Manager - sales

Whats the purpose of this role?

• The purpose of sales Manager is to spearhead the growth of our Engineering Business in the Middle Eastern & African territories. In this role, you will be responsible for driving aggressive growth targets and expanding our presence in the oil & gas and marine sectors. By leveraging your expertise, you will help Neptunus become a leading one-stop technology solution provider in the international territories.
• Work with International customers from India, Middle east, South East Asia, Africa & European Market
• Understand the needs/challenges decision making hierarchy, timelines, of the potential customers from Marine, O&G, Heavy industry, Engineering sector to address them effectively
• Build Trust & Credibility with potential customers by demonstrating deep knowledge related to our solution & industry challenges
• Develop rapport with key decision makers of newly turned accounts to secure more opportunities from them

About Neptunus:

• Across industries, current machinery maintenance practices lead to a lot of wasted time, money, effort and resources. Neptunus’ mission is to Change the Way Maintenance is done in Industry.
• By bringing in cutting-edge technology into maintenance, we shall give our Customers higher reliability and uptime of their assets, help them contribute to environmental sustainability, save money in their operations and get higher peace of mind.
• We work in the energy sector with a focus on engines and propulsion systems in Marine, Oil & Gas, Defence, Industrial Power Plants in Asia, Middle East, Africa and Europe.

What will you get by working at Neptunus

• Be part of our Vision to be a Great Service Brand and a Fulfilling Workplace
• Great earning opportunities in terms of salaries and bonuses. If you are a higher performer, attractive wealth creation programs such as our Growth Driver Program and ESSOP programs.
• Strong benefits such as hybrid working, loan policies, family insurance, Children’s Health Fund, free mental health support and exciting reward and recognition programs.
• Opportunities to solve new challenges, learn new technologies, experience different cultures and develop yourself and grow.
• If you are hungry, self-motivated and able to deliver excellence, you will certainly thrive and advance your career at Neptunus.

Key Linkages in the Role - Whom does the person work with - internal and external:

Internal: 1. The candidate will have access to the Senior-most Management - Directors, Head of Departments.

2. Will have to work with the Sales and Operations Team.

External: 1. Contact Points will be technical managers, technical heads and directors, Engineering Team of Customer

2. As in any Sales role, Direct Contact with Customer’s Purchase Team is necessary.

Results and Activities

Key Results (What will I be accountable for?)

Activities (What will I do?)

Secure Sales of INR 50 crores in 1st year, and 30% increase YOY over the next 3 years from Engine spares & services and engine management solution

• Identify & Prospect new opportunities for new & existing list of prospects like Zakhar; Kotug,INV, Maridive, Stanford, Selective Marine, KDC etc
• Understand customer requirements and needs to provide tailored solutions.
• Visit decision makers of existing accounts (territory India & Dubai)
• Handle objections and drive negotiations for hot opportunities (opportunities above 15 lakhs)
• Close sales to add target throughput (INR 16cr)
• Use rapport to help team to secure the advance payments on time

Expand New territories

• All Engine spares & services, ZP spares & services

  as per enquiry framework

  & Engine Management Solution (ECMS)

Build Database of Customers to build pipeline for future

• Maintain Customer Data in CRM software and create projections
• Provide intelligence to ops/engineering team for preparation of quote and proposals

Knowledge/Skills/Behaviors the Candidate Should Possess:

Knowledge/Skills/Behaviors

Must Have (M) /

Nice to Have(N)

Knowledge (Functional and Non-Technical):

• 6+ years of experience in sales: prospecting, need creation, follow up, closing sales, account development and customer relationship management.
• Track Record of adding 3-5 NEW Customers OR 2 cr from new Customers per year over the past 2 years
• Experience with using CRM software(s)
• 2+ years Experience in selling engine spares/services in marine/oil & gas sector
• Should have achieved 80% of sales target on year on year basis

Skills (Functional and Non-Technical):

• Excellent communication skill (written & verbal)
• Ability to articulate thoughts and ideas, make presentations in English
• Negotiation skills and ability to convert RFQ to Purchase order

Behaviors (Technical and Non-Technical):

• Hunger for Sales, Growth and Closing Deals
• Should be organized, process oriented with strong follow up skills
• Driven to build relationships with Customers and sell solutions.

Challenges of the Role

1. Dynamics of opportunities are constantly changing & need to be on top of it continuously
2. Time is the essence of this market.Hence response needs to be prompt
3. Cost sensitive as well as time conscious market
4. Successfully negotiating with customers at all management levels