Head - Sales & Marketing

Designation: Head - Sales & Marketing

Location: Kakallur (Thiruvallur)

Role & responsibilities:

1. Formulate Annual and Long Term Marketing Strategy for Railway Business by analysing industry growth trends by Sector, Regions, competition and competitor strategies, gauging the scope for new product expansion of current and new Products incumbents, analysing the capacities of OEMs and their expansion plans, setting growth plans and market share aspirations of TIMF Railways based on the analyses, superimposing these externals on the marketing strategy and drawing up product or process development plans and cascading the overall marketing strategy throughout regions as well as for Exports in order to set direction and bring alignment with the business requirement and for NPD.

2. Plan and Monitor the Customer Management Cycle through analysis of customers (by Vechicle Programme / Profitability/ Growth Potential) and preparation of volume plans for Railway Business (for current + 3 years) based on the analysis, direction setting for customer growth plans, planning new customers to bridge gaps in demand vs supply, reduction/ increase in volumes of existing customers, handling customer intimacy (through visits, explanation of customer wise growth plans) and develop the customer share plan in order to achieve the Budgeted Sales Requirements.

3. Formulate the Pricing and Contribution Objectives for each customer and the total contribution objectives through setting the objectives customer wise, Plant wise and then across Railway Business in order to meet Budgeted Sales/ Contribution.

4. Handle General Management responsibilities including team management and motivation, identification of improvement areas, performance management of team thruogh KRAs/ BSC, exception management (including emergency delivery and irate customer management) in order to build an effective Sales and Marketing Force.

Skills and Capabilities:

1. Relationship building skills (Internal and External)

2. Negotiation skills

3. Excellent written and spoken communication

4. Ability to develop strategy 5.Techno-Commercial capability & Good Negotiation skills.

6. Knowledge & ability to work in different cultures/ markets.

7. Conflict Management Skills

8. New Market & Technology Development