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Solution Sales Manager

2 months ago

kottayam, India SM2 Consulting Full time

This role is based in Indonesia. There will be relocation support.


Job Summary:

This role is responsible for leading and deliver the consistent and profitable sale and delivery of System / Plant solutions within the country. This person will lead the sales, project estimator / proposal and fulfilment team to accomplish the set financial goals. This person will provide the leadership of a robust organization comprising of sales professionals, bid/proposal engineer, project managers/engineers, controls system engineers, and other related professionals to be fully capable & effective in the execution of controls and turnkey contracting projects.


Principal Responsibilities:

  • Responsible for strategic planning, developing and achieving the order, sales, GM and Operating Income for the Controls and Contracting Business.
  • Drive chiller system / solution selling only to create more value add to customers in term of system efficiency optimisation and energy saving through direct selling to owners / end customers .
  • Drive projects team for timely & efficient execution of all projects in terms of scheduling, resource planning, engineering, execution, and contract risks management.
  • Manage project budgets, cash flow, WIP and billing & collection and provide accurate financial forecasts (i.e. revenue, margins, etc).
  • Develop and implement standard works, systems, processes & tools needed to drive revenue growth and to improve productivity and profitability for the Controls and Contracting business; thereby ensuring that company maintains a leadership position in the Contracting & Solutions business.
  • Assess and guide the development and implementation of project fulfilment processes, tools, and training programs for critical project fulfilment competencies necessary to achieve operational excellence in the controls and contracting operations.
  • Evaluate business and project opportunities and develop recommendations for meeting objectives and overcoming challenges.
  • Mentor and coach direct reports (sales managers, project managers) and their teams to continuously upskill controls and contracting knowledge & competencies, selling skills, project management efficiency etc; upkeep of team performance discipline and foster leadership principles and ensure robust succession planning at all levels.
  • Strong collaboration with other Business Streams & functional leaders within the country team for greater inter- departmental collaboration and cohesiveness.


Key Competencies and Qualifications:

  • Min 5 years experience in Control System or similar industry with similar customer network.
  • Min 5 years sales experience in system / solution and direct selling to owner / end customers .
  • Min 2 years (continuous) in managing a sales team of 2 persons or more. Sales experience in HVAC will be plus point.
  • Good understanding of industry as well as experience working on a similar role and used to liaising directly with the clients, consultants, and contractors.
  • Having relevant experience in selling solutions package.
  • Strong customer base & strong business development skills.
  • Familiar or having basic knowledge of contract management, contracting & project fulfilment processes & requirements including M&V audit, cost estimation, mechanical & electrical basics, project management, tender etc.
  • Strategic, proactive, and results oriented with strong P&L inclination.
  • Leadership skills with strong communication & interpersonal relations and EQ management.
  • Inspiring leader and able to command team respect and objectivity in resolving disputes.
  • Personal character of diplomacy and well restrained in emotions.