Product & Business Development Manager - Hitachi Hightech India private limited

4 weeks ago

Mumbai, Maharashtra, India Hitachi Careers Full time

Description

Job Title: Product & Business Development Manager
Grade: Manager
Location: Mumbai, Maharashtra
Company: Hitachi Hightech India private limited
Salary Range: As per the industry

Company Overview:

Hitachi High-Technologies specialized scientific instrumentation portfolio with Oxford Instruments' rich 45-year heritage of innovative analytical instruments and services.

Job Purpose:

Assume responsibilities of developing business for Hitachi Spectroscopy, Chromatography & other analytical Products across India. Achievement of budgeted sales, margin realization, payment collection, key account management, application support, distributor & channel management.

Job Responsibilities:

  • Establish comprehensive coverage for agreed territory and products (with a special focus on Spectroscopy and Chromatography Products) in consultation with the Sales & Other concerned Managers of the respective business verticals including the following:
  • Study the business opportunities for the above-said products and submit short term and long-term business plans to management.
  • Based on approved business plan/s in consultation with management execute the same within given timelines.
  • Supporting existing distributors and managing / hiring new distributors/channel partners if required.
  • Product promotions and comprehensive market coverage.
  • Generate sales leads and convert them into opportunities with help of distributors.
  • Understand customer applications to suggest suitable products and solutions.
  • Conduct demonstrations and discuss appropriate technical applications related to Spectroscopy and chromatography products as may be necessary.
  • Prepare and issue quotations using approved templates in case if required.
  • Funnel management and weekly & monthly reporting to immediate line manager and functional managers.
  • Pre and Post sales Application support for existing and new customers, wherever required.
  • Propose and contribute to marketing initiatives e.g. direct mailing, trade shows, conferences advertising etc.
  • Ensure end-user customer satisfaction, taking corrective action as & when necessary.
  • Uphold Hitachi / Hitachi High Tech brand integrity with end customers / distributors / agents and operate in a manner consistent with the Hitachi brand values.
  • Propose and agree targets for: Sales by product, market segment, product mix, cash collection and gross margin. Propose and agree strategic objectives in region.
  • Provide regular reports in an agreed format.
  • Achieve the agreed targets, within an agreed expense budget.
  • Build and maintain close and effective working relationships with team members / distributors.
  • Closely work with sales, service, product, and marketing teams to help to create regional business and marketing plan to increase regional growth.
  • Manage specialized projects in case required with external partner companies for product promotions etc. with help of the concerned functional team members.
  • Interface with existing office team members within and outside of India.
  • Maintain professional awareness of relevant external technical and business developments and of competitor activity.

Indicative Performance Measures:

  • Sales Volume and Value
  • Bid / Win Ratio
  • Sales / Cost of Sales Ratios
  • Manage Distribution and channel management.
  • Gross Margin (or equivalent)
  • Application Knowledge on Spectroscopy & Chromatography products etc.
  • Profitability
  • Product and Customer Mix
  • Cash Collection
  • Relationships with Key account Customers
  • Hitachi Brand Integrity

Education & Qualification:

  • Relevant technical degree preferred or business degree if appropriate market experience can be demonstrated.
  • Post Graduate degree in chemistry with specialization in analytical instrumentation technology and science.

Professional Skills & Abilities:

1. Technical:

  • Understands and manages within a technical environment.
  • Able to develop distributor and other channels for the business as and required.
  • Able to work & coordinate sales & marketing work in direct sales, distributor & channel management environments.
  • Able to explain the technical features, advantages, and benefits of relevant products. Studies and understands competitive market scenarios and growth opportunities for the products assigned for sales.
  • Over 5 years working experience in quality or R & D pharma and non-pharma labs and sound application knowledge of general Spectroscopy (UV-VIS, Fluorescence, NIR instruments) and Liquid Chromatography product discipline and / or instrumentation industry.

2. Financial:

  • Able to conduct demonstrations and discuss applications at customer sites.
  • Strong application knowledge of Spectroscopy & Chromatography products in Pharma, non-pharma, Petrochemicals / commercial testing labs / academia etc.
  • Understands the key factors which influence the performance of own area of the business. Evaluates activities and decisions from a commercial perspective, achieving short-term financial efficiency and longer-term business objectives.

3. Marketing:

  • Understands the relevant market dynamics and economic factors influencing business scenario.
  • Has an appreciation of the external marketplace and its requirements and appreciates the importance of providing feedback mechanisms to central marketing. Applies this to own planning and decision making.
  • Adept at exploiting distributor strengths and manage their weakness areas in developing Hitachi brand image and awareness.
  • Maintain well-coordinated and smooth communication mechanism with different functions and external partners, end customers.
  • Has experience in working with global companies and familiar with working culture like business development, reporting's, escalations etc.

Personal Qualities:

  • Experience of a high technology environment, or experience of working in the relevant industry sector (pharma preferred).
  • Fluency in English (written and spoken both), Hindi and well versed with at least one of the prominent local regional languages.
  • High personal credibility within the own company & end-user customers.
  • Willing to travel up to 80% of their time.
  • Proficient PC / IT skills including MS Office, other sales & marketing online tools especially Sales Force like CRM tools.

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