Zonal Head - Direct Sales (B2B) East Zone

Purpose

The role holder plays a pivotal role in driving direct sales and operations across a designated region. The role holder is responsible for formulating and executing regional sales strategies, improving market share, and mentoring the sales team to enhance overall performance. This role aims to achieve regional sales targets, foster long-term relationships with key customers, and ensure sustained growth and profitability. The role holder also works closely with the Business Development workstream to enhance relationships with key stakeholders.

Roles & Responsibilities

Internal Stakeholders

• Head Direct Sales

• Ensures strategic alignment, profitability, and growth.

• Regional Sales Teams

• Provides leadership, direction, and operational guidance.

• RPMO Team

• Provide inputs for new product development and product enhancements.

• Aftermarket Team

• Work closely with the Aftermarket Team to address customer complaints.

• Project Controls Manager

• Timely execution and profitability of the project.
  

External Stakeholders

• Customers

• Manages long-term relationships and ensures high satisfaction with private and government accounts.

• Key Influencers

• Coordinate and build connections with stakeholders (EPC contractors, energy auditors, and consultants).
  

Defining Result Outcomes

• Regional Sales Strategy

• Develops and implements regional sales strategies aligned with organizational goals.

• Customer Relationship Management

• Builds strong customer relationships to drive business through visits to existing key customers, competition customers, and organizing networking events.
• Collaborates with the regional aftermarket team for driving customer satisfaction.

• Market Research and Resource Allocation

• Utilizes market data to allocate resources effectively and maximize profitability.

• Budget Management

• Prepares and oversees the direct sales budget to ensure alignment with financial goals.

• Pricing & Accounts Receivables

• Secures favourable pricing, terms, and contracts to enhance revenue.
• Drives the team for timely collections of account receivables.

• Collaboration with Business Development Team

• Collaborates with the business development team to strengthen ELGis market penetration through effective networking, brand awareness, and product positioning.

• Team Leadership and Mentoring

• Develops high-performing sales teams.
  

Defining Enabling Outcomes

• Regional Sales Strategy

• Co-creates and implements regional direct sales strategy and drives the team to achieve budgeted sales.

• Marketing Research and Resource Allocation

• Leverages market research data to create and implement marketing strategies.

• Collaboration with Business Development Team

• Builds effective relationships with key stakeholders in energy and technical consulting firms.

• Budget Management

• Establishes robust financial planning and monitoring systems.

• Pricing & Accounts Receivables

• Implements effective pricing strategy for the sales team and monitors the collections of account receivables with appropriate frequency.

• Customer Relationship

• Develops and manages relationships with key customers (existing and potential).
• Leverages sales for ELGi through targeted relationship building and networking.

• Leadership Development

• Develops high-performing sales teams through leadership and coaching.

Desired Experience:

• 12 to 15 years of total work experience in sales function within manufacturing industry including experience of handling mid size team (7 to 10 members) for 4 to 6 years.
• Proven expertise in managing direct sales, B2B sales and achieving high-impact results.
• Experience in the compressor or capital equipment sales is preferred.