We have a requirement for Sales & Product Engineer position with an Advanced Control Technologies a premier high-tech Solutions Company in Gas Management, Shock & Vibration, Static & Dust Control, Lubrication and Air Moving Technology
Job Description:
Position Overview
The Product Manager – will be responsible for developing and growing Technologies’ complete product portfolio across the Maharashtra, Gujarat,Goa, Andra Pradesh, Madhya Pradesh and Karnataka.Working under the guidance of the senior colleagues, the incumbent will manage existing customers, generate new business, identify applications, coordinate technical
and commercial proposals, and progressively assume complete ownership of the assigned territory.
Key Responsibilities
Territory Ownership and Development
- Take operational ownership of the assigned territory for the complete portfolio.
- Prepare and continuously update a structured territory plan covering customers,industries, applications and future opportunities.
- Increase market penetration and revenue across targeted industry segments.
- Identify underdeveloped accounts, competitor-installed products and potential conversion opportunities.
- Develop both existing customers and previously untapped accounts.
- Undertake regular customer visits and maintain strong field presence throughout the territory.
New Business Generation
- Prospect for new customers through industrial directories, exhibitions, referrals,online research and field visits.
- Identify new projects, plant expansions, replacement requirements and OEM opportunities.
- Generate qualified enquiries and develop them into commercially viable opportunities.
- Build relationships with end users, OEMs, consultants, maintenance teams,project departments and purchasing personnel.
- Create opportunities through proactive customer engagement rather than relying only on incoming enquiries.
Technical and Application Sales
- Develop a sound working knowledge of all products represented by
- Understand customer processes, operating conditions and application
- requirements.• Collect complete technical information before recommending or quoting a product.
- Assist customers in selecting the correct product, model, material and configuration.
- Work closely with senior team, the Engineering & Proposals team and product
- specialists on technically complex applications. Ensure that no product commitment is made without confirming technical suitability and commercial feasibility.
- Promote the value, reliability and life-cycle benefits of solutions instead of competing solely on price.
Enquiry and Opportunity Management
- Respond promptly to customer enquiries and acknowledge all requirements.
- Submit complete and accurate information to the Engineering & Proposals team.
- Coordinate internally to ensure quotations are issued within the required timeline.
- Follow up every quotation systematically until an order is received or the opportunity is formally closed.
- Understand and record the reason for lost orders, including price, delivery, specification, competition or project cancellation.
- Maintain an updated opportunity pipeline with realistic values, probabilities and expected closure dates.
Customer Relationship Management
- Develop professional relationships across multiple levels within each important account.
- Conduct regular follow-ups on technical discussions, quotations, orders and deliveries.
- Support customers during product installation, commissioning and
- troubleshooting by coordinating the appropriate internal resources.
- Maintain regular contact even when there is no immediate enquiry.
- Ensure that customer concerns and complaints are communicated internally and resolved promptly.
- Protect and strengthen reputation for technical competence,responsiveness and reliability.
Commercial Responsibilities
- Understand pricing, discount and approval procedures.
- Negotiate within the authority and commercial boundaries provided by management.
- Protect margins and avoid unnecessary discounting.
- Follow up for purchase orders, commercial documentation and outstanding payments.
- Coordinate with Order Processing, Logistics and Finance to ensure smooth order execution.• Avoid making unauthorized commitments relating to price, delivery, warranty,credit or technical performance.
CRM and Reporting Discipline
- Record all customers, contacts, visits, enquiries, quotations and opportunities accurately in the company CRM.
- Update opportunity status immediately after every meaningful customer interaction.
- Prepare weekly visit plans and submit activity and pipeline reports as required.
- Maintain reliable forecasts based on actual customer discussions and project status.
- Ensure that CRM information is complete enough for Ravi Shinde and management to review the territory at any time.
- Maintain records of competitor activity, market pricing, customer feedback and emerging applications.
Learning and Capability Development
- Complete all assigned product, application and sales training.
- Develop the ability to independently conduct product presentations and preliminary technical discussions.
- Study competitor products and understand technical and commercial differentiators.
- Accompany senior colleagues during important customer meetings and progressively handle meetings independently.
- Build competence in reading datasheets, specifications, drawings and customer technical documents.
- Continuously improve product knowledge, communication skills and commercial judgment.
Territory Responsibility Charter
- The Sales Engineer will be accountable for:
- Knowing the major customers, prospects and relevant industries within assigned territory.
- Establishing a planned and measurable customer-visit rhythm.
- Ensuring that every legitimate opportunity in the territory is identified,recorded and pursued.
- Growing the number of active and repeat customers.
- Developing new applications and reducing dependence on a limited number of existing accounts.
- Maintaining an accurate sales funnel and providing dependable forecasts.
- Ensuring disciplined follow-up of enquiries and quotations.
- Meeting the sales, gross-margin, collection and new-customer targets assigned for the territory.• Escalating technical, commercial or customer-service issues to Ravi Shinde at the appropriate stage. Progressively becoming the clear internal owner and external face business in assigned territory.
- Key Performance Indicators
- Performance will be assessed through:
- Sales revenue against target.
- Gross margin achievement.
- Growth over the previous year.
- Number of new customers developed.
- Number of customers converted into repeat buyers.
- Value and quality of the active opportunity pipeline.
- Enquiry-to-order conversion rate.
- Customer visits and new-account meetings.
- Timeliness and accuracy of CRM updates.
- Forecast accuracy.
- Quotation follow-up discipline.
- Development of new applications and OEM opportunities.
- Collection of outstanding payments.
- Product knowledge and increasing ability to work independently.
Expected Working Approach
The role requires:
- Strong field orientation and willingness to travel extensively within assigned
- territory.
- High energy, curiosity and an eagerness to learn technical products.
- Systematic planning and persistent follow-up.
- Professional written and verbal communication.
- Attention to technical and commercial details.
- Accountability for commitments made to customers and colleagues.
- A consultative, solution-oriented approach to selling.
- Close coordination with Dhaval and all internal support functions.
Initial Development Expectations
- During the initial six months, the Sales Engineer should:
- Complete structured training on the full portfolio.
- Map the assigned territory by industry, customer and application.
- Visit all major existing customers with senior colleagues.
- Build a target list of new accounts and dormant customers.
- Begin independently handling routine enquiries and customer visits.
- Establish a healthy and accurately maintained opportunity pipeline.7. Demonstrate the ability to conduct basic product presentations and application discussions.
- Present a defined growth plan for the assigned territory.
- The long-term expectation is for the incumbent to develop from a sales role into an independent territory owner capable of delivering sustained growth for complete EEG portfolio in Maharashtra
