- Create, develop, and execute Territory Management Plan and account plans to ensure maximum business growth from the sales territory based on detailed analyses.
- Generate and develop sales leads within the sales territory to close new opportunities and achieve sales goals.
- Manage and lead structured distributors, define regional commercial strategy in the assigned territories, keep on track forecast and stock demand, provide commercial support during key negotiations.
- Cultivate a network of relationships across the value chain and within the customer organization beyond procurement to develop new business; utilize consultative selling skills
- Use effective techniques to protect and close new business ensuring sales order values meet sales targets
- Use Salesforce.com Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
- Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
- Effectively leverage Salesforce.com CRM for documentation, collaboration, and analysis
- Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
- Negotiate pricing and commercial terms of sales agreements (where applicable)
- Tailor Value Propositions to ensure customer advantages are communicated and understood
- Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory
- Approximately 60% travel in the assigned territories is required for this role. Territory covered: North India, Bangladesh and virtual coordination with Pakistan.
Required Knowledge, Skills, and Abilities
- Fluent in Hindi and English. Punjabi is a plus.
- Proven experience in sales and business development
- Excellent customer relationship management skills
- Past experience as Account Manager is preferred.
- Knowledge of the market dynamics, customer preferences, and competition within the territory
- Understanding of heat transfer fluids, specialty fluids, and energy products is a plus
Education + Experience
- BTech from an accredited college or university
- 10 + years of overall experience with at least 5+ years of relevant Sales experience
Right Content
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