventory and meet customers delivery schedules.
• Establish strong business relationship with key decision makers.
• Collection of Account receivables in assigned customer base.
• Conduct marketing events like Key Contractors Engagement, CPWD meetings, key façade consultants etc.     

Specific Responsibilities: KEY SKILLS REQUIRED

• • • 8-10 years’ experience in Sales and Business Development roles preferably in channel sales (B2C) and direct sales (B2B) in Construction / Building material industry out of which min. 5 years’ experience in Façade industry is preferred
    • In-depth familiarity with Polymers, Coatings, Elastomers industry knowledge is preferred.
    • Demonstrated effective interpersonal and communication skills.
    • Demonstrated self-starter and ability to work independently or within a team.
    • Demonstrated ability to build and leverage networks.

Qualifications/Experience:

• • Qualifications preferred - Masters or Bachelor of Engineering in Polymers, Chemical Engineering, Mechanical Engineering.
  • Master’s in business administration will be preferred.

KNOWLEDGE/ EXPERIENCE SKILLS:

• • • 8-10 years’ experience in Sales and Business Development roles preferably in channel sales (B2C) and direct sales (B2B) in Construction / Building material industry out of which min. 5 years’ experience in Façade industry is preferred

Competencies:

Functional

KEY INTERFACES - Internal:

• Business Development Manager - Reporting, business monitoring

• Technical Services
• Supply Chain Manager – Demand Planning & imports to ensure control of inventory

KEY INTERFACES - External:

• Customers - Value adding, contracting, implementing strategy management, day to day customer support, marketing & sales actions, relationship building, business management. AR control.

Behavioral

1. Proactiveness
2. Result Orientation
3. Good inter personnel skills with written and verbal English communication.
4. Enthusiastic & Energetic

• Qualifications preferred - Masters or Bachelor of Engineering in Polymers, Chemical Engineering, Mechanical Engineering.
• Master’s in business administration will be preferred.