Regional Sales Manager - Steel Manufacturing

Looking to hire Regional Sales Manager (OEM)- Chennai for a leading steel manufacturing company, candidate should have exp in Flat products /Coated products

Exp : 12+yrs,

Qualification - BTech and MBA

Job description :

- Sales and account management :

- Responsible for a set of accounts and/or territories to be maintained/developed within a defined commercial territory for a broad range of products

- Manage and retain existing customers

- Responsible for cross-sell, up-sell and new sales at existing accounts - with a broad network of customers counterparts

- Identify business development opportunities for prospects in his region

- Responsible for new sales at prospects

- Build excellent professional and personal relationships with customers

- Responsible for satisfaction and retention at existing customers

- Create and report leads and opportunities within existing accounts and prospects. Manage and update pipeline in the system

- Create and update detailed account plans

- Negotiate within defined limits and escalate price decisions to RM outside limits

- Ensure customer compliance with contract terms

- Manage and develop sales and account managers competencies in the region (coaching, shadowing,...), whenever applicable

- Develop and maintain prospect and customer list based on strategic marketing data and other sources for sales leads.

- Maintain up-to-date knowledge on Company's products, roadmaps, competition, pricing, market share, and key product differentiation

- Work to increase awareness and interest in Company's Products in assigned territory

- Sales target achievement

Provide inputs to RM for the creation of sales forecasts and the measurement of KPIs

KRA's and Key Activities

Planning and Strategizing:

- Contribute to the Annual Business Planning process through accurate revenue forecasting for the sales of company owned Products in the region

- Develop the sales promotions plan for the region for the year.

- To provide monthly reports on Key Targets / Actions & Competitor activities in your area

Policy and Process Design, Implementation and Review:

- Monitor execution of the sales plan in the region with focus on key products and geographies. Meet monthly sales targets on sales value and volumes.

- Forecast quarterly sales for the region with inputs from Area Sales Managers and communicate the same to the RM.

- Meet realization targets, Identify focus areas/ products/ customer segments for market share expansion in the region.

- Ensure tight control on receivables focusing on credit policy implementation and control on overdue ageing

- Ensure adherence to customer service levels.

- Build detailed knowledge of market and competitor activities.

Coordination and Interface:

- Interface regularly with CSD head to communicate rolling forecasts.

- Interface regularly with CSD Head and Logistics functions from Business Units to identify needs and prioritise actions.

- Ensure continuous tracking and timely submission of the Sales MIS for the region

- Set performance and quality standards for distributors/Dealers

Management of performance, capability and morale :

- Manage performance of the region Sales team, support capability building and ensure that individual and individual/ team morale and motivation is positive to achieve common goals

Swati Ranjan