Regional Sales Manager

Skan HR is an 18 year old search firm based in Gurgaon. For our client, an MNC in the business of Fire Protection, we invite applications from qualified candidates for the position of Regional Sales Manager in Mumbai.

Title : Regional Sales Manager – West Region

Location: Thane

The individual in the role of Regional Manager, Sales and Business Development will be expected to expand sales and business development activities. In working closely with Vice President, Technical Specialist/Product Managers, you will lead every aspect of the sales process from prospection, go-to- market strategies, Pipeline Management, to customer relationship management for the company in west region of India. It is expected that the Manager of Sales and Business Development increase the Company's presence in west region of India. You will have the responsibility of the sales & business development activities.

This is a startup phase for our client, and as such, proactive approach is a pre-requisite and many activities not defined will have to be undertaken to enable scale up of the business in collaboration with the Managing Director.

Responsibilities

In collaboration with Technical Specialist/ Product Managers, the Manager of Sales and Business

Development is responsible for defining, reviewing and developing a Dealer/Distribution/Integrator network business to achieve the objectives of the company. This includes further developing a number of well-established customers, but more importantly to implement structured customer relationship management and sales processes. You will develop and lead the sales strategies and Technical Specialist to action, monitor opportunity funnel, measure performance and provide a voice of the customer to the Technical Specialist/Product Managers.

Specific responsibilities in collaboration with the Technical Specialist/ Product manager include:

You will be directly responsible for the sales revenue you'll jointly own the overall business outcome for the specified region/territory/product-line through authorized channel partners. The specific roles & responsibilities, not limited to, are as follows

▪ Establish, execute business development strategies and coordinate all activities to achieve financial objectives ▪ Develop Dealer/ Distribution/Integrator Network in Major cities in west region

▪ Embody and represent company’s brand to the market

▪ Identify customers, target markets and have a lead generation process

▪ Capture market trends, customer strategic evolution

▪ Develop value proposition and go to market strategy

▪ Directly engage with customers promoting products, solutions and services

▪ Collaborate with Technical Specialist/ Product Managers in support of marketing activities such as

▪ Collateral material development, trade show selection, and product promotion campaigns

▪ Trade show/Exhibition/ Seminar activities

▪ Perform presentations to customers

▪ Quantify and qualify business development opportunities, win strategies, recommend pricing strategy

▪ Understand customer profiles, needs and business models

▪ To own and be directly responsible for the Sales Revenue for the specified region/territory.

▪ Demand generation in new market segments / geographies / verticals.

▪ Solution Development for specific applications along with technical team.

▪ Cross-functional coordination with Marketing, Finance, Supply Chain, Technical, Finance etc.

▪ run the overall show in the specified region/territory and recognize sales revenue,

▪ Joint responsibility for collection of Account Receivables (AR).

• Skillset & Experience

• Experience in the sales role, directly responsible for sales quota must have worked for 10 years plus.
• Experience in sales through Channel Partners.
• Experience & Exposure in Datacenter will be an added advantage.
• Working experience in enterprise sales, solutioning & specification required.
• Knowledge of fire detection & fire suppression codes are preferred.

• Qualifications

• Preferred engineering Degree (B.E / B.Tech – Electrical or Mechanical field of specialization)
• Graduate / Diploma business administration will be an added advantage