Sales Manager - OEM & Channel Segments

Principal Accountabilities :

List the expected end results that must be achieved in order to fulfill your job purpose and the activities that help in achieving these results.

Expected End Results Major Activities :

- Achieving revenue target and Acceleration of Company's Growth - Win major OEM accounts as per plan. Develop, nurture and grow companies share in these accounts, strengthening the business relationships with key stakeholders.

- Develop & execute strategies for OEM & Channel segment, establish an alliance with major OEMs.

- Provide feedback on commercial/ pricing matters to GM - Sales / HO.

- Responsible for Sales to achieve top line market share and achieve revenue and brand objectives

- Responsible for revenue generation across products and respective region

- OEM & Channel Management - Identify major lighting OEM accounts / Infrastructure companies for key locations across region i.e. Delhi (NCR & RON), Mumbai, Bangalore, Chennai, Hyderabad, Ahmedabad, Indore & Kolkata (for locations within his respective territory).

- Develop business relationship with key stake holders in major OEM accounts.

- Visit OEM accounts regularly and meet OEM to map complete account, present companies products / solutions / credentials and address / develop opportunity for companies products / solutions and build a healthy pipeline for the region.

- Support OEM / Channel partners to submit proposals / bids and ensure compliance of documentation & tech specs.

- Negotiate Sales proposals, close orders in the target OEM accounts & send required work orders to HO for execution.

- Follow-up with HO and ensure timely execution of customer orders with factory's help.

- Ensure Payment collection as per companies payment policy.

- Explore up-selling / cross-selling opportunities in the OEM / Infra accounts.

- Appoint, train & develop channel partners in all key locations in the region.

- Manage a consistent run-rate business thorugh channel across all locations in the region and grow it consistently.

- Building BU Sustainability - Register with all major OEM accounts / Infrastructure companies and establish business model for the OEM segment.

- Plan and forecast material requirement on a monthly basis for the next 3 months.

- Provide weekly reports and market / competition feedback to the Marketing/ BD team, to enable them review PLC and other marketing decisions.

- Field coordination in achieving the sales budgets & regular field works in building rapport with KOLs & involving them in various market expansion activities.

- Making territory/brand alignments for maximum impact in the market

- Miscellaneous - Meetings as and when required for Sales targets, Launch & Product availability with HO and with OEM customers / Channel partners for addressing their needs / requirements.

- Conduct OEM / Channel training seminars as per the requirement of regions

- Ensure the confidentiality of the customer list, mailing lists and other sensitive company information.

Educational Qualifications :

BE / B Tech (Electronics / E & C / E&TC) from a reputed university. MBA / PGDBM (Marketing) is desired, will have an added advantage.

Relevant Experience :

- Minimum 5-10 years of relevant lighting Sales experience in OEM & Channel segments, with exceptional sales track record with at least 2 ~3 years at a Regional Head level.

Personal Characteristics & Behaviours :

Solid technical & consultative sales skills, Strong communication and leadership qualities, Never say die attitude, Go-getter