Sales Manager

Job Summary

This role is for Pumps Aftermarket business and Project Sales activities for the western region of India and incumbent should be based at Mumbai, Maharashtra. Performance is linked to achieving agreed sales plan.

Responsible for the development, implementation and execution of strategies and tactics in support of the sale of company products and aftermarket services, thru direct sales channels, and manufacture representatives. The position will require extensive involvement in the completion of all critical tasks related to the sales process including opportunity creation / identification, lead qualification, product selection, proposal generation & follow-up, and the ultimate capture of new business. The Accounts Manager is responsible for successful direct business development, representative development, and developing strategies for penetrating OEM's, EPCs, End User and direct market penetration. This role will report to the Commercial Leader for APAC.

Principle Duties and Responsibilities

• Responsible for Aftermarket business of Industry segments including O&G, conventional power, nuclear power, water industry in India and sub-continents
• Develop understanding of market issues and drivers, key accounts, and areas of opportunity.
• Understand segment-specific applications; maintain contact with end user customers to become familiar with buying process and key decision makers; conduct VOC (develop surveys, etc.)
• Direct business development, representative development, and strategies for penetrating OEM's, EPCs and End User
• Pursue and review inquiries from clients for aftermarket parts and services for all pump field services opportunities to support our Aftermarket Operations.
• Using market segment knowledge and expertise, develops and executes the global commercial strategy to achieve the annual orders plan for the assigned market at or above target pricing.
• Provides accurate order forecasts, front log activity and visibility of commercial activity.
• Seeks opportunities to expand or introduce additional product offerings within the assigned market to drive growth. Partners with Global Product Managers to determine appropriate strategy and initiatives.
• Provide comprehensive details of product performance and development needs to suit the local market(s).
• Achieves the price points set through the Company's annual operating plan ("AOP").
• Identifies competitor performance, strengths, and weaknesses.
• Support of necessary go-to-market strategies and NPD programs.
• Provides bookings and margin data and year on year growth expectation.
• Develop monthly, quarterly, and annual dashboard to report metrics associated with sales program activities and results.
• Review capability and suitability of all sales channels to support growth.
• Identify training needs and tools necessary to develop the regional sales team(s) and create effective sales channels.
• Develop presentations and sales collateral for use by the regional sales teams, as required.
• Meets with key clients, representative companies, and distribution companies, and assist local and regional sales management with maintaining relationships and negotiating and closing deals.
• Be familiar with trade publications. Write articles, white papers, and public relations materials; encourage case studies.
• Understand competitor portfolios, developing strategies to capture market share that can be effectively implemented by the regional sales organization.
• Participate in industry associations and working groups, interacting with industry leaders and peers to develop relationships and monitor competitive activity.
• Effectively present, facilitate and communicate across the entire organization at all levels.
• Prepare and present technical sales presentations to customer decision makers to promote company product offering and / or confirm that proposed product(s) complies with the customer requirements / specifications.
• Submit weekly reports, as required, which conveys noteworthy information collected during the week involving markets, customers, competitors, Reps or any other industry information that may have a direct or indirect impact on the company or business.
• Interface with customers and make site visits as necessary to conduct product design reviews and / or address commercial issues, to facilitate a customer order commitment.
• Execute and implements programs to promote the technical advantages of Celeros Products designs, features, and services.
• Develop & win opportunities around re-rate, upgrade and reverse engineering of pumps within company's Installed base customers as well as competition Installed base
• Execute, maintains profiles for clients (end users, EPC's OEM's)
• Take ownership of major projects within the Territory providing overall strategy to win the business
• Provide Competition updates, market Intelligence/Pricing recommendations for assigned region/territory
• Performs distributor/agents/sales representative goal setting and semi-annual reviews.
• May perform other work-related assignments as deemed necessary and appropriate by supervisor.
• Work closely with the application engineers to ensure a compliant quotation is prepared on time
• Seek technical and commercial support as necessary from manufacturing locations as appropriate
• Liaise with contact management during execution of contact
• Preparation of Pre-Qualification documents

Knowledge, Skills and Abilities

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Proven track record in business development with consolidated knowledge in rotating equipment and flow technologies covering different market sectors.
• Strong technical skills, possesses a working knowledge of equipment servicing the assigned market vertical.
• Experience in strategic planning and execution.
• Ability to understand technical as well as commercial risks in contracts.
• Extensive knowledge and proven application of margin drivers, growth plan development and go-to-market strategies.
• Sales background with the ability to make compelling sales and technical presentations to customers.
• Strong English communications skills for technical and commercial aspects, both in speech and writing.
• Using appropriate interpersonal styles and techniques to gain acceptance of ideas and plans; modifying one's own behaviour to accommodate tasks, situations, and individuals involved.
• Ability to analyze and interpret financial data. Proven success with accurate forecasting and subsequent business results.
• Attention to detail, flexibility, and ability to collaborate with others through appropriate influencing and negotiation strategies, and ability to work in a fast-paced environment.
• This position may require extensive travel up to 70% of time. Candidate should be Passionate about spending more time in field.
• Good team spirit. Clear target direction, good problem-solving skill, work result
• Demonstrated prioritization skills and ability to manage multiple priorities within demanding time constraints
• Demonstrated leadership skills and ability to succeed in a matrix, team environment
• Demonstrated Customer and Growth focus: Actions and results oriented
• Carry out other duties as assigned by the Regional Manager/Commercial Lead

Education and Experience

• B.E/B.Tech in Mechanical Engineering full time course from recognised institute and university in India
• 10-15 years of related experience in supporting sales activities/sales in Power, Petrochemical, Nuclear, Oil & Gas, Water & Wastewater and General Industries in the region
• Prior experience in working with API Pump companies / end market
• A professional education in Business management is preferred.