Area Sales Manager - Electrical & Digital Building Infrastructure Firm

Area Sales Manager

Responsibilities:

Revenue Generation and Business Development:

- Achieve targets for revenue, order booking, and collections as per the business plan for the area, with a strategic mindset for both short-term and long-term goals.

- Identify revenue growth opportunities across market segments, geographies, and key accounts and develop and execute growth strategies with full accountability.

- Drive business growth with the team through structured engagement with customers, reviewing the project funnel, and consistently achieving sales budgets.

- Build and manage the project pipeline of the team, maintaining focus on segments and implementing a disciplined review process.

- Monitor development and revenue from transactional customers like contractors, panel builders, and builders in commercial, residential, and retail segments.

- Increase the share of wallet from key accounts by leveraging expertise in handling projects business and dealing with contractors, consultants, and key accounts.

Product Prescription:

- Focus on extensive work with the specifier community, especially senior electrical consultants and key accounts, to ensure a strong pull for Company Solutions.

- Identify measurable outcomes for this activity and drive aggressively.

- Possess technical understanding of products and use technology/product features as a pitch to generate sales.

- Focus on new solution specification on a budgeted percentage of the total sale.

Market Promotions:

- Implement promotion plans for Company Solutions across multiple forums to increase brand image.

- Define an appropriate market promotion plan covering the complete breadth of the market.

- Identify and suggest promotion activities with key customers and influencers.

- Drive the sales team to engage with customers at various levels with key promotion activities and drive product solutions and differentiators.

Market Intelligence:

- Maintain a permanent journey plan within the handled geographies.

- Report new market trends, standards, installation habits, and analyze competitor activities, product pricing tactics/strategy.

- Provide feedback to product management to ensure that Company product portfolio positioning aligns with the overall global product positioning strategy.

- Analyze competitor strategies for the region.

Forecasting:

- Analyze data from the project pipeline, expected stock orders, and projects to forecast accurately for the month.

Channel Management:

- Handle channel partners and drive them for stocks and routing projects, ensuring independence from dependencies.