Deputy Manager -Commercial Sales

Position Summary

Position will be responsible for actively identifying, developing, and managing business relationships with clients to sell A.O Smiths commercial products and services, achieving sales targets by building rapport, understanding customer needs, presenting solutions, and negotiating contracts. The position requires strong communication, market knowledge, and relationship-building skills to generate new business and maintain customer loyalty within a designated territory or market segment.

Role & Responsibilities

Business Development:

• Develop and execute sales strategies for heat pump water heaters through innovative approach and based on market needs in the region.
• Manage the channel partners and direct sales.
• Achieve the sales targets and expand the product portfolio in existing and new markets.
• Forecast sales on a month-on-month basis, make annual business plans for the region.

Lead generation and prospecting:

• Identifying potential customers through market research, networking, and outreach to generate new sales opportunities.
• Responsible for implementation of the sales strategies of the business line in the assigned territory.
• Responsible for meeting with Consultant, Architects, Specifiers etc to generate sales lead
• Meeting with dealers on a frequent basis and supporting them in the lead generation
• Target setting for channel partners and enabling them for profitable growth.

Customer relationship building:

• Establishing and maintaining strong relationships with existing (MEP consultants, Architects, Contractors and other key market stakeholders) and potential clients through regular communication and personalized interactions.
• Builds and maintains solid customer relationships, understanding their needs and providing personalized sales and service solutions as the need be.

Sales presentations and demonstrations:

• Presenting product features and benefits to customers, addressing their concerns, and demonstrating how the product solves their needs.
• Train and educate dealers from time to time for on time customer solutions
• Handhold new business partners and provide them with all the necessary support to sustain and deliver.
• Crafting customized proposals, including pricing and terms, and negotiating contracts to secure deals.

Closing sales and account management:

• Following up on leads, overcoming objections, and effectively closing deals to meet sales targets.
• Managing existing customer accounts, addressing their concerns, and ensuring their ongoing satisfaction.

Market analysis and report generation:

• Staying updated on market trends, competitor activity, and customer needs to adapt sales strategies accordingly.
• Tracking sales performance, analyzing data, and providing accurate sales forecasts to management.
• Maintain the monthly report as per business requirement

Collaboration with other teams:

• Working closely with marketing, customer service, and product development teams to ensure aligned messaging and smooth customer experience.
• Collaborate with marketing team to develop sales collaterals and promotional activities.

Qualification & Experience

• Bachelor of Engineering (Mechanical / Electrical / Chemical), preferably MBA
• 4+ yrs of working experience in commercial sales
• Industry: any commercial products – commercial water treatment, commercial air conditioners, solar water heaters, pumps etc.

Knowledge & Skills

• Expertise to deal with the specifiers
• Strong understanding of MEP Industry and relationships with consultants, Architects and contractors
• Experienced in managing channel partners and direct sales
• Team Management
• Customer Management
• Coordination with multiple levels and cross functional teams.
• Communication and Presentation