Territory Sales Manager

Role Dimensions
Key Measure:
Sales Growth,

Geographic spread:
Specified Region

Responsible for:
Key Account & Reseller growth and Sales Development of Region

Purpose of Role
Deliver Profitable and Sustainable Sales Growth through Reseller Network, demonstrating Cromwell Principles, building Value to our Resellers and a developing a High-Performance Cromwell Sales Team

Role Responsibilities
The role will be responsible for:

• 90% Customer Facing time

• Meeting All Active Resellers in regular cycles, discussing performance and implementing sales and marketing strategies/actions for delivering growth year on year, building relationships with Key Decision Makers and Reseller Sales team.

• Meeting Key End-Customers of All Active Resellers in regular cycles, individually and along with Reseller sales team, to maintain and grow Cromwell Business year on year, building strong relationships with Influencers and Senior Management.
• Pro-actively sell products that are on monthly and quarterly promotions
• Identify opportunities (for proposing to Regional manager) for Price and Trading Agreements with large End-Customers in the region, and orders fulfilled through Reseller Network in region, delivering profitable sales growth, through joint business development by Cromwell and Reseller Sales team
• Identify New Markets and Opportunities (for Core Industry & Product Segments as per Cromwell strategy) where Cromwell has nil or limited presence today. Expand Reseller Network continuously to make Cromwell the Best-Known Industrial MRO Business across all Industrial Pockets in the assigned geographical area.
• Gain Market and Competition knowledge as an ongoing process. Utilise the findings to provide inputs for Price Positioning and Marketing strategy as and when requested.
• Regularly monitor the results against the agreed Key performance indicators & take relevant action to address shortfalls.
• Manage the business given to Cromwell by its customers ensuring that we do whatever is realistically required to satisfy the customer's reasonable needs professionally, accurately and efficiently.
• Work Promote the products and services of Cromwell to customers to maximize sales opportunities and increase profitability. Create and generate the level of sales pipeline and improve conversion ratio to consistently achieve agreed sales objectives and targets.
• Ensure that all enquiries / requests received by telephone, E-mail etc. from customers, Reseller and your colleagues are dealt with in a professional manner in as short a time as possible – the target should be same day or failing this within 24 hours.
• Set an example in appearance, time keeping, planning, attitude and commitment to all other members of staff.

• Ensure 100% adherence to the reporting needs of various Sales effectiveness CRM packages (For e.g. Sales Force). Be responsible to communicate proactively in case of any challenges faced to your manager.

• 10% Admin Time

• Inputs to Reseller for quotations against RFQ generated to Reseller

• Timely Reporting and driving sales effectiveness of team through CRM package

• Work with the Regional Manager to prepare and then achieve an annual business plan for the assigned area that will be agreed each year with the APAC Senior Leadership.

• Work to ensure all stake holders in the area are informed and aligned with Group and Country strategy and priorities.
• Work with regional & functional teams to enhance the Customer Experience and make Cromwell the Easiest Company to Deal with.
• Develop Aggressive Growth Strategy through Reseller Network, to continuously deliver double digit sales growth Year on Year.
• Bridge the Gap between Resellers, Sales & Branch teams, addressing challenges and conflicts, motivating the team to remain customer focussed all the time, while managing reseller/customer expectations to be realistic.
• Establish check points to ensure Reseller Business operates as per Group Functional & Business Guidelines as well as International and Local Regulations governing the business. Highlight potential issues to Country Leadership.
• Regular Review and Monitoring of Sales KPI's against Plan, highlight concern areas, if any, to Country Leaders to ensure performance to plan.

Key Relationships

• External: Assigned Resellers (Management, Sales team), Key End-Customers of Resellers (Influencers)
• Internal: In-Country Management Team, Sales Team & Functional Team, Regional & APAC Leadership

Role Requirements
Experience and Knowledge:

• 10+ years of experience in Sales Role in Mechanical MRO Industry, of which 5 years should be in frontline end-customer facing sales role and 3years should be in managing Large Customers, driving sales growth through building and expanding Reseller Network in India.
• Experience in leading and managing Reseller network and Reseller sales team, working with Industrial end-users and distribution network.
• Exposure to Product Marketing and driving sales growth through Product Promotion campaigns to Resellers and End-Customers.

Essential Qualifications & Skills:

• Management and/or Technical Educational qualification
• Sales Professional (Expert in Selling, Negotiation, Objection Handling, Value Sales)
• Excellent Communication and Inter-personal skills
• High Organisational & Problem-Solving Skills
• Exposure to Performance Management

Cromwell is a subsidiary of W.W. Grainger, Inc., North America's leading broad line supplier of maintenance, repair, and operating products (MRO), with operations also in Asia, Europe and Latin America.