Regional Sales Manager - Processing Machinery/Equipment

The incumbent will be responsible for driving both equipment and parts sales, managing customer relationships, and expanding the company's presence across the regions, with a specific focus on institutional sales through channel partnerships. This role requires extensive travel across the region. The ideal candidate will engage with key decision-makers in various industries and work closely with channel partners, distributors, and institutional clients to drive business growth and product adoption.

Scope & Key Responsibilities:

- Sales Strategy & Execution:

o Develop and implement strategic sales plans to achieve revenue and market share goals in North India, with a focus on institutional sales and channel partner networks.

o Identify and develop new business opportunities, including strategic partnerships with distributors and key institutional accounts.

o Conduct thorough market analysis to understand industry trends, competitive landscape, and customer requirements in North India.

o Collaborate with the global sales team to align product offerings, pricing, and promotional campaigns.

- Channel Sales Management:

o Identify, recruit and manage channel partners, distributors and agents in key North Indian markets.

o Build and maintain strong relationships with channel partners to drive sales growth, increase product penetration, and support the successful delivery of the Company's solutions.

o Provide ongoing training and support to channel partners, ensuring they have the necessary technical and sales knowledge to effectively promote products.

o Develop incentive programs and sales targets for channel partners to drive performance and achieve business goals.

- Client Relationship Management:

o Build and nurture strong, long-term relationships with institutional clients across various sectors.

o Act as the primary point of contact for key accounts, providing exceptional customer service and ensuring their requirements are met.

o Manage customer expectations, resolve issues promptly, and ensure high levels of customer satisfaction and loyalty.

o Regularly review client needs, propose tailored solutions, and ensure timely follow- ups and project delivery.

- Sales Process Management :

- Lead the entire sales cycle, including lead generation, solution design, proposal submission, negotiation, and final closing of deals.

- Work closely with the internal engineering, R&D and manufacturing teams to ensure that client specifications and requirements are met.

- Track and report sales performance, including metrics related to new business, customer retention, and channel sales performance.

- Institutional Sales Development :

- Target and build relationships with key institutional accounts, such as large manufacturing firms, pharma companies, and bio-energy organizations in North India.

- Develop customized proposals and value propositions that align with the specific needs of institutional clients.

- Manage long sales cycles typical of institutional accounts, ensuring that all touch points and requirements are met throughout the process.

o Organize and lead product demonstrations, technical discussions, and project assessments with institutional clients.

- Market & Product Knowledge:

- Stay updated on industry trends, technological advancements, and customer needs within the North Indian market.

- Provide valuable feedback to the product development teams based on customer and market insights.

- Travel & Business Development:

- Travel extensively across North India to meet clients, attend trade shows, participate in business development activities and conduct market research.

- Represent the Company at industry conferences, exhibitions and events to increase brand awareness and generate leads.

Key Qualifications:

- Educational Background:

- Bachelor's degree in Engineering (Mechanical/Polymer/Pharmaceutical/Chemical) or a related field.

- MBA or a business management qualification is a plus.

- Experience:

- Minimum 10+years of sales experience, with at least 5-7 years in a senior or managerial role in institutional sales, channel sales, or business development for industrial equipment or manufacturing sectors.

- Proven track record in managing channel partners and driving institutional sales, especially in complex technical environments (e.g., Polymer, Pharma, Food & Bio- energy).

- Experience with long sales cycles, institutional clients, and managing large-scale projects.

- Strong understanding of the North Indian market, including its regulatory environment, business culture, and competitive landscape.

- Skills:

- Strong technical knowledge, with the ability to understand and explain complex machinery and systems to diverse stakeholders.

- Excellent communication, presentation, and negotiation skills.

- Experience in managing and nurturing relationships with channel partners and institutional customers.

- Proficient in CRM software and MS Office Suite.

- Strong ability to plan and execute a sales strategy, managing multiple accounts and priorities.