Territory Sales Manager / Sales Material Testing

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Responsible to generate business for the Line of Business by achieving targets and following up

the payments. Retaining high end customers and converting them for long term relationships.

Responsible for territory and market development.

PURPOSE OF THE ROLE

BASIC ROLE DETAILS

Position Title Territory Sales Manager

Group / Division/

Department Sales

Location Chennai

This Role Reports to Business Head

This Role Supervises Individual Contributors

IDEAL PROFILE

Educational Qualification Essential: Graduate Engineer – Mechanical/E&C

Functional / Technical

Expertise (Please indicate

Product / Functional

Portfolio)

Communication skill both verbal and written business

communication, Presentation skills Innovative thinking and Fresh

ideas, Working in teams, Working across multiple departments and

stakeholders, Quick learner, Flexible, Need to take initiative, self

driven,

Total Experience

Required (In yrs.)

7-10 Relevant

Experience (in

yrs.)

5-6

MAIN RESPONSIBILITIES

Responsibilities (Indicate 4-8 Key Deliverables for this position)

4.1 Sales Accountability

Responsible to bring the new businesses, and concentrate on growth and profit for the

Line of Business

Book orders from the customers and involved in the complete documentation for process

Thorough with the product/system specifications and physical properties

Apply and work according to the latest standards to be up to date in the market

Focus on concept selling and profitability of the organization

Develop a good knowledge of the market trends; demand, competition and prices

Have good insights for imports and exports of the various products

Ensure the product delivery on time to the customers

Identifying dealers

4.2 Experience in selling Universal testing machine, Hardness testing machine and

other capital equipment in Govt as well as Private industry and Education sector.

Key Performance Indicators(New addition by BSL HR – to be validated from JE

perspective)

• Achieve a Booking VA as per the set-target

• Adhere to payment Terms and faster/ Timely collection

• Generate leads and monitor the sales Funnel

KEY INTERACTIONS – External/Internal

With Whom Brief Description

External Customers

Customers

Frequency - Daily or Weekly basis

Nature of interaction - To know the

requirements and discuss the critical issues if

exists

Internal Commercial Department,

Regional Manager/Sales Manager

Commercial Department

Frequency - Depends upon the order

Nature of the interaction - To discuss the

issues regarding bank guaranty and tax

Regional Manager/Sales Manager

Frequency - Daily basis

Nature of interaction - To report the collections

and discuss the marketing strategies

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Extensive travel In entire Territory. /Occasionally travel required for outstation.

WORKING CONDITIONS (PHYSICAL & ENVIRONMENTAL DEMAND)

KEY COMPETENCIES REQUIRED (Technical & Behavioral)

TECHNICAL (3- 4) • Should know about technical specifications of the products.

• Must have knowledge about technical process.

• Must be analytically sound.

• Project management and working at strict deadlines

BEHAVIORAL(8-10) • Planning & Organizing.

• Problem Solving

• Communication

• Self-awareness

• Interpersonal relationships

Key Financial

Accountabilities

Achieve a Billing Value Add (VA) as per the set target.

Product wise targets

Timely collection

Major Challenges Retaining the key and critical customers. Timely collections and

Customer Satisfaction.