Sales Account Manager - Southern India

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Job Description

Designation: Sales Manager (SAM)

Location: Chennai

Desired Profile

• Graduate with Science/Engineering/Printing Technology background is prefered.
• Incumbent with sales experience of 8 to 12 years in selling a. Hands-on experience in selling Equipment in Graphic art industry b. Specialization in selling Sheetfed, Prepress, Postpress printing Equipment would be an added advantage c. Knowledge in Consumables like Concentrate Inks, Process Colour Inks, Water based Inks, UV Inks, Flexo Inks, Pressroom Chemicals, Coatings, Plates, Blankets Rollers.Spare parts of Sheetfed, Prepress, Postpress and Flexo machineries.
• Essential skills like sales analytics and usage of Sales Force tool is highly preferred.
• Interpersonal skills is highly required to collaborate with other sales and service partners.
• Willing to take ownership and deliver results especially when the market situation is volatile and uncertain.
• Excellent business communication in English is essential.
• Candidate should take care of South region sales.
• Willing to travel extensively.

Job Summary

• Overall responsible for customer account management and be the main interface to the customer, orchestrating the support from all relevant drivers from the organisation.
• Leading the day-to-day management of the sales cycle using Salesforce tool.
• Manage the entire product portfolio including Equipment Lifecycle Sales (Consumables, Parts and Service) and apply a consultative sales approach with customers.
• Facilitating the growth of overall sales by providing the customer a comprehensive approach to invest in Heidelberg portfolio now and in the future.
• Maintaining and increasing knowledge of market development as well as customers situation in order to accurately assess new business opportunities.
• Ensure customers success thus creating business.
• Use sales analytics including Smart Sales from Salesforce Tool for planning, leading and closing the business deals.
• Collaborate to learn and support equipment sales with fellow Lifecycle sales account manager (Consumables, Parts and Service).
• Involve support from Finance team to further support customers.
• Partner with service team and share timely necessary information to support the customers for their end to end requirements.
• Seek necessary feedback from all the stakeholders and improve performance as a best team player.
• Take ownership for timely collection of the products sold as per the credit guidelines and update finance and sales coordinator.
• Plan and achieve sales targets and earn quarterly incentives.

Key Responsibilities

• Achieve Sales targets periodically with all product lines including consumables and 2S.
• Achieve TASP targets, financials and NWC targets. All reporting requirements are met in time. Contribution to the regions and product strategies
• Interact closely with customers buying centre. Achieve Parent and Child opportunity by focusing on product mix and work closely with life cycle sales team to achieve consumables and 2S targets.
• Consult with Sales Head and Product Specialists and conduct deal review check periodically during every deal.
• Understand and consult customers with the aim to add value to their business, especially with regards to O.E.E., alternative business models and profitability. Actively generate new business opportunities within allocated customers while maintaining excellent, professional customer relationships. Ensure all different interests of decision makers are addressed properly
• Generate sufficient sales opportunities to achieve over-all sales targets.
• Qualify all sales leads, negotiate sales contracts and liaise with all business areas to ensure an open and transparent information flow thus maximizing sales and customer satisfaction levels
• Conduct customer visits as per defined frequency plan and ensure customers are contacted via alternative chanels when deemed suitable in order to ensure full market coverage. Provide new business ideas and market trends to customers.
• Review of market trends, competitor analysis, product portfolio, customer potential, scope prospects.
• Support for development of new products and improvements in existing products.
• Co-ordination with Technical Support team in Trials Resolving key customer issues.
• Support LSAM to improve dealer network by appointing potential dealer to improve consumables sale in North India.
• Understand and consult customers with the aim to add value to their business.
• Actively generate new business opportunities within allocated customers by maintaining excellent, professional customer relationships.
• Actively use Salesforce as the sales management tool on daily basis and ensure optimum and accurate data quality. Report competitor activities regularly in salesforce .
• Support Heidelberg s marketing activities and specific product campaigns
• Support other tasks and projects that may be assigned from time to time.
• Encourage and qualify sales leads on time as shared by service team members

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