Job Function : Field Sales
Job Family : Sales
Job Title : Area Sales Manager
Reporting : Regional Sales Director
Functional Objectives
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To develop and grow both existing and new business within the target market sectors, via any channel, of the HARTING products.
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Contribute to HARTING’s long term growth expectations with strong profitable sales growth within the territory.
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Use Sales Methodology of the Company and its Ideal Sales Process (Solution Selling/Opportunity Centric).
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Input and regularly maintain forecast information for the area of responsibility.
Roles and Responsibilities:
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Sales & Marketing, Business Development for Railways, Metros, Signalling
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Establishing product pricing, sales/ revenue targets and performance reviews; and account review/planning/Forecast.
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Steering business operations for the profit center with a view to realize pre-planned sales and revenue targets; formulating profit center budget for operational / business development activities
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Dealt with customers like Alstom, Siemens, BEML, GE, CAF, CGL, BHEL, RDSO, CLW, DLW, DMW, Kolkata Metro, DMRC, CAF, TWL NCRTC, MCF, RCF, ICF, Electric and Diesel Loco Sheds , Regional Railway HQ & Sheds.
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Management and growth of the business within the defined territory with existing and new customers for the complete range of HARTING products and solutions
- Managing and sustaining the sales funnel according to the Ideal Sales Process
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Development of system solutions with the customer, including all HARTING products and services, as well as the use of third-party products
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Professional project management (internal and external) and coordination of key customers on a local and international level
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Presentation of the HARTING Technology Group, as well as technical and business management special topics
- Monitor, communicate and regularly report on competitor activity within Markets and Customers
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Ensure CRM for area of responsibility is fully always maintained
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Develop business with local Distribution/Agents Network (if applicable)
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Coordination of technical support for Distribution/Agents in conjunction with the Product Managers / Product Specialists
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To implement and maintain all contract and purchase agreements for the area
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Demonstrates convincing technical and commercial arguments when negotiating contracts with the Customer
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Share Product, Application and Market knowledge to aid the development of the total company.
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Ensuring Customer Complaints are progressed to the appropriate Internal dept and outcomes communicated in a timely manner
Education and professional knowledge:
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Qualification in Electrical Engineering, Communications technology, Mechatronics, or Instrumentation Engineering.
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Must have selling experience to Machinery, Energy, Railway or process industry customers.
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Knowledge of Connectors / Cables / Cable assemblies in Machinery and Robotics, Energy or Railway market is desirable.
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Previous experience in Solution Selling, Complex Sales, Applications in similar Industry
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Project Management
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Excellent communication and social skills
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Good English knowledge (written and verbal)
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PC skills (MS Office, Internet) also Business Reporting and CRM tools
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Ability to work on own initiative and as part of a team
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Achievements
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Analytical Skills
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Business and Financial Acumen
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CRM
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Champion Customer Satisfaction
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Communication
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Cultural Fit
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Demonstrate Ownership
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Execution
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Experience
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Financial Acumen
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Initiative
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Negotiation Skills
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Personal Suitability
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Professional Suitability
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Response
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Sales Experience
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Sales Expertise
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Strategic Planning
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Strategic Thinking
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Technical
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Technological Insight
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Trust and Collaborate
Culture Competencies:
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Become better everyday
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Break new ground
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Champion customers satisfaction
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Demonstrate ownership
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Trust and collaborate
