Deputy Manager / Manager - Refrigeration (Channel Sales)

Role & responsibilities

Key Responsibilities

Description of duties & activities

Meeting Business Targets

• Responsible for budgeted sales from existing Refrigeration OEMs, Wholesalers & SSI OEMs
• Get new business from existing customers.
• Get business from new customers, products & applications.
• Work on new business opportunities & focus actions on developing cold chain projects/ business.

Planning & Reports

• Prepare monthly, quarterly & annual sales plan & action plan and execute them to meet targets.
• Provide monthly sales review updates, market & competition updates.
• Regularly provide updates on NBO & other BD activities
• Regularly update the market size, report any specific movement, deviation or trend taking place in the market.
• Build project inquiry base, track its status & provide updates
• Work & update salesforce tool mainly NBOs & activities

End User Influence

• Meet & influence key end users, influencers, consultants & other stakeholders in the cold chain market.
• Offer samples for testing new products to influencers & stakeholders for qualification
• Conduct product seminars / presentations at the customers end on their own & sometimes along with marketing team.
• Offer complete Copeland product & project solutions to customers by understanding the customer requirement in detail.
• Ensure end user influence by supporting & coordinating training & project design for key cold chain projects.

Product support

• Offer product support to customers on Ref products & electronic controllers
• Support product validation & qualification at OEM’s/SSI OEM’s
• Support product marketing team for product promotion, market data & business development initiatives in the region

Payment Collection

• Follow up with customers for payment & monitor their current outstanding payments regularly for ensuring that credit exposure stays under control.
• Collect payments on time for keeping DSO under control.

Business Development

• Regularly travel in the East India market & adjacent markets (BD) to meet end users, contractors, consultants, SSI OEMs, WHS & Institutional customers
• Support WHS to get penetration against new customers and competitors, as well as get direct penetration from target customers.
• Pursue new product penetration as well as existing product penetration in new application or unchartered territories.
• Work with AE, Product Engineering, Factory operations & Quality for consistent regular supply, qualifying new or existing products in new applications or areas
• Keep the market updated about new products & technologies, taking sustainable & specific efforts for introducing them in the market for long term business.

Preferred candidate profile

Education and Professional Qualifications:

BE (Mech Engg is preferable).

Management degree in marketing will be an added advantage

Requirements and Attributes:

• Bachelor’s degree in Engineering with core Refrigeration & basic electronics knowledge
• Management degree in Marketing will be an added advantage
• 8 - 13 years of relevant experience, with minimum 3 years’ experience in cold chain/refrigeration business segment is a must
• Knowledge of HVACR industry
• Local candidate conversant with the region & culture is preferable
• Excellent written and verbal communication skills
• Must have analytical ability and clarity of thought