Sales Manager – Railways and Automotive

4 weeks ago

Gurgaon, Haryana, India Avery Dennison Smartrac Full time

About Your Role:

Sales Manager – Railways and Automotive is a pivotal position at Avery Dennison Smartrac, tasked with driving growth strategies for the defined region and segment. Collaborating with the commercial lead, this role aims to maximize share and sustainable business growth, aligning with agreed targets.

Sales Management & Business Development:

  • Meet/exceed Sales Targets for revenue and profitability, customer-wise and product-wise, as per yearly, quarterly, or monthly plans.
  • Manage and track primary and secondary sales customers, working towards achieving targeted growth across all customers.
  • Drive market Share and account share by implementing targeted Share gain strategies.
  • Engage with converters and end-users, creating a healthy opportunity pipeline to meet business growth objectives.
  • Identify unmet customer needs and implement initiatives to meet those needs.

Role and Responsibilities:

  • Establish and maintain a deeper connection with the Railways business value chain, including RDSO, Railway board, Coach Factories, Locomotives, workshops, and converters.
  • Develop an effective converter network to drive Railways business.
  • Ensure the right engagement with key decision-makers across cross-functional departments of the Railways ecosystem.
  • Generate and bring up individual PU's/workshop/Zone-wise project pipelines, creating a healthy funnel with at least 4X incremental growth required.
  • Launch and introduce new products and technologies, ensuring specifications for sustainable and long-term growth.
  • Leverage the complete AD portfolio, including Mactac and window films, for share gain and new specifications with PU's/RDSO.
  • Be aware of tender bids/specification preparation and approval processes at Indian Railways, following the right methodical approach in an ethical manner.

Customer Responsiveness:

  • Lead the implementation of the latest tools and processes to effectively drive Sales and Customer management, such as SFDC and Sales Management.
  • Build and maintain relationships with converters and resellers, and other stakeholders in the ecosystem, continuously working on growing the connection.
  • Explore opportunities for driving higher efficiency and output, keeping customer responsiveness in mind, and strive to conceptualize and implement new processes to meet this objective.
  • Customer Complaints: Ensure all customer complaints are attended to and closed promptly, in line with the defined target for the year, and take internal actions to meet the complaint closure goal.

Receivables Management:

  • Meet Account Receivable Targets for designated customers, in coordination with the finance team.
  • Responsible for Quarterly reconciliation of key customers' accounts with the finance team.
  • Minimize the risk of loss in business due to undue credit exposure.

Customer & Service Programs:

  • Leverage these programs to offer a differentiated value to customers and create new benchmarks on service offerings.
  • Lead the implementation of customer programs, such as Technical Training Sessions, Portfolio Sessions, and Review mechanisms with project Trackers & Customer Scorecard.

Competitive Environment & Market Intelligence:

  • Monitor the competitive landscape continually and devise competitor strategies proactively to protect and grow the company's market share in the region.
  • Ensure the internal organization is updated about the competitive environment dynamics and changes on a regular basis.

Sales Expenses Budgets & other Compliances:

  • Ensure sales plans are met within the agreed expense budget.
  • Submit/project all promotional budgets for the territory/segment, including Road Shows, Exhibition/events participation, in line with the media plan of the business.

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