Senior Sales Manager

Role & responsibilities

1. Sales Strategy and Execution:
• Develop and implement sales strategies to achieve revenue targets and expand the customer base in the industrial automation sector.
• Align the sales strategy with the overall business objectives, adjusting it based on market conditions and customer feedback.
• Set clear goals and KPIs to measure team performance and sales achievements.
• Lead and drive the execution of sales campaigns to achieve company revenue targets and growth initiatives.
2. Team Management and Development:
• Build, lead, and manage a high-performing sales team, providing guidance, mentorship, and coaching to ensure success and development.
• Foster a positive and motivating work culture that drives results and encourages continuous learning.
• Conduct regular performance reviews, setting individual objectives and tracking progress against goals.
• Provide necessary training and support to ensure the team has the skills, knowledge, and tools to succeed in a competitive market.
3. Customer Relationship Management:
• Develop and maintain strong, long-lasting relationships with customers and partners to ensure loyalty, repeat business, and increased market share.
• Proactively engage with customers to understand their needs, solve problems, and ensure their satisfaction with products and services.
• Manage key accounts and oversee complex negotiations, ensuring that contracts are favorable and meet the needs of both parties.
• Monitor customer feedback, acting quickly to resolve any issues that may impact satisfaction or retention.
4. Cross-Departmental Collaboration:
• Work closely with product development, engineering, and marketing teams to align sales efforts with new product innovations, customer requirements, and market trends.
• Collaborate with marketing to develop effective sales collateral, promotional campaigns, and strategies that support product launches and brand positioning.
• Ensure alignment between the sales team and other internal teams to guarantee a seamless customer experience from initial contact to post-sales support.
5. Sales Operations and Forecasting:
• Oversee and manage sales forecasting, pipeline development, and reporting to senior management to ensure accurate and timely updates on sales performance.
• Track key metrics such as sales conversions, win rates, and sales cycle time, identifying areas for improvement.
• Prepare detailed sales reports and presentations for management, highlighting achievements, challenges, and opportunities.
• Optimize the sales process to enhance efficiency and drive higher sales volumes.
6. New Business Development:
• Identify and pursue new business opportunities by prospecting potential clients, exploring new markets, and developing strategic partnerships.
• Develop and execute strategies to expand the customer base through targeted campaigns, referrals, and cold calling.
• Stay informed about industry trends, customer pain points, and competitor activities to uncover new business avenues.
7. Negotiation and Contract Management:
• Lead negotiations and manage contracts with clients, ensuring favorable terms that meet business goals while maintaining customer satisfaction.
• Oversee the preparation and review of proposals, contracts, and other legal documents to ensure compliance with company standards and policies.
• Ensure that agreements align with revenue and profitability objectives, mitigating risks where applicable.
8. Market Research and Analysis:
• Conduct market research and competitive analysis to stay up-to-date with industry trends, customer demands, and competitor strategies.
• Adjust the sales strategy based on market dynamics, customer preferences, and emerging technologies in industrial automation.
• Analyze sales data and feedback from customers to refine product offerings, pricing, and sales tactics.
9. Performance Management and Reporting:
• Establish performance benchmarks for the sales team and hold them accountable for achieving sales targets.
• Review the performance of individual team members, provide constructive feedback, and offer solutions for continuous improvement.
• Report on sales pipeline status, business development efforts, and key sales metrics to senior management regularly.
10. Client Onboarding and Product Knowledge:
• Oversee the onboarding process for new clients, ensuring a smooth transition from sales to the customer success team.
• Stay up-to-date on product knowledge and technical capabilities to ensure that sales representatives and clients fully understand the value of solutions offered.
• Conduct product demonstrations and present solutions to clients in a way that highlights their direct benefits.
11. Risk Management:
• Identify potential risks to sales goals and take proactive measures to address them, including mitigating risks related to customer contracts, pricing negotiations, and product delivery.
• Ensure compliance with all legal, financial, and company standards in contract negotiation, sales agreements, and service delivery.
12. Revenue and Profitability:
• Work closely with the finance and operations teams to ensure that the pricing structure, deal terms, and cost of sales support profitable growth.
• Monitor and optimize sales and business development costs to maximize return on investment.

Mandatory candidate profile

• BE (Electrical/ EC/ EE/ IC) + Diploma (Electrical/ Electronics) or equivalent technical qualification, MBA (preferred).
• Proven experience as a Sales Manager or Senior Sales Manager, with a demonstrated ability to lead high-performing teams in the industrial automation sector.
• Strong knowledge of the industrial automation, electrical, or switchgear market, with a good understanding of related technologies and customer requirements.
• Excellent communication, negotiation, and interpersonal skills, with a proven ability to influence and collaborate at all levels of the organization.
• Ability to develop and implement effective sales strategies and forecast future sales performance.
• Strong analytical and problem-solving abilities, with the ability to manage complex sales cycles.
• High proficiency in CRM software, sales analytics tools, and Microsoft Office Suite.
• Experience in managing budgets, sales forecasting, and pipeline management.
• Willingness to travel as required for client meetings and business development.Travel: Willingness to travel within the region as required.

Perks and benefits

• Competitive salary and performance incentives.
• Health benefits and travel allowances.