Territory Sales Manager - C&M Sales (Visakhapatnam)

Job Summary

The role holder plays a pivotal role in driving C&M sales across the designated geography. The role holder plays a crucial role in managing relationships with the Channel partner(s) within a specific geography and provide technical sales support to the Channel partners, ensuring they have the necessary knowledge to promote and sell compressor products. The role holder plays a pivotal role in driving direct sales by interacting with key accounts, customer and OEMs. The role holder is responsible for executing sales and improving network penetration to enhance customer engagement.

Key Stakeholders and Their Expectations

• Internal - RM-C&M Sales: Ensures strategic alignment, profitability, and growth
• Internal - Sales Co-Ordinator: Ensure to support fulfilment of customer order
• OTC Finance Team: Support with confirmation of payment status
• External - Distributors/C&M Partners: Adequate support to deliver profitable and sustainable business for the allocated geography
• External - Key accounts, customer and OEMs: Manages long-term relationships and ensures high customer satisfaction
• External - Influencers, Financiers, Agents, Truck OEMs, Other OEMs and Rig Mounters: Ensure to maintain relationship for market insights and leads

Defining Result Outcomes

Result Outcomes to achieve expectations

• Achieve Sales Target: Drive sales aligned with divisional goals to achieve the set targets
• Channel Management: Establishes alliances with the channel partners and the sales team of dealer/Channel partner to drive sales. Drive sales through Dealer.
• Customer relationship management: Drive sales through key accounts, customer and OEMs. Build strong customer relationships across the assigned geography to drive repeat business.
• Accounts Receivables: Timely collections of account receivables
• Sales processes and CRM: Adhere to sales processes and relevant IT system

Enabling Outcomes to Achieve Result Outcomes

• Achieve Sales Target: Drive the sales team of the dealer and support them to achieve the sales targets
• Channel Management: Build meaningful and mutually beneficial relationship with the dealer principal and the associated team. Coach dealer sales team for consultative selling. Design and implement for dealer manpower rewards and recognition.
• Customer relationship management: Regularly visit the direct customer (existing, Competition, New). Plan his visit with the dealer sales engineer to foster a strong relationship.
• Account Receivables: Coordinate and govern timely collection of payment from customers through dealer sales engineers/Direct Customer.
• Sales processes and CRM: Keep self-updated with the sales processes and adhere to the same

Desired Qualification

• Diploma/bachelor's degree in a relevant field Engineering, Or Marketing

Desired Experience

• TM ->6 years
• Above mentioned relevant sales experience with a proven track record of meeting sales targets
• Experience in the compressor manufacturing or C&M equipment industry is preferred

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