National Sales Head - Manufacturing/Automobile

Purpose of the Position: To grow the sales footprint for products by:

a) Creating a right combination of industry, key accounts & regional presence and

b) Building a strong, effective sales team to support growth

KEY RESPONSIBILITIES :

1- Develop a strategic plan (up to 2 years) & define the priorities (BD & CRM) to develop distinct sales footprint for products (existing & new)

2- Assess the industry & key account potential for products & develop action plans to tap into new & emerging opportunities

3- Define the performance standards & targets - Volume, Revenue, Value realization for sales team and set mechanisms to track and measure.

4- Develop the annual sales budget plan (quarterly & monthly targets) in line with the targets/ growth & development objectives.

5- Review and track performance & client portfolio, critical skills of sales team and initiate corrective actions to ensure "right client mix" and "Value based selling" to realize goals.

6- Plan and budget the resource requirement for sales function to achieve desired business results.

7- Coordinate and align the efforts of different reporting departments NPD, Plant, Finance to ensure product delivery to customers

8- Design and implement customer feedback (including product feedback) process to generate CSS and initiate necessary corrective action in consultation with concerned departments to improve scores.

9- Collaborate with Marketing to initiate actions to enhance company's visibility, value addition and benefits across existing & potential clients

10- Assess existing sales & customer processes, systems (incl standards, methods, norms) to determine opportunities to remove NVAs, improvement and drive the change.

11- Ensure adherence the optimal utilization of SF across the sales function by driving SF behaviour and usage of SF reports & dashboards.

12- Develop a strong sales team to deliver consistent results. Assess the skills of the sales team on a regular basis and enhance (including refresh) the skills of the team on a regular basis.

KEY PERFORMANCE INDICATORS

1-Sales Revenue

2-Sales Order Booking incl New Clients (onboarded) and Ultra-High Value Client - Nos and revenue

3-Sales revenue from critical Industry segments targeted (as per plan) - say Medical Castors & Other New products

4-Key Customer satisfaction score

5-Value Realization

6-Team Engagement Score

Knowledge, Skills and personal attributes:

Skills:

- Track record of growing, scaling business + building teams and delivering consistent results

- Strong network contact at senior leadership level. Track record of developing and nurturing relationships at client, partner level

- Strong man management skills - ability to build a strong team of direct reports and ability to deliver results through them.

- Excellent Communication and presentation Skills and strong English conversational skills are required.

- Should be able to do "Value Selling" to the top decision makers in corporate companies.

- Ability and the comfort to take tough calls (people, process, product, technology etc) where needed to deliver on Company's goals and ambitions.

- Ability to motivate and inspire team

Personal Attributes:

- Must be a Strategist and aligned with the vision of the company to grow 10x over next 5 years, using his knowledge to improve processes, technology & ways of working, bringing in sales productivity

- Ability to take 'APR' .Absolute Personal Responsibility for his actions or inactions and the results thereof

- Trustworthy with High Integrity and Ethical Work principles

- Excellent Communication Skills

- Leading by example, of being a Role Model and motivating & building teams.

- Must have a Positive Personality while high drive/ hunger to accomplish results

- Should be Creative and offering 'out of the box' solutions for issues

- SPEED OF EXECUTION shall be a key trait in this role - speed of implementing thoughts and ideas into practical reality will be essential.

- Excellent Analytical Skills and ability to make Quick Decisions- person possessing High Deliverables skill set is desired