Territory Sales Manager

Kardex India Pvt Ltd

The purpose of the roles is:

• Develop the Market for Kardex Products and solutions in the South region of India
• Reach and exceed sales targets in the territory and relevant segments
• Create, qualify and develop leads and close sales according to Kardex Sales process.
• Fully utilize the Kardex CRM tool to track all leads and opportunities
• Actively contribute to the growth of Kardex in South part of the Indian market

Major task and responsibilities:

TARGETS

Net Sales

• Offers (value)
• Order intake (units/solutions/value)
• Net Sales
• Others to be elaborated during induction process

Customers

• Giving proactive support to existing customers
• Identify and develop new customer for Kardex Solutions
• Follow the Kardex industry segment focus and develop solutions in these targeted segments

Internal

• Forecast precision (Bookings/Net Sales)
• Deliver tasks within agreed time
• Defined reporting delivered on time
• Follow the Kardex sales process using the Miller Heiman sales methodology
• Report all sales activities via the Kardex CRM tool

RESPONSIBILITIES

• Reach and exceed agreed sales volume
• Support and develop territory in lead generations, qualification, and order intake

Customer visits

• Develop solution and value proposition for customer
• Offer making, contract and price negotiations.
• Initiate and participate in business development projects
• Initiate, implement and follow up sales campaigns

Reporting

• Sales Force/ CRM updated weekly
• Monthly forecasting/weekly forecast update
• Other sales reporting requested.

REQUIREMENTS

• Education: Tertiary education in related field.
• Minimum 10 years of experience in Intralogistics with high exposure to wholesale, retail, e-commerce, 3PL, electronics and/or Bio-Pharmaceutical industries.
• Multi-year experience of high level and complex B2B sales, with solution selling.
• Commercial background with good technical understanding or vice versa.
• Formally trained in sales and key account management.
• Experience in development and negotiation of complex contracts.
• Good understanding of logistical processes, and software supported working processes.
• Experienced in using Strategic Selling Framework like Miller Heiman, SPIN selling and CRM, e.g. SalesForce
• Experienced in solution selling at high level.
• Creative and solution oriented.
• Patient, persistent and enduring working style.

Behaviours required to perform this role:

• Able to extract diagnostic data in order to ascertain root cause of reported fault.
• Logical and forward thinking
• Logical approach to fault analysis/problems.
• Able to follow laid down procedures and policies.
• Able to evaluate situations and respond appropriately.
• Self-motivated, self-disciplined and maintain positive attitude.
• Able to cope with varying levels of stress and pressure.
• Able to make decisions/judgements.
• Able to work beyond working hours if required (on weekends and public holidays).