02 Oct
Kardex
Rajkot
Kardex India Pvt Ltd is seeking a motivated self-starter to join our New Business Team in the role of Territory Sales Manager to be based remotely at Ahmedabad/ Gujarat in India.
The purpose of the roles is:
- Develop the Market for Kardex Products and solutions in the South region of India
- Reach and exceed sales targets in the territory and relevant segments
- Create, qualify and develop leads and close sales according to Kardex Sales process.
- Fully utilize the Kardex CRM tool to track all leads and opportunities
- Actively contribute to the growth of Kardex in South part of the Indian market
Major task and responsibilities:
TARGETS
Net Sales
- Offers (value)
- Order intake (units/solutions/value)
- Net Sales
- Others to be elaborated during induction process
Customers
- Giving proactive support to existing customers
- Identify and develop recent customer for Kardex Solutions
- Follow the Kardex industry segment focus and develop solutions in these targeted segments
Internal
- Forecast precision (Bookings/Net Sales)
- Deliver tasks within agreed time
- Defined reporting delivered on time
- Follow the Kardex sales process using the Miller Heiman sales methodology
- Report all sales activities via the Kardex CRM tool
RESPONSIBILITIES
- Reach and exceed agreed sales volume
- Support and develop territory in lead generations, qualification, and order intake
Customer visits
- Develop solution and value proposition for customer
- Offer making, contract and price negotiations.
- Initiate and participate in business development projects
- Initiate, implement and follow up sales campaigns
Reporting
- Sales Force/ CRM updated weekly
- Monthly forecasting/weekly forecast update
- Other sales reporting requested.
REQUIREMENTS
- Education: Tertiary education in related field.
- Minimum 10 years of experience in Intralogistics with high exposure to wholesale, retail, e-commerce, 3PL, electronics and/or Bio-Pharmaceutical industries.
- Multi-year experience of high level and complex B2B sales, with solution selling.
- Commercial background with good technical understanding or vice versa.
- Formally trained in sales and key account management.
- Experience in development and negotiation of complex contracts.
- Good understanding of logistical processes, and software supported working processes.
- Experienced in using Strategic Selling Framework like Miller Heiman, SPIN selling and CRM, e.g. SalesForce
- Experienced in solution selling at high level.
- Creative and solution oriented.
- Patient, persistent and enduring working style.
Behaviours required to perform this role:
- Able to extract diagnostic data in order to ascertain root cause of reported fault.
- Logical and forward thinking
- Logical approach to fault analysis/problems.
- Able to follow laid down procedures and policies.
- Able to evaluate situations and respond appropriately.
- Self-motivated, self-disciplined and maintain positive attitude.
- Able to cope with varying levels of stress and pressure.
- Able to make decisions/judgements.
- Able to work beyond working hours if required (on weekends and public holidays).
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