Area Sales Manager-Industrial

Role & responsibilities

Customer Management

•               Strategically plans and executes & leverages the knowledge of Customer & channel to grow share of wallet in indirect business Leverage the relationship with partners and customer to manage customer experience, resolve customer complaints / escalation, and anticipate and reduce impact on us (potential losses from the account), Drives engagement with customer and supports team to build strong relationships and win win outcomes
•               Develop, update, maintain & communicate the Key Account Plan. Understand the activity, business & needs of customers.
•               Uses partner management , customer know how and market intelligence to drive range selling growth on the range of products used by the customer, Build sustainability and growth from the customer in collaboration with marketing
•               Working Capital Management with accurate sales forecasting, good credit control and deliver business plan within Days Sales outstanding & Overdue % targets
•               Executes a review mechanism with the partners to ensure the alignment and objectives are tracked and measured to deliver business objectives current & future

New Business Acquisition and development

•               Develop new opportunities with prospective customers independently & from leads developed through prospecting in focused sectors and follow a strategic approach to increase the market penetration & market share.
•               Increase the share of wallet in existing customers through cross selling & up selling.
•               Continuously trains & educates partner staff and their teams
•               Develop & maintain good relationship with partners & customers

Customer Engagement

•               Identify and evaluate areas to strengthen the account contribution inputs and recommendations to strengthen the Distributor Value proposition

Market & Competition Mapping

•               Develop deep understanding of sector, market and account. Continuously update knowledge and organization on emerging trends, latest technology, Government policies for sector and develop strong offer accordingly. 
•               Develop good understanding of Competitor products, services & overall offer & should develop a differentiated offer in collaboration with Technical & Marketing.
•               Anticipate market and customer needs to have an internal first mover advantage

5)  Collaboration with internal/ External stake holders

•               Develop strategically valuable relationships to deliver agreed new customer acquisition, volume and margin targets.

Preferred candidate profile

fications/ Experience/ Competencies

•               MBA/ Engineering Graduate with

  8-15  years

  of experience in Industrial / B2B Sales / BD / OEM sector.
• Experience in selling to major process industries (Metals, Cement, power) and manufacturing industries (Manufacturing of Auto, Auto components etc), will be an advantage
• Significant sales experience , with proven success in developing profitable business, preferably with Channel Partners
• Demonstrate strong business acumen skills, Solid track record of execution
• Having good network & relationship in the Industry is desirable
• Energetic, passionate about business development
• Intimate and extensive market knowledge in Industrial B2B sectors & OEMs
• Comfortable with ambiguity and able to conceive scenarios and develop contingencies
• Has the ability to work autonomously, in testing times, while being a champion at problem resolution and strategic & tactical planning.