National Sales Manager - Material Testing Equipment (15-25 yrs)

An Indian MNC is looking for

National Sales Manager - Material Testing Equipments

Location Bangalore

JD:

Job Description

BASIC ROLE DETAILS

Position Title: National Sales Manager

Group / Division/Department: Material Testing - Sales

Location Bangalore

This Role Reports to Line of Business Head

This Role Supervises Sales Engineer

IDEAL PROFILE:

Educational Qualification:

Essential: Graduate Engineer

Preferred: MBA

Functional / Technical Expertise (Please indicate Product / Functional Portfolio):

- Ability to communicate clearly internally & externally,

- Ability to lead and motivate sales team,

- Strategic thinking and planning,

- Analytics oriented,

- Ability to maintain existing and build new relationships with customers.

Total Experience:

Required (In yrs.): 12-18 Relevant Experience (in yrs.)

Min. 8 yrs. (Capital Equip. sales)

Min. 5 yrs. (Leading a sales team)

MAIN RESPONSIBILITIES:

Responsibilities:

- Assign the revenue targets to the sales team in line with the business growth goals and support them to achieve.

- Set expectations with the sales team on pipeline sufficiency and forecast accuracy, review on weekly basis, and take corrective actions as needed.

- Formulate business strategy for driving sales growth; Drive relevant initiatives with well-defined goals and deadlines with focus on enhancing market coverage, entering new applications / industries and developing solutions business.

- Perform efficient finance management of sales function - Apply strategies for cost reduction and other techniques for maximum profitability of the organization.

- Interact with customers / internal stakeholders to pilot ideas / demonstrate proof of concept. Collaborate with internal and external stakeholders to ensure smooth billing.

- Develop product position strategy, guide sales team in preparing value proposals and suggest content for marketing collateral creation.

- Analyse existing approaches to the market needs and make changes where appropriate. Maintain the business growth in compliance with corporate values and beliefs.

- Improve the knowledge base and skills of the team by providing training and mentoring, motivating them all for effective performance for the general growth of the company.

- Travel to customer locations, meeting team members and Principal / Technology partner visits as needed. Monthly travel 55% - 65% min.

WORKING CONDITIONS (PHYSICAL & ENVIRONMENTAL DEMAND):

Key Performance Indicators:

- Booking & Billing achievement against target for Self & Team

- Total pipeline sufficiency of min. 100% for rolling 3 months

- Monthly forecast accuracy of min. 90%

- Develop & track new business metrics - new customers, new industries, new applications, new technology partners, Solutions against the set goals

- Drive and track key growth initiatives in each line of products

- Sales execution and billing in line with SLAs

KEY INTERACTIONS - External/Internal:

With Whom Brief Description:

External:

- Customers/ Principal/Business Partners/Consultants/Industry associations

- Frequency - Daily or Weekly basis

- Nature of interaction - To know the requirements and discuss the critical issues if exists, identify opportunities etc

Internal:

- LoB Head, Product Manager, Territory Sales Manager, Commercial, Support, Marketing

- Frequency - Daily/ weekly basis

- Nature of interaction - To coach, report progress, conduct reviews as needed, clarify requirements

KEY COMPETENCIES REQUIRED (Technical & Behavioral):

TECHNICAL (3- 4):

- Ability to grasp technical matters, understand applications and business implications of the same

- Must have knowledge about technical process

- Must be analytically sound

- Project management and working at strict deadlines

BEHAVIORAL(8-10):

- Problem Solving & Decision making

- Influencing

- Business Acumen

- Execution Excellence

- Interpersonal Relationships