JD For the Role:
Responsible for generating business for the Line of Business by achieving targets and following up
the payments. Retaining high-end customers and converting them for long-term relationships.
Responsible for territory and market development.
PURPOSE OF THE ROLE:
Position Title: Territory Sales Manager
Group / Division/
Department Sales
Location Chennai
This Role Reports to Business Head
This Role Supervises Individual Contributors
IDEAL PROFILE
Educational Qualification Essential: Graduate Engineer – Mechanical/E&C
Functional / Technical
Expertise (Please indicate
Product / Functional
Portfolio)
Communication skills, both verbal and written, business
communication, Presentation skills, Innovative thinking and Fresh
ideas, Working in teams, Working across multiple departments and
stakeholders, Quick learner, Flexible, Need to take initiative, self
driven,
Total Experience
Required (In yrs.): 7-10 Relevant Experience (in yrs.) 5-6
MAIN RESPONSIBILITIES
Responsibilities (Indicate 4-8 Key Deliverables for this position)
4.1 Sales Accountability
Responsible for bringing in new business and concentrating on growth and profit for the
Line of Business
Book orders from the customers and be involved in the complete documentation for the process
Thorough with the product/system specifications and physical properties
and work according to the latest standards to be up to date in the market
Focus on concept selling and profitability of the organization
Develop a good knowledge of the market trends; demand, competition, and prices
Have good insights into imports and exports of the various products
Ensure product delivery on time to the customers
Identifying dealers
4.2 Experience in selling Universal testing machine, Hardness testing machine and
other capital equipment in Govt as well as Private industry and Education sector.
Key Performance Indicators(New addition by BSL HR – to be validated from JE
perspective)
- Achieve a Booking VA as per the set target
- Adhere to payment Terms and faster/ Timely collection
- Generate leads and monitor the sales Funnel
KEY INTERACTIONS – External/Internal
With Whom Brief Description
External Customers
Customers Frequency - Daily or Weekly basis
Nature of interaction - To know the
requirements and discuss the critical issues if
exists
Internal Commercial Department,
Regional Manager/Sales Manager
Commercial Department
Frequency - Depends upon the order
Nature of the interaction - To discuss the
issues regarding bank guaranty and tax
Regional Manager/Sales Manager
Frequency - Daily basis
Nature of interaction - To report the collections
and discuss the marketing strategies
Extensive travel in the entire Territory. /Occasionally travel required for outstation.
WORKING CONDITIONS (PHYSICAL & ENVIRONMENTAL DEMAND)
KEY COMPETENCIES REQUIRED (Technical & Behavioral)
TECHNICAL (3- 4) • Should know about technical specifications of the products.
- Must know technical processes.
- Must be analytically sound.
- Project management and working under strict deadlines
BEHAVIORAL(8-10) • Planning & Organizing.
- Interpersonal relationships
Key Financial
Accountabilities
Achieve a Billing Value Add (VA) as per the set target.
Product-wise targets
Timely collection
Major Challenges: Retaining the critical customers. Timely collections and
