Senior Sales Manager

Strategic and planning:

Business strategy:

Cascades cluster level strategy to the assigned territory and ensures its implementation within the allocated budget

Oversees preparation of customer wise detailed plan for achieving price realization/ contribution and provides inputs wherever necessary

Monitors cash collection from the customers as per the agreed terms, analyses the overdue outstanding and relays back the analysis with the level above

Mentors team below on various techno-commercial aspects of maintaining established accounts (Acts as a single point of reference of a range of products within a division in case of AVL

Collates and analyses information pertaining to competitors in terms of price, credit terms, volume, share of business, quality assessment etc. and provides inputs to seniors

Business expansion:

Visits prospective clients along with an experienced senior in the assigned territory and provides support to convert them into key customers

Customer management:

Visits customers to develop better understanding of their requirements and solicits feedback to enhance customer service

Carries out corrective and preventive actions within the territory to resolve the customer complaints

Provides techno commercial information and clarification required by the customers

Cross-functional interaction:

Co-ordinates with relevant departments

a) for resolution of customer issues related to the product

b) to check techno-commercial feasibility of complex requests such as product customization, new product development etc.

Team Management

l Mentors team below on various techno-commercial aspects

A. Key Competency

Technical Competency – T Compass

Leadership Competency – L Compass

Competency

Level

Competency

Level

l Advance understanding of a range of products, customer segments/profiles (which includes an understanding of their business, strategies, requirements) and competition (staying current with the competitor's offering and strategy) in the territory assigned in order to:

- navigate conversations with current customers for enhancing business or

- adapt conversations to suit potential customers

High Customer orientation and relationship building capabilities

B. Educational and Experience Requirements

Minimum Requirement

Level of Education

BE/BTech - Mechanical

Experience

15 years in Process Equipment preferably for the Pharma industry