Area Sales Manager

JOB DESCRIPTION (JD)
AREA SALES MANAGER
Company Name: Oriental Compressor Accessories Pvt. Ltd.
Department: Sales & Marketing
Designation: Area Sales Manager
Reporting To: Sales Manager / General Manager Sales
Location: As per assigned territory
Employment Type: Full-Time
1. Job Purpose
The Area Sales Manager will be responsible for developing and expanding business within the assigned territory by promoting and selling compressor spares, accessories, and related industrial products. The role involves achieving sales targets, acquiring new customers, managing existing accounts, developing market opportunities, and maintaining strong relationships with OEMs, industrial customers, distributors, and other key stakeholders.
2. Key Responsibilities (KRAs)
A. Sales and Business Development

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Identify new business opportunities and develop prospective customers across relevant industrial sectors.
• Promote compressor spare parts and accessories for reciprocating, screw, and centrifugal compressors.
• Develop business opportunities in industries such as oil and gas, petrochemicals, power, cement, steel, chemicals, fertilizers, and heavy engineering.
• Prepare and implement effective sales plans to increase revenue and market share.

B. Customer Relationship Management

• Develop and maintain strong relationships with existing and prospective customers.
• Conduct regular customer visits to understand technical requirements, purchase plans, and business opportunities.
• Coordinate with customers regarding product specifications, quotations, order status, delivery schedules, and after-sales support.
• Address customer complaints and coordinate with the concerned departments for timely resolution.
• Build long-term relationships with OEMs, EPC contractors, procurement teams, maintenance teams, and industrial distributors.

C. Market Development and Competitor Analysis

• Identify potential customers, new markets, and emerging business opportunities within the assigned territory.
• Monitor competitor activities, product pricing, market trends, and customer requirements.
• Provide regular market feedback and recommendations to the management.
• Explore opportunities for expanding the company's customer base and product reach.

D. Quotation, Negotiation and Order Management

• Prepare and submit quotations, commercial proposals, and technical offers in coordination with the concerned departments.
• Negotiate prices, payment terms, and commercial conditions within the company's approved guidelines.
• Follow up on quotations, purchase orders, pending enquiries, and order conversions.
• Coordinate with the internal sales, production, dispatch, and finance teams to ensure timely order execution and delivery.

E. Sales Reporting and Documentation

• Prepare daily, weekly, and monthly sales reports.
• Maintain accurate records of customer visits, sales enquiries, quotations, orders, and sales pipelines.
• Submit sales forecasts, target achievement reports, and territory development plans to management.
• Ensure proper maintenance and updating of customer information in the company's CRM or sales reporting system.

F. Payment Follow-up and Outstanding Management

• Coordinate with customers for timely payment collection as per agreed credit terms.
• Monitor outstanding payments and overdue accounts.
• Follow up with the finance/accounts department for payment status and reconciliation.
• Support management in controlling overdue receivables and improving collection performance.

G. Coordination and Team Support

• Coordinate with internal departments to ensure smooth execution of customer orders.
• Support product demonstrations and provide product-related information to customers.
• Share customer feedback and technical requirements with the relevant teams.
• Participate in sales meetings, customer meetings, exhibitions, and industry events as required.

3. Key Result Areas (KRAs) and KPIs
Key Result AreaPerformance IndicatorsSales AchievementAchievement of assigned monthly and annual sales targetsNew Business DevelopmentNumber of new customers acquired and business opportunities generatedCustomer RelationshipCustomer retention, satisfaction, and repeat ordersQuotation ConversionConversion of enquiries and quotations into confirmed ordersPayment CollectionTimely collection of outstanding paymentsMarket ExpansionDevelopment of new customers, industries, and market segmentsSales ReportingTimely and accurate submission of sales reports and forecastsOrder CoordinationTimely follow-up and coordination for order execution and delivery4. Educational Qualification

• Graduate in Mechanical Engineering, Business Administration, Marketing, or a related discipline.
• A diploma or degree in Mechanical Engineering will be an advantage.
• Additional qualifications in sales and marketing will be preferred.

5. Experience Required

• Relevant experience in industrial B2B sales, preferably in compressor spares, compressor accessories, rotating equipment, industrial valves, pumps, or heavy engineering products.
• Experience in territory management, customer acquisition, commercial negotiations, and sales target achievement.
• Familiarity with industrial customers, technical product requirements, and institutional sales will be preferred.

6. Required Skills and Competencies

• Strong communication, negotiation, and presentation skills.
• Good understanding of industrial sales and business development.
• Ability to identify new customers and convert enquiries into orders.
• Strong customer relationship management and problem-solving abilities.
• Knowledge of MS Excel, MS Office, and CRM or sales reporting systems.
• Ability to analyse sales data, prepare forecasts, and plan territory-wise sales activities.
• Willingness to travel regularly within the assigned territory.

7. Authority and Accountability
The Area Sales Manager shall be accountable for achieving assigned sales and collection targets, developing the customer base, maintaining customer relationships, ensuring timely sales reporting, and complying with the company's pricing, credit, and commercial policies.
8. Performance Review
Performance will be reviewed periodically based on sales target achievement, new business generation, customer retention, quotation conversion, collection efficiency, market development, and overall contribution to the company's business growth.