This position is with our client who is a leading Manufacturer & Supplier of Steel abrasive.
Basic Purpose and Function
l Responsible for leading and co-ordinating the Steel Abrasives (Steel Shots / Steel Grits/ Stainless Steel Shots/ Cut Wire) Sales activities. Participates in identification and achievement of sales objectives and goals in line with the Company’s goals and objectives with a focus on profitable Growth and continuous improvement in the Customers’ Satisfaction.
l Assures that company remains a leader in the supply of Steel Abrasives used for De-sanding /De-scaling/Surface preparation/Shot peening in Shot Blasting Application to the Foundry /Forging /Pipe coating/Shipyard /Steel Fabrication & structure/Ship yard market and outperforms competition by meeting or exceeding Customers expectations. Identifies all activities related to business development, new customers & new markets, key account development & management, techno-commercial initiatives, delivering the WALUE approach to customers & company through“Technical Sales Approach” which would incl. checking & working on customer shot blasting machine under company’s System.
l Resp. for all work related to existing customer retention & enquiry generation, timely submission of quote, offering product in line with appl. converting quote into order, product placement, brand building & sales promotion, image building exercise, market research & analysis incl. comp information, sales forecasting, indent placement, maintaining control over debtors & outstanding, price improvement and Involved in preparing & organizing events/ presentations/ seminars in collaboration with product application technical team with end users to remain most prefer brand.
Position Dimensions (Scope) (e.g. reporting structure, personnel responsibility, decision-making authority, budget responsibility)
l Reports to Sales Director
l Field Sales & Application personnel team management, mentoring, guidance & training in the Zone
l New market, customer & business development, achievement of sales & collection budget through well designed & transparent business plan.
l Handling Key accounts & Distributors directly
l Should be able to administer selling at high prices against competition based on high product quality and technical support
l Working under profit centre concept- To ensure profitable business at all levels
l Ensure that customer data, records, information, history, market information, sales & business plan, forecast is maintained & recorded in the ERP system AS400 system
l Ability of taking quick decisions within Company guidelines & policy
l Ensure that all internal planning & reports such as (weekly planning & planning calendars, daily, weekly, monthly reports/Customer visit report/TER machine within 48 Hrs) is timely submitted to management/customer
l Ensure that 98% quote is converted into order
l Ensure that 100% payment collected on time thus no over dues within the Zonal sales territory, statutory CST forms are collected on time and all type customer complaint resolution on time.
l Close working association with SCM team for customer order compliance, on time delivery, maintaining minimum inventory levels and also with accounts team for debtors/outstanding control & customer account reconciliation
Contacts ( internal/external)
l Internal— All level of management in India & Global headquarter, Product Application team, SCM team, Accounts team
l External— Customers at all levels in user group, purchasing group & management level
Other (travel, working conditions, unusual work schedules)
l Frequent travel (2-3 weeks-18 days at customer site) per month to the customer & market for proactive technical & commercial initiatives. Extra hours may be required to meet customer requirements
l High telephone volume, meeting the customers’ expectations of quick, accurate answers -needs to have good working knowledge of MS word/Excel/Power Point and awareness on AS 400/Lotus notes
l Must deal with constant deadlines and changing priorities
l Keep updated management on all developments related to customer & market on time
Skills (manual, self-expression, planning, organizing):
Technical - Sound knowledge on market dynamics, product range, strong negotiation skill, strategic thinking, analytical skills, handling customers (Direct & Distributor), Sales team management, application of shot blasting in foundry, forging, steel, peening, fabrication, pipe coating etc. Should have keen interest on practical involvement and hands on approach to customer issues by direct involvement at shop floor level if necessary.
Logical, High energy level, curious and quick to learn , capable of thinking out of the box yet also take pleasure in performing tasks hands-on , Self-starting and tenacious, Initiative and speed with effective time and resource management, Interpersonal skills, effective planner, team player, problem solving & proactive approach. Effective communication and presentation skills. Should be highly customer focus & service oriented, and driven to overachieve objectives. Incumbent should have good Planning & organizing capabilities, Should be a Team Player.
Education/Experience (minimum required).
B. E (preferably mechanical/metallurgy)/MBA(Marketing)– 12-16 years experience of similar role in Industrial Selling with application engineering & business development profile including Key Account Management/ Institutional & OEM Sales, direct customer handling exposure is essential. Techno commercial experience in end user industries such as Foundry /Forging /Pipe coating/Shipyard /Steel Fabrication & structure/Shipyard would be advantageous.