Role & responsibilities

ROLE PURPOSE The Associate Regional Director-Sales(East) owns the end-to-end revenue, market-share and customer agenda for a zone (East)

The role stands up KAM, hunting and partnership orchestration from the ground up to establish Milacron's presence and accelerate wallet-share gain

KEY RESPONSIBILITIES

Zonal P&L; & Revenue Ownership

- Own zonal revenue, market-share gain and the monthly MBR cadence
- Set territory and account plans; deliver new-zone entry strategy and ramp
- Manage customer escalations and zone-level commercial structuring

Key Account Leadership

- Personally own the top key accounts (Platinum + Gold) relationship and escalation management
- Drive wallet-share gain across current machines, retrofit, cross-sell and AMC / M-Powered penetration

Team Build-out & Deployment

- Own territory design, SE deployment, KAM plan and their role development
- Build hunting capability for whitespace and underpenetrated clusters

Cross-functional Orchestration

- Liaise with the Partnership / Commercial Excellence Head, Marketing Head and Aftermarket Head at HO
- Orchestrate mould-maker / auxiliary / financier ecosystem at zone level
- Drive CRM adoption and pipeline governance across the zone

SUCCESS METRICS / KPIs Revenue & Share

Accounts

Team & Coverage

Zonal revenue vs target





Zone market-share (%)

New accounts acquired

Top-account wallet-share increase

Key-account NPS

Cross-sell / upsell

Team productivity per SE

KAM coverage of Platinum / Gold

CRM adherence; hiring vs plan

KEY SKILL REQUIREMENTS

Skill Dimension

What We Are Looking For

Technical & Commercial

Regional GTM and new-region entry strategy

Commercial structuring and deal escalation

IMM products sales management across series

Analytics & Planning

Regional performance dashboards

Territory and pipeline analytics

Team productivity & coverage modelling

CRM fluency

Interpersonal & Leadership

C-suite customer relationship management

Team leadership across SEs and sales team

Conflict resolution & escalation handling

Behavioral

Results-oriented & decisive

Customer-first mindset

Hands-on leadership style

Entrepreneurial in standing up a new zone

EXPERIENCE PROFILE

- 15+ years in B2B industrial / capital-goods sales, with 4–6 years in regional / zonal sales leadership
- Demonstrated regional revenue ownership and team build-out, ideally in a new-market / greenfield context
- Strong key-account and C-suite relationship track record
- Bachelor's degree in Engineering. MBA will be an added advantage.

📌 Regional Associate Director-Sales (Kolkata)
🏢 Milacron India
📍 Kolkata