Territory Sales Manager - Industrial (Bangalore)

Why Ansell
Ansell is a leading global provider of protection solutions. Our company designs, develops and manufactures a wide range of protection solutions that meet the ever-changing needs and demands of our markets and industries. Protection is our primary concern as millions of people around the world depend on Ansell in their professional and personal lives.

Our vision is to create a world where people can enjoy optimal protection against the risk they are exposed to. Whether at work or during their leisure time, people require the right protection for the right application. After all, what better guarantee is there than increased safety, security and productivity than through adequate protection.

GENERAL SUMMARY OF POSITION

Responsible for achieving or exceeding targeted sales of Ansell products within the assigned territory and vertical in line with the Ansell strategy. Works through distributors and end users by facilitating the development of promotional programs and assists in training of distributors sales force as well as promoting the Ansell brands, services and programs at end-user level. Have an overall objective to maximize conversions to the Ansell range and maintain recurrent business whilst creating a value sell proposition through end user loyalty

RESPONSIBILITIES & SPECIFIC ACCOUNTABILITIES
• Responsible for the launch and follow-up of conversion projects within targeted end-users
• Build and maintain effective stakeholder relationships and profile at site, regional decision-making levels and with internal stakeholders and colleagues. Network effectively at local territory trade show, exhibition, industry forums and reseller networks
• Identify and prioritise new business and business growth opportunities
• Conduct a continuous account profile with the Sales Leaders and key end-users from which appropriate market strategies can be developed. Record all relevant data in the CRM system.
• Monitor performance of and liaise with distributors to maximize profile with the distributor/end-user networks in conjunction with the Distribution Manager
• Direct sales activities through distributors ensuring effective coverage in geographical areas and key trade segments. Plan effective joint end-user engagement strategies with Distribution Manager and distributor teams to ensure risks to business loss are averted and distributor growth is achieved
• Conduct regular sales meetings with distributors and end users to keep them informed of new developments in strategy, products and policies. Advise them of the company's marketing and sales programs, and ensure that programs are followed up in the field
• Conducts a continuous account profile from which appropriate market strategies can be developed
• Achieve profit objectives through the control of pricing and his/her own expense
• Prepare all relevant sales plans, budgets, reports and forecasts and ensure that they are presented in a timely manner to line manager and other concerned departments
• Interacts with EMEA/APAC peers to enhance own business knowledge and sales efficiency
• Ensure accuracy and detail of data captured within the defined CRM (E-sales/Salesforce etc.)
• Work closely with customer service, monitor trade expenditure and reporting of customer complaints information via the Quality department
• Ensure that all sales business is conducted within relevant legislation, defined
trading terms and in accordance with company policy and ethical standards
• Monitor competitor activities in the market and in distribution channels. Develop appropriate strategies to deal with the situation in conjunction with sales leaders
• Achieve the personal development plans set for him/her
• Assist in special projects as directed by management
• Recommend changes in terms of trade agreements, pricing, discount policies, credit arrangements, and conditions of sale to capture changing market needs
• Conducts business intelligence hunting, summarizing & sharing of key market information/trends on new projects and competitor activities/initiatives through multiple sources.
• Supervise and train distributors staff in Ansell specific knowledge and procedures.
• Assist in setting the strategic direction of the vertical they are responsible for working in together with the Vertical Consultant

KEY POSITION REQUIREMENTS
Education - B.Sc or B.Tech or M.Pharm/MBA (preferred)

Job Experience
• Minimum experience selling consumables to industries (automobile, engineering, pharma, chemical

• Value selling experience
• 5–10 years of industry experience

• Demonstrated selling/channel experience in the industry
• Demonstrated experience in consultative selling-like methodologies/approaches
• Knowledge of distribution networks, practical experience in distribution and dealership management
• Existing industry, end-user, reseller network knowledge
• Sound analytical skills in gathering data from multiple sources, eliciting key interpretive outcomes and support strategy setting
• Budget & reporting skills – monitoring, reporting, defining key issues and corrective strategies
• Experience in supporting/coaching colleagues
• Negotiation skills

Knowledge and Skills
Good Presentation and Negotiation Skills

Desirable Job Competencies
• Customer focused
• Commercial attitude
• Excellent communication and listening skills
• Effective team player in partnering with others who may not be part of the same team, ability to take the lead
• Performance and quality driven, following processes/procedures
• Flexible and able to work in a changing environment
• Solutions approach to problem solving
• Project management skills

Additional Requirements (travel, etc.)
• Frequent domestic travel (estimate up to 50% time)
• Occasional out-of-hours involvement in tele conference for region engagement

Why Ansell

Ansell is a leading global provider of protection solutions. Our company designs, develops and manufactures a wide range of protection solutions that meet the ever-changing needs and demands of our markets and industries. Protection is our primary concern as millions of people around the world depend on Ansell in their professional and personal lives.

