Regional Sales Manager - Industrial Gases

We are Antal International, a Senior Recruitment firm; currently hiring for Regional Sales Manager in Vadodara for a French MNC.

Will be responsible for the Organization's policies, develop sales and profit by

- Capturing new opportunities of business, green field and competition accounts.

- Maintaining and developing the existing portfolio of customers

Key responsibilities:

Manage sales team members and team members- activity:

- Defines team members- objectives in alignment with Company policy and objectives but not limited to number of new contracts signed, Number of new opportunity detected/qualified, and nature of visits, sales, cash collection, price management.

- Organize regular one to one business review with each team member:

- Distribution within sales stages of progress

- Analyses progress of active opportunities

- Checks quality and validity of recorded information in CRM.

- Review priorities, sales offers and agreements.

- Analyze achievements and coach on sales tactics to improve success

- Ensures that each salesperson know the organizations products and offers and has efficient selling skills. Plans and ensures sales force training.

- Perform yearly appraisals and mid-year review with each team member. Evaluate team members according to organization policies and tools

Manage sales activity:

- Communicate and enforce Organization policies and rules to the team; in particular animate safety and efficiency aspects within the sales processes.

- Coordinate team members- actions, define priorities according to sales plan and ensure close coordination with other internal functions, especially Logistic and Marketing.

- Within his delegation of authority and according to policies

- Checks and validates offers and agreements/contracts,

- Authorizes credit notes and price adjustments

- Clear blocked delivery orders

- Check and validates expenses claims from Team members.

- Monitor KPIs and entity achievements versus objectives; when relevant, propose corrective actions in coordination with marketing team and launch when validated

- Support team members by participating to selected customer visits. Develop high level contacts with key customers to build relationships and create trust.

Report on sales activity, competition and sales results in the region:

- Analyses sales per customer, per product, per market on a monthly basis. Compare to history [previous month, quarter, year- ] and to objectives. Provide qualitative comments to Marketing.

- Analyses and reports on commercial activity

- Portfolio of opportunity and its evolution

- Time management, visits

- Gains, fail to gain, losses

- Outlook of the next 3 months

- Reports on cash collection and overdue treatment

- Reports on Sales action plan/marketing campaigns.

- Identify and follow competitor's activity. Collect information through Account Managers- visits of competitor's customers, news, exchanges with OEM, local authorities- .Report immediately any information on competition project or investment, new product deployment, new sales policy

- Develops regional business intelligence. Evaluate market size and distribution of market shares among market actors. Performs specific regional business analysis and competition watch.

Contribute to Budget process:

On an annual basis and based on national guidance, analyses sales for the current period and evaluates the sales forecast [Quantities, revenue and pricing] for the next period, considering existing portfolio and marketing projects; identify corresponding resources

Skills:

- Management skills

- Result oriented

- Negotiation skills

- Time management

Additional Information:

- Gujarat and Maharashtra

- 4 to 10 direct reports.

- Frequent visits to customers and trip to head office.

- Post Graduation in Engineering [Chemical, mechanical], or Bachelor +7 years experience in selling industrial products to same industries as those serviced by the organization.