Territory Sales Manager | Distribution Management & B2B

Purpose:

The role holder plays a pivotal role in driving direct sales across the designated geography. The role holder plays a crucial role in managing relationships with the customers (current & potential) within a specific geography and achieving sales targets through effective consultative/technical selling. The role holder is also responsible for account receivables in line with agreed terms and conditions.

Roles & Responsibilities:

• Ensures strategic alignment, profitability, and growth.
• Works closely with the Aftermarket Team to address customer complaints.
• Collaborates to ensure on-time delivery and updates customers on project statements.
• Collaborates to ensure on-time delivery and updates customers on project status.
• Updates on competition activities, products, and inputs for formulating Total Cost of Ownership.
• Manages long-term relationships and ensures high satisfaction.
• Executes sales strategy aligned with divisional goals to achieve set targets.
• Builds strong customer relationships to drive business.
• Adheres to EVEREST sales processes for long-term sustainability, including timely updates on enquiries, orders won, and order losses.
• Communicates competition activities such as new product launches, changes in GTM, and pricing strategies in a timely manner.
• Secures favourable pricing, terms, and contracts to enhance revenue and ensure timely collection of account receivables.
• Collaborates with the business development team to strengthen ELGis market penetration through effective networking, brand awareness, and product positioning.
• Implements direct sales strategy by meeting current and potential customers with rigour, following relevant steps in the sales funnelAwareness, Consideration, and Conversionto achieve budgeted sales targets.
• Allocates 60% or more time in journey cycle planning to meet and develop the "acquire & develop" category of customers.
• Develops and manages relationships with key customers (existing and potential).
• Actively engages with existing customers and continuously monitors satisfaction levels.
• Participates in seminars and exhibitions relevant to targeted customer segments.
• Adheres to the sales process and effectively uses CRM and relevant IT systems.
• Negotiates effectively with customers to arrive at relevant pricing and achieve budgeted margins.
• Coordinates and ensures timely collection of account receivables from customers.
• Proactively networks with relevant stakeholders across the industry to gather insights about competition.
• Builds effective relationships with key stakeholders in energy and technical consulting firms.