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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
Receivables & DSOs
New Product Sales
Specification Management & SFDC
Channel Management
Pricing 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
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To conduct marketing activities, seminars, exhibitions and other brand building business development activities the in the respective area
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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 proejct 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 distributor network with a special eye on achieving revenue/collection targets.
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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.
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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: Min Graduate – Science/Technical/
Preffered Qualification: B.E. Mechanical
Professional Experience (how long)?
10 to 15 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 preferable
Other specific skills/ knowledge?
- Strong achievement Orientation – Demonstrates resilience, initiative, and a strong commitment to delivering results despite obstacles and challenging circumstances.
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Technical Ability – Must possess strong technical acumen to understand customer design requirements and effectively assess the strengths and limitations of own products.
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Good Cognitive Competencies – Critical Thinking, Strategic Orientation, Logical Reasoning, Research Skills, Root Cause Analysis, Problem Solving
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Relationship Management – Proven skills to form and sustain long term association with customers for regular business.
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Entrepreneurial / Business Skills – Should be able to independently handle customers, challenges and coordinate with multiple functions within and outside the company
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Influencing Skills – Ability to influence key decision-makers and effectively position own products as the preferred choice.
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Negotiation Skills – Proven success in converting difficult opportunities and winning business from a disadvantaged competitive position.
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Conflict Resolution – Must have past track record of ability to resolve conflicts constructively while maintaining positive stakeholder relationships
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Knowledge of Decision Making Process in the Building Material & HVAC industry in the Region
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Basic Knowledge relating to HVAC systems, equipment's 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)
Experience with CRM softwares like Salesforce
Working knowledge of MS Excel, Outlook, Teams etc
Must have good relations with major contractors, consultant & end customers in region
Travel – Within North India; Specially within Delhi NCR
Time Type:
Full time
