Assistant Manager - Sales, Railways

Company Description

Stäubli Tec Systems India was formed in the year 2012 and headquartered in Bangalore. Having an office in Gurgaon, Stäubli Tec Systems India has a turnover of more than 120 crores INR with a workforce of 70 people. Stäubli Tec Systems India is transforming aggressively and would like to mark its key presence in the area of innovation and technology. Such rapid growth demands key people to shoulder great responsibilities with effective leadership and a focused approach.

For more info visit: https://www.staubli.com/en-in/

Job Description

DESIGNATION/ TITLE - Asst. Manager / Deputy Manager – Sales, Railway Market, FCS India

REPORTING TO - Local Business Head

MOBILITY -55-60%

LOCATION- Bangalore

OBJECTIVE/MISSION

Responsible for driving growth of Stäubli's electrical and mechanical connector solutions in the Indian Railway market through business development, specification selling, account management, and solution-based selling. The role focuses on developing new opportunities, expanding existing customer relationships, and increasing adoption of the complete connector portfolio.

Roles and Responsibilities:

The job encompasses but is not limited to the following Roles and Responsibilities:

Business Development

• Identify and develop new customers within Railway market (Propulsion System and Rolling Stock OEMs, system integrators, Indian Railway, Metro rail organizations etc.)
• Develop relationships with engineering, design, procurement and project teams.
• Identify and qualify new business opportunities at early project stages.
• Drive specification-in activities with engineering / design teams of OEMs.
• Monitor upcoming railway projects, tenders and modernization initiatives.
• Develop account penetration plans for strategic customers.
  
  

Account Development & Portfolio Expansion

• Promote the complete Stäubli connector portfolio including electrical and mechanical connector solutions.
• Identify opportunities where existing electrical connector customers can adopt mechanical connector products for current or future applications.
• Analyze customer applications and recommend suitable interconnection solutions across product families.
• Drive wallet-share growth through cross-selling and solution bundling.
  
  

Strategy

• Monitor Railway market trends, customer needs, and competitor activities.
• Develop and execute assigned account growth plans.
• Identify new business opportunities and drive customer acquisition.
• Capture customer voice and competitor information
• Customer retention/addition tactics
  
  

Business

• Prospection and new prospect generation according to strategy
• Build and maintain a robust project pipeline within the assigned accounts
• Responsible for achieving the assigned accounts business plan-Sales, Order Booking, Receivables
  
  

Account management

• Responsible for the complete sales process
• Drives customer satisfaction, account retention and increase in business share/wallet share
  
  

Sales excellence

• Planning self-sales visits to key Railway stakeholders.
• Proactively develop and manage a healthy sales pipeline through opportunity identification, qualification, proposal management, and CRM updates. o Leading sales negotiations and order closures
• Ensure timely order processing, including PO acceptance, order booking, and order acknowledgment to customers.
• Controls customer - overdue and ensures payment terms are as per TSI guidelines
  
  

Data transparency and reporting

• Managing the CRM database - potential, contacts, visit reports, offers, order loss analysis, opportunities, leads etc.
• Visit report creation in CRM database
• Any other responsibility as per discretion of management
  
  

KEY INTERFACE

External

Customers- Design, Purchase, Supply chain, Leadership o

Distributors/agents

Internal

Local Business Heads

Supply chain & Warehouse- Local

Local application Engineering

Inside sales, Sales Administration

Finance- Account receivables

Years Of Experience

Minimum 5 years and more of relevant Industrial (B2B) sales experience in capital goods/ consumable components, preferably in a MNC company

Qualifications

B.E./B.Tech. in Mechanical, Electrical, Electronics, or related Engineering discipline. MBA in Marketing preferred but not mandatory.

Additional Information

Technical Competencies

• Railway industry knowledge
• Solution & value selling
• Key account management
• CRM & pipeline management
• Contract negotiation
  
  

Behavioral Competencies

• Customer Orientation
• Relationship management
• Result orientation
• Business acumen
• Communication & influencing skills
• Collaboration