Our vision is to create a world where people can enjoy optimal protection against the risk they are exposed to. Whether at work or during their leisure time, people require the right protection for the right application. After all, what better guarantee is there than increased safety, security and productivity than through adequate protection.

GENERAL SUMMARY OF POSITION


Responsible for achieving or exceeding targeted sales of Ansell products within the assigned territory and vertical in line with the Ansell strategy. Works through distributors and end users by facilitating the development of promotional programs and assists in training of distributors sales force as well as promoting the Ansell brands, services and programs at end-user level. Have an overall objective to maximize conversions to the Ansell range and maintain recurrent business whilst creating a value sell proposition through end user loyalty

RESPONSIBILITIES & SPECIFIC ACCOUNTABILITIES

• Responsible for the la
unch and follow-up of conversion projects within targeted end-users

• Build and maintain effective stakeholder relationships and profile at site, regional decision-making levels and with internal stakeholders and colleagues. Network effectively at local territory trade show, exhibition, industry forums and reseller networks

• Identify and prioritise new business and business growth opportunities

• Conduct a continuous account profile with the Sales Leaders and key end-users from which appropriate market strategies can be developed. Record all relevant data in the CRM system.

• Monitor performance of and liaise with distributors to maximize profile with the distributor/end-user networks in conjunction with the Distribution Manager

• Direct sales activities through distributors ensuring effective coverage in geographical areas and key trade segments. Plan effective joint end-user engagement strategies with Distribution Manager and distributor teams to ensure risks to business loss are averted and distributor growth is achieved

• Conduct regular sales meetings with distributors and end users to keep them informed of new developments in strategy, products and policies. Advise them of the company's marketing and sales programs, and ensure that programs are followed up in the field

• Conducts a continuous account profile from which appropriate market strategies can be developed

• Achieve profit objectives through the control of pricing and his/her own expense

• Prepare all relevant sales plans, budgets, reports and forecasts and ensure that they are presented in a timely manner to line manager and other concerned departments

• Interacts with EMEA/APAC peers to enhance own business knowledge and sales efficiency

• Ensure accuracy and detail of data captured within the defined CRM (E-sales/Salesforce etc.)

• Work closely with customer service, monitor trade expenditure and reporting of customer complaints information via the Quality department

• Ensure that all sales business is conducted within relevant legislation, defined

trading terms and in accordance with company policy and ethical standards

• Monitor competitor activities in the market and in distribution channels. Develop appropriate strategies to deal with the situation in conjunction with sales leaders

• Achieve the personal development plans set for him/her

• Assist in special projects as directed by management

• Recommend changes in terms of trade agreements, pricing, discount policies, credit arrangements, and conditions of sale to capture changing market needs

• Conducts business intelligence hunting, summarizing & sharing of key market information/trends on new projects and competitor activities/initiatives through multiple sources.

• Supervise and train distributors staff in Ansell specific knowledge and procedures.

• Assist in setting the strategic direction of the vertical they are responsible for working in together with the Vertical Consultant

KEY POSITION REQUIREMENTS

Education - B.Sc or B.Tech or M.Pharm/MBA (preferred)

Job Experience

• Minimum experience selling consumables to industries (automobile, engineering, pharma, chemical)

• Value selling experience
• 5 – 7 years of industry experience

• Demonstrated selling/channel experience in the industry

• Demonstrated experience in consultative selling-like methodologies/approaches

• Knowledge of distribution networks, practical experience in distribution and dealership management

• Existing industry, end-user, reseller network knowledge

• Sound analytical skills in gathering data from multiple sources, eliciting key interpretive outcomes and support strategy setting

• Budget & reporting skills – monitoring, reporting, defining key issues and corrective strategies

• Experience in supporting/coaching colleagues

• Negotiation skills

Knowledge and Skills

Good Presentation and Negotiation Skills

Desirable Job Competencies

• Customer focused

• Commercial attitude

• Excellent communication and listening skills

• Effective team player in partnering with others who may not be part of the same team, ability to take the lead

• Performance and quality driven, following processes/procedures

• Flexible and able to work in a changing environment

• Solutions approach to problem solving

• Project management skills

Additional Requirements (travel, etc.)

• Frequent domestic travel (estimate up to 50% time)

• Occasional out-of-hours involvement in tele conference for region engagement