RSM -West

PRIMARY purpose FUNCTION AND INFLUENCE JOB HAS ON the organisation: Describe the primary purpose primary function of this job.

Implement sales strategies to achieve the organization objectives.

Generate potential leads for TEAM projects and products interfacing with customers EPCs PMCs Consultants OEM and end users (Both Public and Private Sectors).

Play a pivotal role in achieving the regions sales Target.

Essential Job Functions: The incumbent must be able to perform all the following duties and responsibilities with a time allocation in a typical month as indicated herein.

% Time Spent

Job Function(s)

1.

25%

Generate potential leads for profitable order booking

2.

25%

Prepare industry / region mapping / competitor mapping for positioning TEAM s projects / product in the region.

3.

25%

Build and promote long lasting Customer Relationship

4.

25%

Develop new customers projects products.

100%

Rounded to the nearest 5% for each area of responsibility (total should not exceed 100%)

If travel required include the percent of travel here :25%

S.No

FUNCTIONS

INDICATIVE ACTIVITIES

KNOWLEDGE / SKILLS/ BEHAVIORAL ATTRIBUTES REQUIRED

1.

Generate potential leads for booking profitable orders.

Work with existing and new customers to receive enquiries from the customers

Identify the target customers make calls present TEAM s capabilities build relationship and register with customers for receiving enquiries.

Organize and conduct presentation of TEAM s portfolio of projects PTR and other capabilities to current and prospective customers and communicate the value proposition clearly.

Conscious networking to identify the customer and their strategic plans.

Knowledge of Process Equipment industry

Networking skills

Relationship building

2.

Industry Customer and Competitors Mapping

Prepare industry / region mapping / competitor mapping for positioning TEAM s projects / product in the region.

Work with the customers / consultants from the early stage of the project with the customers.

Position our TEAM s capability in the market to bring new customers

Knowledge of Process Equipment industry

Networking skills

Relationship building

Market mapping

3.

Partnering the Organization s Strategy implementation process and devises the strategy to achieve Targets

Understand TEAM s strategies and devises them for implementation

Evolve Annual Sales Planner for the region and share with sales leader.

Develop 3 years sales strategy and execution plan for the region.

Develop sales plan from every industry for achieving the region target Oil & Gas Chemical Petrochemical.etc.

Work with decision makers for bagging orders to achieve region target.

Adopt brick wall strategy to retain and serve the customers.

Knowledge on the Process Equipment / Manufacturing / Engineering

Business Acumen

Knowledge of Strategic sales Knowledge in sales operations

Analytical ability

Business Acumen

Planning

Customer Service Orientation

Decision Making

4.

Building Customer Rapport

Make call visit customers and present TEAM s capability to build rapport with customer.

Develop and adopt a strategy to retain the customers.

Customer Service

Customer Focus

Interpersonal Relationship

5.

Market Analysis

Analyse the potential market e.g size geography customer base locations competitor movement for positioning TEAM s business.

Analytical Skills

Knowledge in Marketing Management

6.

Customer Focus

Build rapport with customer long lasting relationship for continuous business and growth.

Building relationship.

7.

MIS / Report

Prepare and submit necessary reports to reporting manager

Present realistic order booking forecast report to the management.

Commit and honour monthly / quarterly / half yearly and annual order booking.

Present the status of various projects and submit winnability reports as per the requirement

Update CRM regularly without delay for analysis and management reporting.

Written communication

MIS

Analytical Skills

8.

Market Presence

Capitalise the technology and use online portals to generate leads post TEAM s achievement connect with customers and follow customers

Knowledge of using online portals.

Using professional / social network

Products and Projects Manufacturing

5.Position Description

What the position does

Generating business opportunities convert budget firm offers into orders to achieve the region s sales / order booking targets.

Manage & Supervision

Manage the entire region customers and develop new customers

Coordination

Coordinate with the internal and external stakeholders. Work with the internal stakeholders for timely submission of quotes to clients.

Develop

Develop strategy to convert opportunities to tangible sales results

Stakeholders / Internal Suppliers

Internal: Sales & Marketing Manufacturing Design PPC Procurement Subcontract and Quality Control.

External: Clients Vendors Suppliers Third Party Agencies.

Ownership

Take ownership to increase the sales for the region by promoting TEAM s capability and strength.

Requirements