JOB DESCRIPTION – HEAD - DOMESTIC SALES

Location:Bangalore

Exp:15-20 years

CTC:20-25 Lacs

1. JOB PURPOSE

To manage and coordinate activities for business development for Domestic Market ( India ) to meet sales targets and growth objectives of T.B.G

2. PRINCIPLE RESPONSIBILITIES

1. To implement business plans to achieve Pan India targets through

a. Defining and implementing a regional strategy

b. Ensuring appropriate product mix

c. Effective enquiry generation, proposal making, negotiation, order finalization and efficient handover to contracts

d. Collection of PO and initial advance payment

2. Identifying and entering new areas by

a. Monitoring competition and designing counter sales strategies

b. Business mapping

c. Understanding customer needs and offering optimum solutions

d. Participating in exhibitions and seminars to meet new clients and consultants

3. Using existing systems & processes for gathering

a. Information on new opportunities

b. Customer needs, complaints and satisfaction levels

c. Market feedback

d. Competitor information (pricing etc)

4. Ensuring that the following inputs are given to concerned departments for enhancing customer satisfaction

a. Pre and post order activities (order transmittals etc)

b. Trends in domestic market and new opportunities

c. Customer requirements

d. Feedback on performance of Triveni turbines

e. Customer complaints

f. Feedback on technology used by competitors

g. Opportunities for after market services and spares /refurbishing business

5. Enhancing the visibility of TBG products through participation in Trade Fairs, technical seminars, organizing sales meets & publication of product brochures etc and other marketing initiatives

6. Relationship management and networking with key customers/ consultants for increasing business through repeat and referral orders

7. Setting KRA’s for the team and guiding & training them to ensure achievement of sales targets

8. Liasioning with external agencies like consultants, OEM’s, policy makers (energy regulation commission, CIA, FICCI, NERP) to ensure growth

9. Managing administrative activities (expenses, attendance, purchases) for regional offices including disciplinary actions

3. KEY RESULT AREAS

1. Revenue targets

2. Entry into new markets

3. Profitability

4. Marketing initiatives

5. Market Intelligence & forecast accuracy

6. Monthly MIS

7. Succession Planning and Subordinate Development

4. MAJOR CHALLENGES

Uncontrollable

Purchase of Steam Turbine Generator sets is dependant on the customer having a power plant and other equipments like boiler etc

Sales are dependant on the economic growth and business cycles in sugar/textile/paper/chemical steel industries

Controllable

Business maximization & profit maximization

Threat from competition

Manpower & resource management

5. KEY DECISIONS

Decisions related to:

Techno commercial aspects on scope, price and commercial terms

Delivery schedules

Administrative aspects like infrastructure etc

6. DIMENSIONS

Responsible for sales target of approx Rs 650 crores / per annum

Managing a team of approx 6-8 people

7. SKILLS AND KNOWLEDGE

EDUCATIONAL QUALIFICATIONS

B. E (Mechanical/Electrical)

M.B.A (Marketing) – Preferred

RELEVANT EXPERIENCE

15-20 years with experience of selling projects and engineering equipments

8. PERSONAL CHARACTERISTICS & BEHAVIOURS

Business acumen

Teamwork

Interpersonal & communication skills

Influencing & persuasive abilities

Negotiation

Customer focus

Please send your resume to sangeeta@angelandgenie.com

Sangeeta
HR Co-ordinator
Angel & Genie
09845063780