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12/07 Vikrant
Manager at RGF India MS

Views:7222 Applications:136 Rec. Actions:Recruiter Actions:3

Commercial & Operational Leader - Analytical/High Value Instruments (5-10 yrs)

Bangalore Job Code: 471147

Commercial and Operational Leader: India

Target Industries : Analytical instruments companies, High Value instruments companies (Business Development will be happening in Pharmaceutical Companies, R&D Laboratories, etc..)

Reporting to : Business Head - EIMEA

Team Size : 23 (Sales + Service)

Office location: Bangalore

Assigned territory and countries : India

Position Summary :

The objective of this role is to lead and build high performance Sales organizations for company's business division in India.Key tasks include leading and driving the sales teams to meet or exceed targets, customer excellence through Service and application team, driving go to market plans in line with business objectives and building effective long-term relationships with customers. The ideal candidate is an inspiring, enthusiastic, highly energetic, and open communicator who builds engaged teams that are fully committed to action.

Specific responsibilities include planning, organizing, coordinating and executing distribution and sales management tasks, in addition to owning direct sales for assigned products from Division in the assigned territory, as well as developing and maintaining a sales, application and service strategy and structure to meet or exceed defined goals.

Reporting:

Commercial and Operational Leader for India reports to the RDM for Sales issues, Regional Service Manager for service issues and stays in close contact with regional finance.

Description of tasks:

As Commercial & Operational Leader, this function develops and maintains influential relationships with customers in the assigned territory through consistent and reliable partnership and support, leveraging the broad portfolio of Division's technical expertise and innovative offerings in order to delight customers and exceed their expectations.

In addition, the Commercial Leader will build up and maintain an effective network of distributors, dealers and agents in India

He will meet sales targets and provide accurate forecasting for India.

Primary Responsibilities:

- Planning, organizing, coordinating and executing his/her own activities within the framework of the Organization & Division in India,policies, procedures and budgets.

- Generate customer contact and direct sales activity and distribution sales to ensure maximum sales of assigned products in the assigned territory. Efforts shall include locating all prospects, determining needs of prospects, making sales strategy for each prospect, selling to each prospect on advantages (added value, benefits, etc. ) and most important: securing orders and keep customers satisfied on service with the local team.

- Managing the sales and service teams, operations and resources to deliver profitable growth

- Supporting incentive programs that motivate the sales and service team to achieve their targets, within the Incentive program of the Division.

- Defining and coordinating training programs within the Division, that enable staff to achieve their potential and support company's objectives

- Establishing and maintaining, where needed, a distribution network for Organization's products from the Division.

- Evaluation of potential business partners in compliance with the Organization & Division and - due diligence- policies.

- Increase customer awareness about High End Products by conducting marketing campaigns such as direct marketing, conference participation, exhibitions, commercial seminars, personal visits at customers.

- Contribute to the overall goals and growth by achieving regional quarterly and annual targets. Responsible to ensure follow up and to fully implement all business processes, procedures and programs

- Establishing and maintaining a thorough and detailed knowledge of all assigned products and their applications, including detailed specifications, method of operation, prices, terms, deliveries, etc.

- Establishing and maintaining a professional competence with latest sales methods and techniques.

- Submitting customer/territory status reports including won/lost sales data and other reports as requested on a timely basis. Keep sales activities (contacts, leads, tasks, opportunities) up-to-date using the BBIO global CRM tools (e.g. SFDC). Provide accurate forecasting.

- Preparing and issuing quotations or proposals in response to customers- RFQ's on a timely basis on standard company products in accordance with prices and terms of company's standard price schedules.

- Execute marketing programs and promotional activities, including participation in local trade shows as requested.

- Control of all related sales and marketing activities in the assigned territory to achieve the set goals. Appoint and manage any distributor that may be required.

- Maintaining an up-to-date customer and contact database in the designated Sales CRM (e.g. SFDC).

- Other assignments as requested by the Head of Sales of MRS Division or from the President of MRS Division.

- Establish mechanisms for customer feedback to appropriate internal stakeholders.

Personal requirements:

This function requires traveling in the assigned sales territory of up to 50% of the working time.

This function requires either a university degree in natural sciences in NMR, EPR or similar.

Prior working experience in related technical fields (e.g. NMR, EPR, analytical chemistry,- ) and related functions (e.g. sales, service, product management, product marketing,- ) of at least 5 years is required.

Skills and Knowledge

- Leadership and personality to create a new market and sell complex, high value, scientific Equipment

- Ability to supervise, manage and motivate staff to meet deadline as well as to analyse situation on decision-making.

- Demonstrated ability to build, leverage, and optimize business relationships with all parties.

- Excellent verbal, written, interpersonal, computer, and technical communication, organizational, and presentation skills, including advanced MS Office proficiency and experience with CRM tools.

- Advanced sales communication, presentation, and follow through abilities in business correspondence and activities, including a strong sense of urgency, support, and customer response.

- Ability to multi-task, prioritize, and lead a team.

- High energy and driven to high levels of accomplishment

- Proactive entrepreneurial management style

- Effective communication at all levels / Excellent English is a must

- Creative thinking out of the box

- Sense of accountability

- Strong work ethic

- Team player with ability to work comfortably across functional groups within organization

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

Women-friendly workplace:

Maternity and Paternity Benefits

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