Regional Manager - Institutional Sales

Job Title: Regional Manager - Institutional Sales

Location: Delhi

Ion Exchange is a leader in Water treatment and handling with 60 years demonstrated leadership in Indian and global markets. The organization has evolved in approach and aligned itself the need of its customers and industry over this period. In order to continue the growth journey, the organization has a focus on applications/products in the Commercial and Institutional sectors in India. Accordingly, this new position in the organization is envisaged with an aim to have business growth in the defined geography.

Main Accountabilities Dimensions:

1. Own and Work towards the Assigned Business Targets:

- Study, Understand the AS-IS market opportunities for the applicable product/solution offering of the organization. Plan and take actions and initiatives for direct and indirect impact on Order Intake and Revenue numbers in time bound manner.

2. Key Accounts:

- Engage with key stake-holders in the Commercial and Institutions in the market like Consultants, Builders, Hotels, Medical Institutes, Research Labs, Education and Religious Institutes, Data Centers, Public institutions and others; in order to achieve right positioning of organization value.

- Establish and manage relationships at senior level of stake-holders in the key accounts. Work towards improving business revenue and margin by building trust and relationship with all key accounts and setting up C level engagement through appropriate channel.

3. Value Selling and Early Engagement on Capex cycle:

- Build stronger relationships with decision maker/Key Influencer.

- Differentiate your offerings against competitor.

- Gather Market intel - competition their offerings.

- Customer Focus: Understand changing customer needs - internal and external. Meet or excel customer requirements. Set and maintain high service standards. Ensure repeat business.

4. Team Leader - Involve, Collaborate and Mentor:

- Support the team to achieve goals. Guide them and mentor team for achieving stretched targets. Work collaboratively with internal stakeholders to support team for proposals and deliverables. Ensure to maintain funnel hygiene and lead funnel generation activities. Maintain/enhance the self-esteem of peers and team members. Motivate and encourage team members by recognizing their accomplishments.

5. Ownership and Decision making:

- No. of Direct reports: 5

- No. of Indirect reports: 1

- Interfaces: Partner Eco-system, Regional Sales leaders, Business leaders, Manufacturing Unit personnel, Bids and Proposal personnel, Sales Co-ordinators, Product management personnel, Business development personnel, Marketing team, Procurement team, Suppliers and sub-contractors as required, Dealers and channels.

- Owning the CCWS Business targets and build action plan to achieve.

- Implementing and Executing the Business plan for assigned geography.

- Identifying top target business accounts, architects, consultants and other stakeholders in geography. Track the investments in Institution space where IEIL products/solutions can be positioned for value.

- Drive and consciously review the team to work towards the business targets. Support them by leading from the front. Weekly review of funnel / opportunities and customer visits of the team to access the monthly potential and able to identify gaps. Build backup and upside plan to maintain the say to do ratio.

- Review and push dealers for achieving their targets by supporting them in customer awareness and educating about IEIL products and value sell.

- Motivating team in Prioritizing, planning and setting up meetings with customers, contractors, partners, consultants so as to identify business opportunities and then follow through by submitting proposals at the right time with support from the team.

- Take inputs from the Interface points and formulate the business plan as per targets agreed. Breaking down the annual plan into quarterly, monthly, weekly action plan as appropriate and execute the plan to achieve the desired objectives for the business.

- With required commercial knowledge and inputs / guidance from business leader's close business deals through partners in above assigned verticals in the geography achieving committed goals and objectives. Accepts personal responsibility. Manage resources and constraints through cautious and diligent decision making. Check with leadership in case of doubts and maintain organizational values when making a decision.

6. Influencing and Communicating:

- Express ideas precisely, persuasively and effectively in speaking and writing. Create an environment in which appropriate information flows freely in all directions.

7. Punctual, Disciplined and Adhering to Work Schedules:

- Respect office timings and insist on the same from subordinates. Maintain workplace decorum. Complete assigned tasks without constant follow-up.

8. Learning and continuous improvement:

- Work actively on building his current and future capability. Constantly benchmark his performance and look out for areas for improvement by working with mentors and experiential learning.

9. Organizing and Leading:

- Marshal his resources and allocate them to get the best possible output. Delegate adequate assignments and appropriate authority. Set standards of excellence for his team. Manage conflict constructively. Provide recognition, reward and credit to his team members for their accomplishments.

10. Managing Change:

- Adjust behavior and approaches in dealing with changing situations and people. Adapt to changing policies and administrative procedures. Welcome change as an opportunity rather than resist it.

- Prepare weekly/monthly plans with partners/dealers and regularly review the progress. Ensure that the partner team members are effective through proper training on applications, approach and value sell.

- Take required inputs from marketing team members for identifying white-spots and growth areas in the addressable market. Incorporate the same into the business plans and initiatives/actions.

Knowledge, Skills, and Experience:

- Engineering or Technology Degree with hands-on sales and sales management experience.

- Experience (15+ years) including at least 3 years within water, wastewater domain or sales of capex cycle solutions in Institutions described above.

- Experience (5+ years) in managing team and leading the region sales or managing dealer / channel network for product / solution sales in Institutions described above.

- Should have good understanding of overall business and various functional arrangements in an organization.

- Good communication skills and ability to work in structured process.

- Good presentation and excel skills and analytical mindset.

- Ability to motivate the team, able to have non-game connect with the team to able to manage retention rate.