Rsm -west

**PRIMARY PURPOSE, FUNCTION AND INFLUENCE JOB HAS ON THE ORGANISATION**:_Describe the primary purpose, primary function of this job.- Implement sales strategies to achieve the organization objectives.
- Generate potential leads for TEAM projects and products, interfacing with customers, EPCs, PMCs, Consultants, OEM and end users (Both Public and Private Sectors).
- Play a pivotal role in achieving the regions sales Target.

**ESSENTIAL JOB FUNCTIONS**:_The incumbent must be able to perform all the following duties and responsibilities, with a time allocation in a typical month, as indicated herein.**% Time Spent
**Job Function(s)
1.

25%

Generate potential leads for profitable order booking

2.

25%

Prepare industry / region mapping / competitor mapping for positioning TEAM’s projects / product in the region.

3.

25%

Build and promote long lasting Customer Relationship

4.

25%

Develop new customers, projects, products.

100%
- Rounded to the nearest 5% for each area of responsibility (total should not exceed 100%)- If travel required include the percent of travel here :25%**S.No
**FUNCTIONS
**INDICATIVE ACTIVITIES
**KNOWLEDGE / SKILLS/ BEHAVIORAL ATTRIBUTES REQUIRED
1.

**Generate potential leads for booking profitable orders.
- Work with existing and new customers to receive enquiries from the customers
- Identify the target customers, make calls, present TEAM’s capabilities, build relationship, and register with customers for receiving enquiries.
- Organize and conduct presentation of TEAM’s portfolio of projects, PTR and other capabilities to current and prospective customers and communicate the value proposition clearly.
- Conscious networking to identify the customer and their strategic plans.
- Knowledge of Process Equipment industry
- Networking skills
- Relationship building

2.

**Industry, Customer and Competitors Mapping
- Prepare industry / region mapping / competitor mapping for positioning TEAM’s projects / product in the region.
- Work with the customers / consultants from the early stage of the project with the customers.
- Position our TEAM’s capability in the market to bring new customers
- Knowledge of Process Equipment industry
- Networking skills
- Relationship building

Market mapping

3.

**Partnering the Organization’s Strategy implementation process and devises the strategy to achieve Targets
- Understand TEAM’s strategies and devises them for implementation
- Evolve Annual Sales Planner for the region and share with sales leader.
- Develop 3 years sales strategy and execution plan for the region.
- Develop sales plan from every industry for achieving the region target, Oil & Gas, Chemical, Petrochemical.etc.
- Work with decision makers for bagging orders to achieve region target.
- Adopt brick wall strategy to retain and serve the customers.
- Knowledge on the Process Equipment / Manufacturing / Engineering
- Business Acumen
- Knowledge of Strategic sales Knowledge in sales operations
- Analytical ability
- Business Acumen
- Planning
- Customer Service Orientation

Decision Making

4.

**Building Customer Rapport
Make call, visit customers and present TEAM’s capability to build rapport with customer.

Develop and adopt a strategy to retain the customers.
- Customer Service
- Customer Focus
- Interpersonal Relationship

5.

**Market Analysis
- Analyse the potential market, e.g size, geography, customer base locations, competitor movement for positioning TEAM’s business.
- Analytical Skills
- Knowledge in Marketing Management

6.

**Customer Focus
- Build rapport with customer, long lasting relationship for continuous business and growth.
- Building relationship.

7.

**MIS / Report
- Prepare and submit necessary reports to reporting manager
- Present realistic order booking forecast report to the management.
- Commit and honour monthly / quarterly / half yearly and annual order booking.
- Present the status of various projects and submit winnability reports as per the requirement
- Update CRM regularly without delay for analysis and management reporting.
- Written communication
- MIS
- Analytical Skills

8.

**Market Presence
- Capitalise the technology and use online portals to generate leads, post TEAM’s achievement, connect with customers and follow customers
- Knowledge of using online portals.
- Using professional / social network

**Products and Projects - Manufacturing
**Products / Equipment
Shell and Tube Heat Exchangers, Reactors, Column, Pressure vessels, pumps, and other process equipment.

**Material of Constructions / Tools / Software
CRM

**5.Position Description
**What the position does?
Generating business opportunities, convert budget, firm offers into orders to achieve the region’s sales / order booking targets.

**Manage & Supervision
Manage the entire region, customers and develop new customers

**Coordination
Coordinate with the internal and external stakeholders. Work with the internal stakeholders for timely submission of quotes to