Territory Manager

Job Purpose

Be responsible for MSA (Engine After Market) Sales for Eastern India based out of Kolkata . Formulate and implement business plan to developing new business, broadening clientele base, and penetrate the market. Mentoring and coaching of distributor sales team and guiding them to achieve their targets. Develop, grow profitable distribution channels and retail customers, small end users and initiate and to support strategic accounts. Consistently improve sales effectiveness and efficiencies. Responsible on time payments, work closely with SAM, Product Manager, Operations teams, and other departments/internal businesses within to maximize sales volume / margin, net profit and customer satisfaction.

Key Accountabilities

• Territory Sales Revenue generation/ achievement and New Business Development
• Coach, Lead & Develop Distributors & DSRs.
• Distribution handling, Key Account Management for Engine Aftermarket business.
• Maintain good Relations with Customers and update of Relationship Matrix.
• Lead generation, covering & maintaining opportunities in CRM.
• Collect and collate market information on competition.
• Close working with customer support and distribution office.
• Implement and monitor Sales policy and responsible for Secondary Sales Support and hold on territory.
• Coordination for SLOB reduction and inventory planning and Forecast reviews.
• Generating leads, track opportunities and to maintain healthy CRM pipeline.
• MIS data, Sales data, analysis, SOB data generation, Sales Trend Analysis. Customer Folder maintenance, Presentations
• Actively involve in Strategic Business Plan, Budgeting.
• Sales & Brand Promotion activities: Actively participating in initiating in sales schemes, Brand campaigns and participation in exhibitions and organizing tech seminars at end-customers.
• Coordination with Customer Support, Demand planning & PPC on forecasting, on-time-delivery and to achieve overall customer satisfaction.

Education Qualification:

• DME/B.E. (Mechanical) (Plus MBA is preferable). with overall 10-15 years of experience in Engine aftermarket (Off road/On Road) & OES

Technical Competence & Skills:

• Ability to interact at all customer levels.
• Strong commercial acumen and experience in Channel/Retail/Direct sales.
• Effective oral and written communication skills.
• Ability to successfully negotiate with customers at all management levels.
• Ability to work under pressure, manage big distribution houses, meet preset goals.

Leadership Competence:

• Coaching & mentoring
• Strategic Thinking
• Decision making capabilities.
• Aggressive and assertive
• Negotiation, Motivational & Influential skills

Relevant Experience:

• Rich sales experience in handling Channel/ Distribution from Mining, Infra/Earthmoving or automotive industry, preferably from Bearing, Industrial oil, Hoses, Filter & Other component industries or OES sales

Others (% of travel, language, etc.):

• 50 % travelling
• English, Hindi and Bengali