Sales Manager

3 weeks ago

Gurgaon, Haryana, India Avery Dennison Smartrac Full time
About Avery Dennison Smartrac

Avery Dennison Smartrac is a global leader in labeling and packaging materials and solutions. Our applications and technologies are an integral part of products used in every major market and industry.

About Your Role

The Sales Manager is responsible for developing and executing the overall growth strategy for the defined region and segment in consultation with the commercial lead. The person will help to maximize share and sustainable business growth, in line with the agreed targets.

Key Responsibilities
  • Meet/exceed sales targets (both on revenue and profitability) for the defined region and segment.
  • Manage and keep track of primary and secondary sales customers and work towards achieving the targeted growth across all customers.
  • Work on maximizing market share and account share by driving targeted share gain targets.
  • Establish and maintain a deeper connection with the Railway business value chain, including RDSO, Railway board, Coach Factories, Locomotives, workshops, and converters.
  • Ensure right engagement with all key decision makers at cross-functional departments of the Railway ecosystem.
  • Generate and bring up an individual PU's/workshop/Zone-wise project pipeline and create an overall healthy funnel with a minimum of 4X of the 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 tenders, bids, and specification preparation and approval processes at Indian Railways and ensure the right methodical approach is followed in a complete ethical manner as per working practices of Avery Dennison.
Customer Responsiveness
  • Lead the implementation of the latest tools and processes to effectively drive sales and customer management.
  • Build and maintain relationships with converters and resellers of the territory and other stakeholders of the ecosystem and continuously work on growing the connection.
  • Explore opportunities for driving higher efficiency and output, keeping the customer responsiveness goal in mind.
  • Ensure that all customer complaints are attended to and closed promptly in line with the defined target for the year.
Receivables Management
  • Meet the account receivable targets for the designated customers and in coordination with the finance team.
  • Responsible for quarterly reconciliation of key customers' accounts in association with the finance team.
  • Minimize the risk of loss in business due to undue credit exposure.
Customer and 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, including technical training sessions, sessions, and portfolio sessions.
  • Review mechanism with project trackers and customer scorecards.
Competitive Environment and Market Intelligence
  • Monitor the competitive landscape on a continual basis 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 and Other Compliances
  • Ensure the 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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