Job Description (Job Summary + Job Responsibilities)

Job Summary:

The Area Sales Manager will manage the Performance Tapes business in West India. The responsibilities will include maintaining the current business with given growth and achieving new sales targets for the region. Will also include increasing the company’s revenues by achieving sales objectives through new products within an assigned geography. Sales generation (secondary sales as well as primary sales) from new business lines, Products, Expansion of distribution network, working capital management and services offering. Industrial sales experience to converters and Channel management is a must. Relationship building is the key factor within and outside the organization. B2B sales focus needed to identify and uncover new opportunities.
 

Key Responsibilities:

Commercial Responsibilities:

• Increasing revenue by achieving sales objectives in existing & new accounts. 

• Create and manage territory and account strategies to deliver on price and product mix objectives.

• Provide product recommendations, samples, technical support, pricing and service information on demand.

• Provide product quotes and actively utilize value-selling tools and skills.

• Establish pricing programs and strategies. Secure optimum product positioning within target accounts.

• Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value).

• Demonstrate products and/or services and provide assistance in the best application of product and/or services.

Territory Development:

• Participate in territory planning, customer planning and territory reviews. Develop and present SWOT analysis and make recommendations on products and growth opportunities.

• Proactively identify new business partners using screening techniques, referrals, and prospecting to potential customers within territory.

• Experience in accurately forecasting and managing the sales of a high growth business.

• Prepare monthly and quarterly sales reports and submit their findings and analysis to the team and management.

• Develop a thorough understanding of market conditions (e.g., current customers, potential customers, competitors) in assigned territory, and develop a strategy to achieve revenue goals.

• Conduct territory analysis and planning to enable appropriate allocation of time to accounts and customers.

• Maintain customer profiles and supply agreements.

Channel Management:

• Channel or Key Accounts Specific: Responsible for selling to a designated channel. May identify new opportunities within the channel for potential business. Also responsible for needs analysis, development, negotiation, sale, delivery, and post-sale services to a group of clients.

• Responsible for securing and maintaining distribution of products and/or services and maintaining effective agreements.

• Use channel management skills to plan and execute channel marketing/growth programs for the distributors.

New Product Launch:

• New product Development along with Product Management & NPD for the potential enquiries from the customers / Market.

• Promote and launch our new product lines by coordinating with internal and external partners.

Preferred Skills:

• Mapping the Target Market - Applications, Value Chain..

• Ability to identify, observe and analyze industry trends.

• Selling, Negotiation, Closing sales.

• Introducing portfolio as per Application and customer need.

• Proficiency in MS Office, Google Docs/Sheets.

• Strong communication and adaptability.

Minimum Qualifications:

• Education: Bachelor of Engineering or equivalent + preferably Masters in Business.

• Experience: 5 to 8 years (In Techno-Commercial sales, Industrial Consumables sales, Industry: Automotive/Tapes/Electronics)

• Fluent in English, Hindi and preferably Marathi

Aptitude: Outgoing, Hardworking, Sincere, Dedicated, Action-oriented, and self-motivated