Senior Sales Manager

As a senior leader in the Desmet India Sales & Marketing team, the Senior Sales Manager will provide high-level strategic and managerial support to significantly elevate the companys sales and marketing functions. This role involves developing and implementing advanced, innovative sales and marketing strategies for Refining & Fractionation, driving exponential business growth, and meticulously monitoring and analyzing sales and marketing activities against ambitious and high-impact goals.

Key Accountabilities:

Customer Data Collection:

• Aggressively engage with new and existing high-value customers through high-profile seminars, international conferences, strategic visits, or references from premier market segments or sales territories.
• Ensure comprehensive, detailed, and actionable customer data is regularly updated and maintained in the company CRM to drive targeted sales initiatives

Enquiry Generation / Quotation Registration:

• Lead strategic face-to-face meetings with high-potential customers to discuss significant and high-impact investment opportunities.
• Drive substantial interest and high-quality enquiries for cutting-edge Desmet solutions.
• Ensure accurate and comprehensive registration of enquiries into the CRM, generating unique and trackable quotation numbers.
• Deeply understand and analyze customer requirements through in-depth, consultative discussions

Quotation Preparation:

• Classify and prioritize complex and high-value quotation requests, coordinating with the Process department for innovative and non-standard requests.
• Prepare detailed and technically robust section documents and flow sheets for comprehensive and competitive quotations.
• Validate, enhance, and optimize technical offers to ensure proposals exceed client expectations and industry standards.
• Facilitate and lead high-level discussions between clients and Desmet experts to define precise scopes of supply and project deliverables.
• Prepare detailed and accurate estimation sheets for finalized technical proposals.

1. Cost Estimation:
• Estimate costs using detailed budgetary offers from premium vendors and extensive, high-quality past project data.
• Collaborate closely with the global team for accurate and competitive imported equipment costs and freight charges.
• Coordinate seamlessly with the Project Team for thorough and precise final offer and quotation checks.
2. Sales Activities:
• Strategically prepare for high-impact meetings and target high-value customers based on extensive past experience and strategic market intelligence.
• Engage influential customers, identify key decision-makers, and uncover critical and high-impact business needs.
• Provide tailored and innovative solutions, expertly resolve objections, and secure high-value and long-term sales agreements.
• Collect, analyze, and leverage competitive bid information to conduct compelling and persuasive technical presentations.
• Submit detailed and competitive commercial proposals, lead intensive techno-commercial discussions, and negotiate complex and high-value contracts.
• Prepare comprehensive and precise LOIs, finalize significant and strategic sales contracts, and ensure timely receipt of down payments.
• Coordinate effectively with the customer and Project Execution team through to project handover, ensuring customer satisfaction and project success.
• Follow up diligently with customers for payments and proactively organize impactful seminars and conferences to drive brand awareness and customer engagement.

Team Coordination:

• Lead and inspire cross-functional collaboration with the Process, Project, Finance, Legal, Detailed Engineering, Customer Support, and Global Marketing teams for various high-priority activities such as technical offer preparation, cost estimation, contract alignment, and driving impactful marketing efforts.

Reporting:

• Meticulously file all client communications in the CMS and ensure opportunities are accurately and comprehensively updated in the CIS.
• Provide detailed, insightful, and regular updates to Management on market trends, competitive landscape, and strategic insights to drive informed decision-making.

Education and Experience:

• Bachelors degree in Engineering (Chemical or Mechanical) with advanced post-graduate studies in Marketing or Management.
• Minimum 8 years of experience in a senior managerial-level sales position within a project-based industrial sales environment (B2B), demonstrating a proven track record of driving significant sales growth and market expansion.
• In-depth and comprehensive knowledge of contracting, complex negotiations, change management, high sales quota goals, and significant revenue expectations.
• Extensive experience in planning and executing sophisticated and high-impact marketing strategies, ad campaigns, and public relations efforts.
• Exceptional professional written and verbal communication and interpersonal skills.
• Proven ability to motivate, lead, and inspire high-performing teams, manage multiple high-stakes accounts, and facilitate strategic and impactful group meetings.
• Willingness to work a highly flexible schedule to meet the demands of a dynamic and fast-paced sales environment.

HR Competencies:

• Strategic and decisive thinker
• Highly skilled and influential leader
• Exceptionally credible and authoritative
• Inspiring and motivational role model

Required Profile:

• Proactive, hands-on, and strategic approach with a strong focus on innovation and excellence.
• Broad and deep technical interest with an eagerness to continually learn, innovate, and drive industry-leading solutions.
• Outstanding communication and interpersonal skills with the ability to build and maintain strong relationships with key stakeholders.
• Uncompromising ethics and integrity with a strong commitment to delivering exceptional results.
• Strong understanding of complex project-related financial metrics and a proven ability to drive financial performance.
• Willingness to travel extensively and represent the company at high-profile industry events and conferences.Role & responsibilities