Territory Sales Manager

3 weeks ago

Vadodara, India Kardex Full time

Kardex India Pvt Ltd is seeking a motivated self-starter to join our New Business Team in the role of Territory Sales Manager to be based remotely at Ahmedabad/ Gujarat in India.

The purpose of the roles is:
Develop the Market for Kardex Products and solutions in the South region of India
Reach and exceed sales targets in the territory and relevant segments
Create, qualify and develop leads and close sales according to Kardex Sales process.
Fully utilize the Kardex CRM tool to track all leads and opportunities
Actively contribute to the growth of Kardex in South part of the Indian market

Major task and responsibilities:

TARGETS
Net Sales
Offers (value)
Order intake (units/solutions/value)
Net Sales
Others to be elaborated during induction process

Customers
Giving proactive support to existing customers
Identify and develop new customer for Kardex Solutions
Follow the Kardex industry segment focus and develop solutions in these targeted segments

Internal
Forecast precision (Bookings/Net Sales)
Deliver tasks within agreed time
Defined reporting delivered on time
Follow the Kardex sales process using the Miller Heiman sales methodology
Report all sales activities via the Kardex CRM tool

RESPONSIBILITIES
Reach and exceed agreed sales volume
Support and develop territory in lead generations, qualification, and order intake

Customer visits
Develop solution and value proposition for customer
Offer making, contract and price negotiations.
Initiate and participate in business development projects
Initiate, implement and follow up sales campaigns

Reporting
Sales Force/ CRM updated weekly
Monthly forecasting/weekly forecast update
Other sales reporting requested.

REQUIREMENTS
Education: Tertiary education in related field.
Minimum 10 years of experience in Intralogistics with high exposure to wholesale, retail, e-commerce, 3PL, electronics and/or Bio-Pharmaceutical industries.
Multi-year experience of high level and complex B2B sales, with solution selling.
Commercial background with good technical understanding or vice versa.
Formally trained in sales and key account management.
Experience in development and negotiation of complex contracts.
Good understanding of logistical processes, and software supported working processes.
Experienced in using Strategic Selling Framework like Miller Heiman, SPIN selling and CRM, e.g. SalesForce
Experienced in solution selling at high level.
Creative and solution oriented.
Patient, persistent and enduring working style.

Behaviours required to perform this role:
Able to extract diagnostic data in order to ascertain root cause of reported fault.
Logical and forward thinking
Logical approach to fault analysis/problems.
Able to follow laid down procedures and policies.
Able to evaluate situations and respond appropriately.
Self-motivated, self-disciplined and maintain positive attitude.
Able to cope with varying levels of stress and pressure.
Able to make decisions/judgements.
Able to work beyond working hours if required (on weekends and public holidays).

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