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Responsible to generate 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
BASIC ROLE DETAILS
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 skill 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 to bring the new businesses, and concentrate on growth and profit for the
Line of Business
Book orders from the customers and involved in the complete documentation for 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 for imports and exports of the various products
Ensure the 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
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Extensive travel In 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 have knowledge about technical process.
- Must be analytically sound.
- Project management and working at 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 key and critical customers. Timely collections and
Customer Satisfaction.
