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Purpose of the Job:
To plan, develop, generate & grow business within an allotted geographical area for all Segments so as to ensure requisite margins & profits from sales working closely with distributors, contractors, consultants & other stake holders.
Key Dimensions:
Net Sales Value
Standard Direct Margins
Payment collections & DSOs
New Product Sales
Specification Generation
Channel Management
Relationship Management
Description of main tasks:
The Incumbent is responsible for the following tasks:
Business Development
- To develop & implement plan to proactively hunt for target organizations & establish communication with Specifiers, Consultants, Contractors, all the customers & stakeholders and different decision makers in all the Segments in the respective area
- To conduct marketing activities, seminars, exhibitions and other brand building business development activities the in the respective area
- To develop & implement plan to continuously identify new business opportunities by finding out new applications of product for new markets for increasing market share of products in area
Sales & Revenue
- To develop & implement business plan to create project pipeline to grow the Sales with contractors, distributors in designated area with speed and satisfaction to achieve required NSV & profitability targets.
Channel Management
- To monitor the distributor network with a special eye on achieving revenue/collection targets.
- To create, manage and motivate network of distributors across the region so as to sell and service the products.
Monthly Reporting
- To generate yearly forecast of sales and continuously monitor and release monthly report to various key people in the company.
Business Analysis
- To continuously identify, analyze and report market perception, competition, product performance, innovative applications of existing products in all Segment.
Receivables Management
- To develop & implement plan to ensure timely collection of payments and ensures that receivables are within specified targets to keep DSO as per target
Market Intelligence/Competitive information
- Collate market information to analyze trends and identify business opportunities and Market Intelligence - Competitive information.
- To continuously identify, analyze and report market perception, competition, product performance, innovative applications of existing products in all Segments
Job Specifications
Professional Education
Min Qualification: Minimum Graduate Science/Technical/Commerce or Bachelor of Engineering – Mechanical
Professional Experience (how long)?
3 to 6 Years
In which areas?
Sales & Marketing in HVAC/Building Material Industry
Must have good experience with dealing with HVAC Contractors, Consultants and End customers in the region
Experience of Channel Management is required
Other specific skills/ knowledge?
- Strong achievement Orientation – Demonstrates resilience, initiative, and a strong commitment to delivering results despite obstacles and challenging circumstances.
- Technical Ability – Must possess strong technical acumen to understand customer design requirements and effectively assess the strengths and limitations of own products.
- Relationship Management – Proven skills to form and sustain long term association with customers for regular business.
- Entrepreneurial / Business Skills – Should be able to independently handle customers, challenges and coordinate with multiple functions within and outside the company
- Influencing Skills – Ability to influence key decision-makers and effectively position own products as the preferred choice.
- Negotiation Skills – Proven success in converting difficult opportunities and winning business from a disadvantaged competitive position.
- Conflict Resolution – Must have past track record of ability to resolve conflicts constructively while maintaining positive stakeholder relationships
- Knowledge of Decision Making Process in the Building Material & HVAC industry in the Region
- Basic Knowledge relating to HVAC systems, equipment Insulation, and Heat Transfer
Language skills
English, Hindi
Comments / Additional requirements
Require High Energy & Proven track record in exceeding sales and profitability goals
Must have stability (No frequent job hopping in last 2 years)
Experience with CRM software like Salesforce, Working knowledge of MS Excel, Outlook, Teams etc Must have good relations with major contractors, consultant and end customers in the region
Travel – Within MP & CG Territory; Min 10-12 days out side base location
Base Location - Indore
Time Type:
Full time
