Regional Sales Manager - Particle Instruments India

JOB SUMMARY

Reporting to the Country Manager, the India Region sales Manager will be responsible for achieving yearly sales bookings targets, business plans, market development & expansion plans for India market. Responsible for driving business growth of one of the Business Vertical of TSI – Particle Instruments in India, thru Direct Sales. This position is also responsible for cultivating key account relationship with customers, identifying and developing new opportunities into existing and new customers, new segment identification, marketing of the products in the region by working closely with the Product Management teams.

JOB RESPONSIBILITIES

1. Responsible for sales, targeting different segments, go to market, business development and marketing activity with support from Global product managers.
2. Develops and executes annual revenue plan including India Territory development plan.
3. Consistently and effectively applies TSI’s Sales processes leading to efficient time management, accurate forecasting, favorable business win results, etc.
4. Able to meet decision makers, understand customer requirements, work out solutions, present it the customer and convert it into business opportunity for the company.
5. Gain understanding of the customer and potential customer business and technical requirements and help conceptualize them into successful sales plans.
6. Must have hands on work experience in handling project sales cycle including budget allocations/pro active spec-in sales phases till order win
7. Should have rich experience in handling PSU’s viz IIT’s, premier technical institutes in India, R &D Labs in India and selling scientific instruments to these end users with strong customer relationship
8. Highly experienced in handling India Govt tendering process till successful business wins
9. At all times, represents the company in a professional and ethical manner. Always ensures high quality experience for Indian customers.
10. Close working with application engineering team member to drive the business opportunities and demonstrate team collaboration and joined expertise in front of the customers
11. Experience in managing opportunities, customer activities religiously thru CRM tools such as Sales force etc.
12. Directly addresses performance shortfalls – including assessment of non-performance, taking corrective action for improvement and ensuring plans and Sales Plans are achieved at all times.
13. Directly assists high value customer accounts to facilitate stable ongoing business partnerships. Provides input on new market opportunities.
14. Ensures that customers are fully satisfied with their interaction with the organization and are eager to enter into future business and long term engagement.
15. Completes other assignments and special projects as requested.
16. Perform competitive analysis to highlight the unique advantages of our products and disadvantages of the competition.
17. Understands regulation/requirement of the local market.
18. Provide product feedback for product development and planning.
19. Assist Country Manager to establish effective plans and budgets.
20. Organizes seminars / presentation for the target customers and ensures participation in trade shows / exhibitions organized by the potential customers.

JOB REQUIREMENTS

1. Education

• Required

Graduation / Post graduation in Environmental Science or B.E. / M.E. in Civil Engineering / Environmental Engineering/ Electronics Engg from reputed premier institute.

• Desired

M.B.A (Sales & Marketing) or equivalent

      Ph.D. in relevant subject can be a plus.

2. Experience

• 3 –5 years of working experience in project sales
• Having Direct sales experience to public sector and industries is MUST
• Proficient in new customer development and technical sales.
• Experience in developing solid sales plan.
• Knowledge of Government, Academic Research, PSU’s procurement cycle & procedure.
• Have worked in similar kind of industry, ideally in selling measurement instrumentation,  laboratory or ambient monitoring products and solutions.

3. Core Competencies:

• Strong communications skills – English and Hindi
• Self motivated and go- getter with Entrepreneur skills
• Should have hunger to grow the business
• Excellent collaborator internally within organization with cross functions to ensure business needs are met
• Exposure in working with International organizations with matrix work culture
• Good Presentation Skills
• Proficient in assessing different market segments and developing business plan
• Highly experienced individual with well developed inter-personal skills – must be able to achieve high-level performance over an extended time period
• Ability to implement India regional business strategies and associated tactical plans
• Well developed commercial and technical skills including strategic account management, sales process management, negotiation skills, etc. 
• Highly motivated and successful individual.
• Excellent time management, organizational and interpersonal skills
• Strong technical knowledge of the markets that the organization sells in to PSU’s, university,
• Research Institutes will be highly desirable
• Proven ability to excel in a cross-functional team environment
• Should have worked in organizations for a reasonably long period
• Smartly and effectively managing the travel plans ensuring positive impact on the results