Regional Sales Manager

Regional Sales Manager Location: Mumbai/Delhi/Bangalore Reports to: VP (Sales)

About the role:
The Regional Sales Manager will be responsible for driving sales performance, managing key accounts, and strengthening dealer/distributor networks in the assigned region. This role focuses on operational excellence, field execution, and the development of the salesforce and channel partners, ensuring alignment with the organization's high standards of performance and customer service.

Key Responsibilities:
1. Sales Leadership & Sales Execution: Lead the execution of regional sales plans to achieve revenue and growth targets. Conduct regular field visits (minimum 15 days per month) with sales executives and dealers to monitor customer engagement and provide on-the spot coaching. Develop and expand business with OEMs, EPC contractors, industrial clients, and distributors in the region. Identify market opportunities and drive initiatives to capture new business and strengthen the organization market presence

2. Team Development & On-the-Job Training:

Implement structured on-the-job training for the sales team, focusing on product application, objection handling, and consultative selling. Mentor and coach the team through joint customer calls, technical discussions, and live product demos. Organize periodic regional workshops and technical knowledge sessions.

3. Performance Management: Monitor KPIs including sales volume, conversion rates, and customer satisfaction scores; implement corrective actions as needed. Conduct weekly, monthly and quarterly performance reviews of sales teams and dealer sales personnel as applicable Collaborate with HR and the VP Sales on succession planning and capability building.

4.Customer & Network Development: Build and maintain strong relationships with OEMs, EPC contractors, distributors, and end-users. Strengthen and expand a reliable network of channel partners across India, ensuring alignment with brand and service standards. Monitor partner performance, providing guidance and support to optimize market penetration.

5. Customer Relationship Management: Ensure high levels of customer satisfaction by resolving complaints swiftly and maintaining close follow-up on service matters. Regularly gather and report customer feedback to contribute to product development and service improvements.

6. Compliance & Reporting: Enforce compliance with company policies related to pricing, credit control, and order management. Prepare accurate and timely sales reports, forecasts, and market intelligence updates for senior leadership.

7. Cross-Functional Collaboration: Collaborate with R&D, marketing, finance, and operations to develop customer-centric solutions. Contribute customer insights to product development, ensuring continuous improvement in product design and performance

8. Brand Representation: Represent the organization at industry events, trade shows, and client meetings, reinforcing the company's leadership and value proposition.

Key Competencies: 1. Technical & Product Knowledge: Solid understanding of electric motors, gearboxes, and related industrial equipment. Ability to communicate technical details and application benefits confidently to customers and partners. Willingness to stay updated on product innovations and market trends

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2. Adherence to Sales Processes: Rigorously follows established sales processes and ensures team compliance at all stages of the sales cycle treating selling as a Science and NOT an Art Implements systematic approaches for lead qualification, order processing, and customer follow- up. Champions continuous improvement by identifying process gaps and recommending enhancements to ensure efficiency and consistency.

3. Sales Execution & Target Achievement: Strong focus on Sales Process adherence in meeting and exceeding regional sales targets. Ability to plan and execute daily, weekly, and monthly sales activities aligned with company objectives. Proficiency in pipeline management and closing deals across OEMs, EPCs, and channel partners.

4. Market Knowledge & Customer Insights: Solid understanding of the regional market landscape, competitor activities, and customer segments. Ability to identify growth opportunities and risks within the assigned territory. Capability to gather customer and user insights and translate them into actionable strategies.

5. Dealer & Channel Management: Experience in managing, expanding, and optimizing a network of dealers and distributors. Skills in conducting dealer audits, setting performance benchmarks, and driving dealer engagement initiatives. Ability to build and maintain trust-based, long-term relationships with partners.

6. Team Leadership & Coaching: Effective in leading, motivating, and coaching a regional sales team. Skilled in on-the-job training and field accompaniment to develop sales capabilities. Commitment to building a culture of accountability, continuous learning, and high performance.

7. Customer Focus & Service Excellence: Strong commitment to customer satisfaction and after-sales service. Ability to handle customer complaints promptly and effectively. Proactive in maintaining customer relationships and ensuring repeat business.

8. Planning & Organizing: Proficient in territory planning, route optimization, and resource allocation to maximize coverage. Skilled in planning product demos, technical workshops, and promotional activities. Strong time management and prioritization abilities.

9. Reporting & Analytical Skills: Accuracy in preparing sales reports, forecasts, and market intelligence updates. Capability to analyze sales data, draw actionable insights, and adjust strategies as needed. Proficiency in CRM systems and basic sales analytics tools.

10. Communication & Negotiation: Clear and persuasive communicator across technical and commercial discussions. Strong negotiation skills to close deals and resolve conflicts effectively. Ability to present sales performance and market updates to senior management.

11. Compliance & Process Adherence: Strong understanding of company policies related to pricing, credit control, and order management. High standards of operational compliance and ethical conduct. Ability to enforce and monitor adherence to sales processes within the team and dealer network.

12. Adaptability & Problem Solving: Flexibility to respond quickly to market changes, customer demands, and operational challenges. Proactive problem-solver who can handle unexpected issues with composure and creativity. Resilience in high-pressure situations.

13. Collaboration & Team Work: Strong collaborator who fosters open communication and teamwork within the regional sales team. Works effectively across departments (e.g., marketing, finance, operations) to ensure customer needs are met and sales goals are supported. Promotes a culture of shared success, mutual respect, and aligned objectives.

Requirements: Bachelors Degree or Diploma in Engineering. Minimum of 15+ years of sales experience within the following industries: Electric Motors Industrial Automation & Control Systems Pumps, Compressors & Valves Industrial Electrical & Power Distribution Equipment Energy & Power Solutions Material Handling & Lifting Equipment Strong knowledge of market dynamics of the Region Ability to work in a fast-paced and evolving environment. Willingness to travel within the region as required.