Area Sales Manager- Automotive OES
2 weeks ago
Position Title: Area Sales Manager- Automotive OES (South)
Department : Automotive & Industry India
Location : Chennai, India
Reports To : National Business Manager-Automotive OES
Broad Function and Purpose of Position:
The position exists to maximize revenue, material margin and share of business in Automotive OES in South India. The employee should develop an in-depth understanding of the products, applications, customer needs and use this knowledge to develop and implement sales strategies to maximize the growth and return for the Company. Primarily responsible for providing technical and commercial support to existing and new accounts to drive sales growth. Key objectives include developing relationships with potential direct customers.
Duties & Responsibilities:
- Proactively seek information about customers business, application challenges, production bottlenecks and provide solution in consultation with National Business Manager-Automotive OES and Technical Service.
- To get recommended Sika solution validated by customer through demonstration/trials, lab tests etc.
- Responsible for securing and managing new RFQs across South India.
- Identify and develop new business opportunities with existing and new customers, expanding the company's footprint in the Automotive passenger car interior/exterior market.
- Understand and replicate global success stories, new applications and product implementation.
- Undertake and witness application trials and validation processes at customers to ensure satisfactory trial.
- Negotiate and finalize commercial deals with customers in consultation with National Business Manager-Automotive OES and finalize orders in line with company policies, ensuring customer satisfaction and adherence to assigned business targets.
- Regular travel to client sites, with a focus on budget management.
- Collect and report market intelligence to the management, providing insights into customer needs and competitive landscape.
- Customer Support: Respond immediately to customer complaints and issues, providing swift resolutions. Customer interface for cross functional teams involved in product development, to drive commercialization as per plan.
- Manage collections of accounts receivable from customers, ensuring timely and accurate transactions.
- Track and record the activities at Key Accounts to ensure the organized efforts for achieving sale of Our products.
- Attend complaints (if any) and develop a sustainable action plan to avoid complaints and improve satisfaction level of customer.
- Establishing periodic forecast for assigned accounts. Provide forecast to supply chain to manage inventory and meet customers delivery schedules.
- Establish strong business relationship with key decision makers.
- Conduct marketing events like webinar, seminar, roadshow, technology day at key accounts to update on innovations and best practices globally to create awareness and new opportunities
- Contributes to team effort by accomplishing related results as needed.
Specific Responsibilities:
- Experience in Sales, Business Development, Key Account Management roles with min. 5-6 years in Automotive industry. Experience with Automotive tier suppliers will be preferred.
- In-depth familiarity with Polymers, Coatings, Elastomers industry knowledge is preferred.
- Demonstrated effective interpersonal and communication skills.
- Demonstrated self-starter and ability to work independently or within a team
- Demonstrated ability to build and leverage networks.
Qualifications/Experience:
- Qualifications preferred – Masters'/Bachelors' in Mechanical, Chemical, Materials or Polymer Engg. Post-graduate diploma in business management from reputed institute will be preferred.
- KNOWLEDGE/ EXPERIENCE SKILLS:
- Minimum 8-10 years' experience in Sales/Business Development/Key Account Management in Automotive industry. Experience with Automotive tier suppliers will be preferred.
Competencies:
Functional
KEY INTERFACES - Internal:
- National Business Manager-Automotive OES - Reporting, business monitoring
- Technical Services
- Supply Chain Manager – Demand Planning & imports to ensure control of inventory
KEY INTERFACES - External:
- Customers - Value adding, contracting, implementing strategy management, day to day customer support, marketing & sales actions, relationship building, business management. AR control.
Behavioral
- Proactiveness
- Result Orientation
- Good inter personnel skills with written and verbal English communication.
- Enthusiastic & Energetic
Qualifications/Experience:
- Qualifications preferred – Masters'/Bachelors' in Mechanical, Chemical, Materials or Polymer Engg. Post-graduate diploma in business management from reputed institute will be preferred.
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