Regional Sales Head (Western Region)

Job Description

We are hiring for Regional Sales Head (Western Region) from relevant Industry Background . Kindly share your CV on sushil.raut@stelmec.com #Switchgear #Transformer #Wires #Cables #relay #Panel #Meter #MSEDCL #MSETCL #RRVUN #RRVPN #GEB ROLE PURPOSE: To Lead the entire Sales & Mkt Operations of Western Region in Utilities Market Segment and achieve the OBT & Revenue objectives Strategic/ Policy: Achieve the Objectives of OBT & Revenue from the Utilities Mkt Segment including Direct Tenders and through EPC contractors. Increase Mkt Share in all Mkt Segments-Utilities & Utilities( EPC)Contractor Mkt segment Plan and achieve the current targets of OBT, Revenue, Collection and set the Vision for the perpetual growth for the Business in the SBU . Operational Sales Ensure closing of the orders from the Utilities (Direct Tenders) and from the EPC contractors Closely work with the Corporate Strategic Marketing team and SBU Mkt team to convert the orders. Map the tenders from project or pre-bid stage and provide critical data through the Front End Sales for closing orders in our favour Identifying opportunities for all products in the Utilities mkt segment for all the SBUs of the Product Business. Work strategically with the Corporate Mkt team on gathering information and knowledge of the QR and Spec-in activities to ensure increase in the Mkt share. To ensure that competitor activities are mapped and healthy competition is targeted fro the upcoming tenders. To ensure Tenders are targeted right from beginning with upcoming tenders, analysis and preparation of strategy at Corporate level to ensure winning the tender. To ensure all Tenders are bifurcated and analyzed into upcoming tenders, floated tenders, tenders to be quoted and attacked in line with order booking targets of each sbu. To develop strong connect and relationships with the EPC contractors tight from pre-bidding stage for ensuring closing of orders at their end with objective of price and quantity. To align with the competitor brands and ensure highest market share in direct tenders and also through EPC contractors. Effective primary and secondary market research in order to ensure the Data is accurate and achievable. Market Intelligence and Development of New market Segments and New avenues of Business growth. Spearheading Promotion activities- Seminars, Conferences & Get-Togethers for Customers and Partners and representation of SBU in Exhibitions like Elecrama, IEEMA, etc Representing Organization in forums, governing bodies and govt sponsored strategy meets. Marketing Prepare the Marketing Budget for the FY Achieve the spec in targets for each tender and achieve the OBT of each SBU for the Utilities budget. Work with SBU heads and SBU Mkt team alongwith the Regional FES for ensuring that OBT and Revenue targets are achieved. Forming and Implementing Market Strategies based on Customer profile, Competitor analysis and Tender qualifications Spec-in: Work closely with the Customers officials on Technical and Commercial specifications and QR so as to ensure that we meet the same in totality and unhealthy competition does not qualify. Identify potential JV partners, liason with them, conduct financial due-deligence and negotiate fair terms to close partnerships in keeping with QRs of potential tenders. Effectively quoting the tenders so as to ensure that the bid shall be a winning one and with targeted contributions. Targeting Elimination of Competition on strong technical and application grounds and building case in our favour with excellent presentation & interpersonal skills People Customer Relations- Build excellent relations at the highest level at the Customer end so that pre tendering and post order issues are ironed out smoothly and projects are completed on time. Effectively manage the human resource & develop them according to the Mkt needs within the stated personnel policies and procedures that fully conform to current laws and regulations Effective Utilization of team as per the short term and long term targets. Team Development- Support and Build Competency of team Team Management- achieving objectives by showing the way and leading from front. Proper delegation, leadership and working with the team members in alignment to the objectives. Experience of monitoring & managing teams & individuals against set KRAs/KPIs An ability to represent Company at highest levels at Customer end and strategic partnerships and agencies. Plan & implement Tendering promotional activities as devised & directed by HO/Mktg/ Regional Office. Competitor activities tracking & response. Understand customer requirements in terms of business. Human resource development within the department and fill the gap of competency through T&D and optimum utilization of resources, filling vacancies, etc. Financial Execute the Business development strategies to ensure targeted Gross Contribution and profitability is achieved. Overall responsibility for ensuring that the financial parameters of healthy order booking, revenue generation, margins and net profit is achieved. If you have relevant experience kindly Apply/email your updated CV on sushil.raut@stelmec.com