Regional Sales Manager

Regional Sales Manager - West (Mumbai based) - Western India

Sales
Ref: 1026 Date Posted: Monday 23 Dec 2024

Overview

The position will be responsible for leading generator sales business of India, working with the local Sales Team's across all market/product segments (primary focus on analytical/laboratory market), in accordance with, and under direction of India and global sales strategy. Drive sales targets, control discounts, forecast accuracy, increased lead generation, OEM relations, team development.

Duties and Responsibilities

Business Development

• Develop and execute a strategic plan annually to achieve sales targets, market share and profitability goals for the generator business in India aligned to global objectives
• Identify and pursue new opportunities and markets for generator products and services across all segments, with a focus on analytical/laboratory applications.
• Establish and maintain strong relationships with key customers, OEMs, distributors, channel partners and influencers in the industry.
• Monitor and analyze market trends, customer needs, competitor activities and regulatory developments to provide feedback and insights to the global sales and product management teams.
• Coordinate and collaborate with cross-functional teams, such as engineering, service, marketing, finance and legal, to ensure customer satisfaction and alignment of business objectives.

Reporting and Forecasting

• Provide accurate and timely sales reports, forecasts and pipeline updates to the regional and global sales management.

• Track and measure key performance indicators, such as revenue, margin, discounts, win/loss ratio, product/portfolio mix, customer satisfaction and market share.

• Manage sales budget and expenses to optimize return on investment and profitability.

• Heads a team consisting of Regional Managers and a Sales Territory Managers, tasked with achieving goals in booking and shipping, and expanding the generator sales market in India.

• Maintain regular sales funnel reviews within the team. Manage the prospect funnel efficiently and focus on generating new client leads. Using SAP as a growth instrument is crucial for achievement in this position.

• Lead by clearly communicating your vision, offering active mentorship and growth opportunities, while evaluating sales outcomes against objectives and making necessary adjustments when needed.

• Exhibit knowledge of scientific expertise for participating in cooperative sales efforts.

• Effectively handle and oversee a complex, multi-level sales process

• Engage in accurate forecasting of business

• Gathering market intelligence and crafting strategies to counter competition.

Customer Relationship Management

• Build and maintain strong, long-lasting relationships with key decision makers and influencers within your assigned accounts and prospects.
• Understand your customers' business needs and challenges and align them with the best solutions and value propositions from our portfolio.
• Ensure high levels of customer satisfaction and loyalty by delivering exceptional service and support.

Team Management

• Proactively manage and monitor individual and team performance to ensure work objectives and standards are achieved and formally address sub-standard performance quickly and constructively, in line with Company procedures.
• Motivate and encourage your team to realise their full potential and objectives.
• Undertake an Annual Performance Development Review and interim reviews for the team ensuring regular review of goals and objectives.
• Ensure all unauthorised/unplanned absences are effectively managed.
• Actively seek to develop the skills and capabilities of the team and that any skills gaps are identified.
• Capability to evaluate talent, guide their development and mentorship to foster growth and advancement within the company.

Experience, Skills and Qualifications

• Science degree required, higher degree desired
• Considerable business background (Ideally in analytical, scientific, or capital equipment sectors) with relevant years of previous leadership in sales divisions.
• Must have serve industries like pharmaceuticals, CRO (clinical research organisation), food, chemical, research & academia
• Willing to travel for 50% of the schedule.
• Self-motivated with "can do" attitude who can inspire team for larger goals
• Ability to structure a solution in uncertain situation
• Proficiency in directing teams and mentoring sales team
• Exposure or knowledge of working on government e marketplace (GeM) is preferred
• CRM/tech savvy to drive business and support teams
• Skilled in managing multiple tasks in a fast-paced and intricate business environment.

Living by the Peak Values

Put Customer First, keep customer needs at the heart of every decision and action

Be Innovative, always curious and open to new ideas and better ways of doing things

Stay Agile, be responsive and make timely, considered and well-informed decisions taking accountability for the outcomes

Always Respectful, kind and supportive, always look for the best in each other and strive to help one another do a better job