Territory Manager

• Job Description Summary

Sales Incentive Program (SIP) eligible

Expand market penetration for assigned region or customers in the Pulp & Paper and Water industry. Identify new customers and opportunities within region and grow business while reinforcing Solenis brand.

Manages a base of business ranges from very little to large base. A Sales Professional must have a defined territory or industry where they have sufficient opportunity to capture competitively held business; and assigned an aggressive and achievable revenue growth target.

• Job Description

Sales Incentive Program (SIP) eligible

PRIMARY ROLE

To develop business in PF Sector for Tamil Nadu and Kerala market
 

KEY ACCOUNTABILITIES

To develop business in the PF segment through cold calls to generate interest in the customer, understand customer needs, have the proposal made and execute the cleaning solutions to meet the customer needs so as to generate additional business to Diversey. Ability to demonstrate value proposition and close the sale. Development  and delivering of presentations and proposals. Sound understanding of the commercial environment and efficiently manage distributors. Maintaining the basic sales function of the territory. Maintain & maximise the sales with the customer group. Timely collection of payments. Continous opportunity spotting and move to close these on a regular basis.
 

• Continuously focus on sales growth execution and sales target achievement through new account research and acquisition planning, leveraging sector expertise and market intelligence.
• Take the lead initiative in developing rapport with identified key Accounts in the assigned territory.
• Gain business at targeted new accounts within pricing/margin guidelines.
• Continually evaluate key competitor activities, analyze effectiveness and prepare defensive strategic ploys.
• Develop business relationship with key decision makers to further our business interests.
• Implement with the team customer training & education training programs.
• Plan daily, weekly and annual objectives and activities to maximize customer contact and effectiveness.
• Continuously update all sales activities (e.g. funnel) using Salesforce or other CRM systems.
• Provide a monthly update to direct manager on the following:
• Tracking against KPI's.
• Plans for coming month/quarter.
• Performance against previous plans.
• Internal Stakeholder Management:
• Manage effective internal stakeholders (Customer Service, Marketing & Finance) relationships and ability to deliver the Healthcare strategy through matrix reporting structure.
• Work closely with Application Specialists to identify and develop relevant value propositions for customers. 

RESPONSIBILITIES:

• Achieving monthly and annual sales target for an assigned Territory.
• Managing and developing distributor network.
• Continuously focus on sales growth execution and sales target achievement through new account research and acquisition planning, leveraging sector expertise and market intelligence.
• Take the lead initiative in developing rapport with identified key customers/customer groups in the assigned territory.
• Gain business at targeted new accounts within pricing/margin guidelines.
• Continually evaluate key competitor activities, analyse effectiveness and prepare defensive strategic ploys.
• Develop business relationship with key decision makers to further our business interests.
• Implement with the team customer training & education training programs

Sales Reporting:

• Plan daily, weekly and annual objectives and activities to maximise customer contact and effectiveness.
• Continuously update all sales activities (e.g. funnel) using Salesforce or other CRM systems.
• Provide a monthly update to direct manager on the following:
  • Tracking against KPI's
  • Plans for coming month/quarter
  • Performance against previous plans

Internal Stakeholder Management:

• Manage effective internal stakeholders (Customer Service, Marketing & Finance) relationships and ability to deliver the Healthcare strategy through matrix reporting structure.
• Work closely with Application Specialists to identify and develop relevant value propositions for customers.
• EDUCATION & EXPERIENCE
• Handling B to B sales of industrial consumables, Engineering equipmets OR Technical graduate with processing experience with a flair for sales. Chemical Engg / Food Tech / Dairy Tech / Agri Tech / MSc graduate.