Key Responsibilities:
1. Business Growth
- Own the sales and business development of tyre inflators, compressors and allied components, and deliver order booking, revenue and margin targets.
- Build and manage the sales pipeline across Oil Marketing Companies, retail networks, dealers and industrial customers.
- Manage the full sales cycle from enquiry and customer engagement through commercial negotiation, order finalisation and execution.
- Track market trends, competitor activity and pricing to identify new applications, segments and opportunities.
2. OMC Relationships & Approvals
- Build and maintain senior relationships across IOCL, BPCL, HPCL and other public and private sector oil companies.
- Track and participate in GeM tenders and OMC RFQs, and prepare competitive techno-commercial offers.
- Manage vendor registration, empanelment and pre-qualification requirements.
- Drive product and service approvals with OMCs, working with the Technical and Compliance teams on specifications, certifications and test documentation.
3. Vendor & Product Development
- Identify and evaluate domestic and international vendors for products and technologies that strengthen the portfolio.
- Negotiate commercial terms and monitor vendor cost, quality and delivery performance.
- Work with vendors on customised solutions, technical support, documentation and training.
- Assess new products and technologies for market potential and take them to market, including pilot installations and reference sites.
4. Customer Management
- Act as the senior point of contact for key accounts and manage escalations to closure.
- Engage beyond procurement with technical, operations and maintenance stakeholders to generate repeat and cross-selling business.
- Work with the service and technical teams to ensure smooth installation, commissioning and after-sales support.
5. Team Leadership
- Lead, mentor and review the regional sales team against agreed targets and KPIs.
- Guide the team on customer acquisition, opportunity conversion and account development.
- Ensure effective coordination between regional sales personnel and corporate functions.
6. Planning, Reporting & Coordination
- Prepare annual and quarterly business plans, sales forecasts and revenue projections.
- Ensure the sales team maintains accurate and current records of customer interactions, opportunities and pipeline in Salesforce.
- Coordinate with SCM, Finance, Compliance, Stores and Operations for order processing, procurement, dispatch, invoicing and collections.
- Submit periodic MIS to management along with market intelligence and growth recommendations.
Key Performance Areas:
- Order booking, revenue and margin against target
- Growth of the tyre inflator and compressor business
- New customer acquisition and key account retention
- Conversion rate on tenders and enquiries
- Product and OMC approvals completed
- New vendor and product development
- Collections and receivables performance
- Regional team performance and customer satisfaction
