National Sales Manager

Purpose of the role:

National Sales Manager has direct overall responsibility for revenue and achieving country level sales goals for Testing Machines portfolio. This position will participate in fiscal budgets and is responsible for profit and loss. Responsible to retain existing customer base and generate new customers and convert them for long term relationships. Responsible for region and market development. Also oversee new business development and develop strategies to meet profit goals for allocated area.

Educational Qualification

Essential: Graduate Engineer

Preferred: MBA

Functional / Technical Expertise

Ability to communicate clearly internally & externally.

Ability to lead and motivate sales team, Strategic thinking and planning, Analytics oriented.

Ability to maintain existing and build new relationships with customers.

Relevant Experience (in yrs.)

Min. 8 yrs. (Capital

Equip. sales) Min. 5 yrs. (Leading a sales team)

Total Experience Required (In yrs.):

MAIN RESPONSIBILITIES

• Assign the revenue targets to the sales team in line with the business growth goals and support them to achieve.

• Set expectations with the sales team on pipeline sufficiency and forecast accuracy, review on weekly basis, and take corrective actions as needed.

• Formulate business strategy for driving sales growth; Drive relevant initiatives with well-defined goals and deadlines with focus on enhancing market coverage, entering new applications / industries, and developing solutions business.

• Perform efficient finance management of sales function - Apply strategies for cost reduction and other techniques for maximum profitability of the organization.

• Interact with customers / internal stakeholders to pilot ideas / demonstrate proof of concept. Collaborate with internal and external stakeholders to ensure smooth billing.

• Develop product position strategy, guide sales team in preparing value proposals and suggest content for marketing collateral creation.

• Analyse existing approaches to the market needs and make changes where appropriate. Maintain the business growth in compliance with corporate values and beliefs.

• Improve the knowledge base and skills of the team by providing training and mentoring, motivating them all for effective performance for the general growth of the company.

Key Performance Indicators

• Booking & Billing achievement against target for Self & Team
• Total pipeline sufficiency of min. 100% for rolling 3 months
• Monthly forecast accuracy of min. 90%
• Develop & track new business metrics new customers, new industries, new applications, new technology partners, Solutions against the set goals
• Drive and track key growth initiatives in each line of products
• Sales execution and billing in line with SLAs

KEY COMPETENCIES REQUIRED (Technical & Behavioral)

TECHNICAL:

• Ability to grasp technical matters, understand applications and business implications of the same
• Must have knowledge about technical process
• Must be analytically sound
• Project management and working at strict deadlines

BEHAVIORAL:

• Problem Solving & Decision making
• Influencing
• Business Acumen
• Execution Excellence
• Interpersonal Relationships

WORKING CONDITIONS (PHYSICAL & ENVIRONMENTAL DEMAND)

Travel to customer locations, meeting team members and Principal / Technology partner visits as needed. Monthly travel 55% - 65% min.