Senior Manager - Sales - Packaging Machinery Manufacturer

Job Title : Sr. Manager

Department/Group : Domestic Sales

Grade : M-04

Reports to : BU Head

Reporting Associates : 4

Role and Responsibilities:

Strategize the annual domestic business / profit plan in alignment with company's 3 year strategic growth plan.

Achievement of growth, revenue generation and business development for all Pharma product lines per the annual profit plan

Strategize for increasing market share, brand equity and customer relations in the domestic market

Develop functional systems, processes and building & nurturing a Team for sustained growth in the domestic markets

Direct and coordinate the Domestic Business operations within the currently laid down policies and procedures of the company

Keep updated with the business dynamics to provide useful insight, market research based knowledge and analytical support for business growth strategies

Coordinate with stakeholders within and outside for achievement of business results

Setting targets for the team and ensuring success through periodic performance management reviews

Overall responsible for talent management and development of all direct reports (DRs) and skip levels (SLs).

Oversees timely collection of payments as per agreed terms to ensure steady cash flow; recommends actions to expedite collections in case of outstanding payments, particularly for high impact accounts

Obtains market insights related to competitive pricing, credit terms, volume, and innovative techniques as applicable in the specific geographic segment that can be incorporated while framing the sales strategy

Business expansion :

- Partners with the team below to convert potential customers and accompanies them for critical meetings to generate business in the long-term

Customer management :

- Develops/modifies systems to effectively capture customer feedback on an on-going basis

- Monitors the team for timely resolution of customer concerns and gets involved in critical issues

- Initiates processes to strengthen customer service in response to customer feedback shared by the team

Cross-functional interaction:

Co-ordinates with relevant departments :

- for resolution of customer issues related to the product

- to check techno-commercial feasibility of complex requests such as product customization, new product development etc.

Product Management:

Responsible for Product Management and work towards increasing the market value & branding of the product

To review sales of BU product lines on a regular basis and formulate action plan to support Sales team for achieving quarterly/yearly targets

To participate and provide technical support to Sales team as strategic initiative and add value

Review accessible market potential for the Product and assess company's market share for the particular product line.

Keeps oneself well informed about the Changes in Technology, New Processes and New Specification needed by the brand.

Map competition strategy and come up with proactive strategy to counter the same.

To provide market inputs to Business Head for ensure we are in line with the market requirements in terms of our pricing and positioning strategy. Also, ensure that we obtain the required profitability levels.

Team Management

- Mentors team below on various techno-commercial aspects of maintaining established accounts (Acts as a single point of reference of a range of products within a division in case of AVL)

Qualifications and Education Requirements:

Qualifications: BE (Preferably Mechanical) + MBA (Sales & Marketing) from a premier institute

Experience: 10-12 years- experience, of which the incumbent should have at least 5 years- experience in heading a Business Development team.

Industry : Packaging Machinery manufacturers.

Key Competencies Required:

Technical:

Strong strategic and analytical ability

Well versed with business dynamics of the Pharmaceutical industry.

Strong business acumen

Excellent Planning & Execution skills

Exceptional communication skills with high networking abilities

Solid working knowledge of MS office applications and it would be preferred if the incumbent is well versed with the SAP SD module.

Expert understanding of a range of products and market dynamics that impact the product portfolio for the regional cluster or a business division to be able to adapt company's sales value proposition in order to address complex queries/anticipate future needs of existing customers or hold impactful conversations in order to convert potential customers into key accounts

- Advance negotiation skills on pricing and other commercials based on complex analysis of data involving multiple variables to handle relatively less risky situations

Managerial :

Customer Focus

Strategic thinking

Cross cultural skills

Delivering consistent results

Team and people development

High achievement orientation & drive for results

Excellent Inter-personal skills and ability to work collaboratively

Demonstrated leadership capabilities

Strong people development and talent management capabilities

High Customer orientation and relationship building capabilities