Sales Engineer/Sr. Engineer - B2B & Channel Sales

Job 1 - Engineer / Sr. Engineer - Channel Sales

Job Location: Mumbai, Chandigarh & Hyderabad

Role & responsibilities:

Key Purpose of the Job :

The Channel Sales Engineer is responsible for achievement of sales targets for assigned product ranges in allocated geographies through dealers. Generating leads, cold calling, closure of sales deals and handling sales collections including receivables & 'C' forms are critical to the role holder. The role holder is responsible for arranging dispatches for customers / dealers as per delivery terms. The role holder also has to ensure periodical feedback on assigned dealer performance on parameters include sales / stock levels, enquiries, order lost and other parameters.

Educational Qualification / Experience required :

- Graduate degree in Engineering

- Experience of 3 to 5 years in industrial sales, channel management for Channel

- Should possess knowledge of compressor terminology

- Should have proven track record of closing sales deals

Key Responsibilities :

1. Responsible for achieving sales targets as per plan and budget

2. Responsible for collection of payments and 'C' forms from customers/Dealers

3. Coordinate for delivery of products and handle sales activities to ensure closure of sales deal

4. Handle customer queries, interactions to build customer relationships

5. Responsible for maintaining and updating sales MIS, preparing reports, etc.

Task Analysis:

Indicative Tasks

1. Responsible for achieving sales targets as per plan and budget

a) Prepare detailed annual, monthly sales plan based on targets, product segments, market, industries as approved

b) Collect, analyze, and utilize market intelligence on competitive products, customer needs and buying trends / patterns

c) Understand key aspects of Elgi products for preparing the sales pitch to potential customers

d) Establish, maintain and leverage relations with external parties, such as, dealers, project consultants, agencies to achieve sales targets

e) Ensure sales expenses related to travel, conveyance, others are within budget

f) Provide support in organizing and executing promotional campaigns

Channel Sales

a) Plan, set sales targets for dealer engineers as per budgets and approvals

b) Prepare sales plan for dealer engineers and provide support, as necessary

c) Accompany dealer engineers for customer visits and provide technical support as necessary (for example, product information, negotiating with customer, etc.)

d) Communicate information related to dealer policy, change in price, product knowledge, new products launched, etc. to dealer engineers in an effective manner

e) Track and monitor inflows, sales, inventory levels with dealers

f) Dealer report/analysis on monthly basis

g) Track and report on dealer activities including Order Inflows, Billings, Stocks at Hand, Order Lost etc as per Dealer Report

h) Input and update status of sales orders in the sales MIS

i) Provide market intelligence and competitor activity report for the geography / product line

j) Prepare sales report, ad hoc reports as and when required

Preferred candidate profile:

• Channel Sales - Min 3 yrs handling dealer/distributor sales & Channel Management

Job 2 - Engineer/Sr. Engineer - Direct Sales (B2B)

Job Location: Mumbai, Hyderabad & Vizag

Role & responsibilities:

• Identify new prospects/segments (Pharma, F&B) and retain existing customers to sustain and improve sales & profitability in the assigned region.
• Ensure Direct sales revenue as per the business plan.
• Identify new business opportunities and segments for OFSAC product group in assigned region.
• Retain existing customer base for OFSAC in assigned region.
• Implement measures to enhance the turnkey projects business.
• Improve market visibility of the offered products to enhance sales across the region.
• Review Go to Market process for Direct sales, provide support to enhance the lead conversion of targeted product segments.
• Identify and visit key customers and participate in industrial exhibitions to generate business.
• Identify and convert the old oil free units in order to offer refurbished compressors.
• Perform the orders lost analysis for dealers and direct sales team.
• Review Orders lost analysis and plan corrective actions to minimize the number of orders lost.
• Manage the Accounts Receivables (AR) and reduce the outstanding payments to maintain a healthy cashflow.
• Responsible for assessment and development of sales team capability.
• Ensure continuous skills training and development of team members through regular training.

Preferred candidate profile:

• Prior B2B Sales Experience in Compressor/ Industrial Equipments/ Capital Equipments / Industrial Pumps.