Regional Manager

Key Responsibilities:

1. Establish Sales Objectives: Forecast and develop annual sales quotas for target industries and market segments.
2. Sales Budget Management: Prepare and adhere to the sales budget, providing quarterly forecasts and monthly sales commitments to ensure yearly sales targets are achieved.
3. Lead Follow-Up: Effectively follow up on all leads through various stages to ensure planned movement towards sales closure.
4. Sales Program Implementation: Implement structured sales programs by developing and executing field sales action plans in alignment with business goals.
5. Team Leadership: Monitor, guide, coach, and mentor the sales team to empower them to reach their targets while ensuring fairness and motivation.
6. Training and Development: Ensure the team is well-trained in sales processes and administer appropriate leave planning/approvals to minimize impact on deliverables.
7. Performance Review: Conduct performance appraisals, coaching, regular briefings, and disciplinary actions as necessary.
8. Customer Relationship Management: Maintain long-term customer relationships and undertake customer engagement initiatives to drive satisfaction.
9. Complaint Resolution: Address product or service concerns effectively by clarifying customer complaints, determining root causes, and ensuring prompt resolution.
10. Collaboration: Work collaboratively with business partners and internal colleagues to solve issues and enhance service offerings.
11. OEM Relationship Development: Develop and maintain relationships with key OEMs for all Mosil products, driving efforts to improve business for aftermarket sales.
12. Market Analysis: Monitor and analyze market trends to inform product development, customer needs, and competitive positioning.

Specific Work Requirements:

• Education/Qualification: Engineering degree in Mechanical or Chemical is required; a degree in Marketing Management is desirable.
• Experience: 12-15 years or more in a related industry, preferably in sales and marketing of specialty lubricants or similar products.

Personal Specifications:

• Skills: Strong leadership, communication, planning & organizing abilities, result orientation, and flexibility.
• Competency in Sales: Knowledge of sales and marketing principles and a wide range of marketing techniques and concepts.
• Pressure Management: Ability to respond well to pressure, think creatively, influence others, and maintain integrity.
• Travel Willingness: Willingness to travel as needed.

Key Performance Indicators:

1. Achievement of Sales Targets (Value Wise) in the segment assigned.
2. Securing OEM Approval per plan and strategy to leverage OEM approval for business generation.
3. Achievement of minimum effective discount to bolster sales.
4. Training Imparted to other sales team members and business partners.
5. Development of new applications, business partnerships, and segmentation.

Reporting Requirements:

1. Monthly company dashboard (review and comments).
2. Action plan for the coming month regarding targets and budgets.
3. Quarterly company dashboard (review and comments), region-wise.
4. Action plan for the coming quarter regarding targets and budgets.
5. Review of strategic objectives and plan of action for the next quarter.
6. Annual company dashboard (review and comments), region-wise.
7. Action plan for the coming year concerning targets and budgets.
8. Review of strategic objectives and plan of action for the next year.

Location:

• Base Location: Mumbai