Head - Sales - Industrial Automation Solutions - North

Candidate will lead, direct and control the activities of the district to achieve its short and long term financial and operating objectives as set by the Group (Turnover, product mix, Key account, Services, Consumable, SG&A). He/ she will has the responsibilities of ensuring the Company strategies and all the field activities are properly managed in term of efficiency, expertise, performance, behaviour and respect of Company rules & process to attain the desirable results

Roles & Responsibilities :

- Responsible for all commercial activities and organization for both direct customers

- Responsible for customer activities of the commercial organization and performance objectives through implementation of defined sales growth initiatives deployment

- Synchronize business priorities with Global/ regional Sales function Strategic Key Account, Sales Operations & After sales, Technical Service & Pre-sales for deployments

- Keep a constant link with field activities (visit frequently customers, check sales and service on the field)

- Responsible for organization achievement of commercial (sales) results

- Control and monitor the performance against standards / objectives

- Close monitoring of pipeline management, provide on time accurate forecast and alert in case of gap or issue vs forecast / plan (all functions)

- Drive corrective action plan in synchronization with Global/ regional functions

- Responsible for organization achievement of financial results

- Manage properly local working capital and in particular stock level and DSO

- Partner with FP&A on analysis and review of organization financials to deploy initiatives to achieve global financial KPIs

- Drive corrective action plan in synchronization with Global/ regional function

- Define, deploy, monitor and measure process improvement initiatives within the organization to achieve operations efficiency 

- Partner with Global/ Regional Sales Operations & After sales to proactively identified opportunities for sales process improvement and initiatives

- Partner with Global/ Regional Technical Service to proactively identified opportunities for technical process improvement and initiatives

- Look constantly for business opportunities, competition and market needs to develop strategy plan to acquire/ gain market share (including strategic business plan, organization review/ transformation to meet its short and long term business plan to ensure business continuity and sustainability). Preparation of the budget and proposals (investment, equipment, resources) to support business plan.

- Manage & coordinate the team

- Ensure that all team are optimized and well-coordinated across the organization

- Communicate business objectives and plans. Motivate and lead a high performance management team; attract, recruit and retain key talent

- Lead, coach and measure team :

i. Monitor daily the activities, set objectives & measure achievement level regularly

ii. Set up dedicated action plan: train the collaborators and their development areas, help and support them

iii. Motivate the team to ensure a strong leadership to get a full commitment

iv. Partner with HR to deploy MI Performance Culture key initiatives to support the organization development

- Motivate, manage, coach, and develop the team according to best managerial practices and Dover Values. Promote a culture of empowerment, personal integrity and accountability. Develop outstanding people and strong relationships with other functions in MI and Dover while building a solid organization that is recognized for its business acumen and leadership across M-I.

- Build peer support and strong internal company relationships with all key management functions to establish a collaborative environment

- Ensure Social, Environment and Safety company / country rules implementation. Guarantee the internal consistency and compliance of the practices vs the law & regulations. Make sure local and company obligations are properly fulfilled.

Key Competencies :

- Strong operational knowledge of the Company's products and services offered.

- Detailed orientation with the ability to be hands-on in deploying and drive business transformation and organization changes

- Experienced level of selling, sales forecast and negotiation skills. Experienced in lead and funnel management.

- Strong understanding of the market and competitors. Experienced level of customer relationship management skills. Ability to anticipate needs, sell and build customer base.

- Strategy account/territory Sales strategy development and execution

- Financial and analytical ability to look for data and understand the importance of metrics to drive the business.

- Entrepreneur spirit to be able to drive new and creative initiatives for both recovery and growth initiatives

- Excellent communication skill (across different cultural environment) to enable interaction with internal and external stakeholders/ customers

- Strong communication, analytical, critical thinking and problem solving skills.

- Sales driven, results oriented and a team player.

Qualifications and Experience :

- Degree in Business or Marketing or equivalent business experience.

- 15-20 years of industrial solution selling experience preferably into Food, Pharma, Beverage and cosmetics industry.

- Should have managed minimum business of 75Crs.

- Hands on experience of 8-10 yrs managing regional/zonal operations includes sales/key account and after market - services sales experience is must