Sales Manager

The Field Sales Engineer is responsible for achieving the annual sales program for a specific sales territory as assigned by company management. Fosters and develops existing accounts while penetrating and developing new accounts within his or her assigned territory.  Create yearly territory plans that align with company goals focusing on growth, expanding market share and new product opportunities to better serve accounts and regions.  Maintains the highest level of knowledge of High-Efficiency Filtration market covering segments like pharma, HVAC, automotive, etc. Works closely with the application engineering team in Alkegen as well as maintenance, project engineering, and procurement teams at the customer site to provide superior technical support and best-in-class filtration solutions to customers. Maintains cognizance of all market influences and can provide the management team with competitive market knowledge and/or updates.  Must be comfortable cold-calling prospective customers and growth markets.

A successful candidate is a highly motivated individual who can demonstrate the ability to achieve a yearly sales plan with attention to growth and expanding his or her given territory.

Responsibilities: The incumbent is expected to perform the duties Living the Unifrax Values of Safety, Ethics, People, Commitment, Customer Focus, Innovation, Continuous Improvement,

Teamwork, and Speed and Agility.

Alkegen Values - the incumbent is expected to perform the duties whilst Living the Alkegen Values.

• Meet or exceed sales plans.
• Overnight travel expected.
• Develop and execute territory plans.
• Maximize time in front of customers. Minimize travel time. Call on accounts in clusters. Work one territory zone each day. Use loops and clover leaves.
• Provide accurate forecasts.
• Maintain CRM Opportunities, Accounts and Contacts, F2F Meeting Reports, Activities, Key Account Plans, etc.
• Complete expense reports on time and under budget.
• Create strategies to penetrate key competitive accounts.
• Utilize the Knowledge-Based Sales Model to develop trust by becoming the knowledge source for your customers.
• Continuously improve technical application and product knowledge, selling skills, presentation skills and negotiation techniques.
• Attending and actively participating in sales meetings, product seminars and trade shows.
• Make technical presentations to large audiences.
• Present special programs: marketing/advertising programs, new products, training, and educational seminars (i.e. Lunch & learns).
• Collect competitive information and communicate it to Management.
• Manage and resolve issues and complaints: quality, delivery, AR, and obsolescence.
• Sell all products but concentrate on those contributing higher standard gross margins.
• Co-ordinate with Application Engineering to provide product solutions to customer.
• Work with Operations & CSD to ensure OTIF delivery.

Qualifications/ Experience:

• A diploma / bachelor’s degree in mechanical, BE Chemical, Environmental Engg., M.Sc. Environmental Engg.)
• Minimum 10 – 12 years of experience in Industrial Filtration (IF) and/or High Efficiency Filtration (HEF) Sales / Sales support / Application Engineering
• Selling and negotiation skills are preferred.
• Demonstrated sales experience and success selling technical materials or products.
• Motivated with a strong desire and ability to build relationships.
• Knowledge of CRM & ERP systems, Incoterms, products and applications, competitive products, and drawings is preferred. Knowledge of Microsoft Dynamics is preferred
• Proficiency in Microsoft Office Suite, Financial Statement Analysis, CRM (preferably SAP SD)

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.  Duties, responsibilities, and activities may change at any time or without notice.

Regional Requirements:

Region (Choose from drop-down list)

Notes

India

India

All India role located out of Mumbai / Pune, West India

India

Travel Requirements:

International or Domestic

Domestic

Percentage of Travel:

60%