Regional Sales Manager - General Industry - Southwest 1

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Regional Sales Manager – General Industry – Southeast Region

We are looking for a dynamic person to further develop Atlas Copco General Industry Business in Southeast Region (Tamil Nadu, Kerala and East Andhra Pradesh) and East region (West Bengal, Orissa and adjoining states). In this role you will have the responsibility to achieve ambitious growth plan of the region. 

The Regional Sales Manager will be expected to lead an experienced regional sales team and optimize market coverage & increase market share for all the products.

The position will report to the Business Line Manager – General Industry, Atlas Copco India.

Job description / Mission:-

• Responsible for Region’s overall Revenues and to develop and implement strategies and tactics to achieve targets and long term sustained growth in the Region.
• To build, motivate and train the regional team to be capable of achieving the regional targets.
• To develop a cohesive team of sales, service and regional project employees to achieve customer satisfaction.
• To develop distributor network in the Region as per need of the division and to effectively manage the distributors.
• To monitor and control regional cost in line with targets.
• To develop good receivables collection culture in the regional team and plan and monitor the collections effectively on regular basis.
• To maintain good customer relations by being in constant touch with the customers and satisfying the customers.
• To recognize and raise the red flags at an early stage.
• New Product Launches in the Region and market development for new products.
• To monitor and improve the salesman efficiency and to achieve the targeted efficiency.
• To make analysis of the territory / market segments, gather competitor information and provide the Marketing with useful information for market development.
• To establish proper administrative control over the Region.
• To ask for help from the Marketing team wherever required, to develop business in the Region.
• To ensure that Business Code of practice is implemented in the Region.
• To become a bridge between the head office and the regional team and to ensure that the policies and messages from head office are effectively communicated to the regional team.
• Proper and timely reporting to the divisions. This should be based on information collected from the team in systematic way.
• Make effective use of sales tools like SFDC / SIA Seminars / Walk the Line / Transformation projects

Key deliverables:-

• Achieve Sales Target – OR and NIS
• Price realization and improvement
• Regional Cost Controls
• Receivable days and overdue receivables
• Collection of Receivables.
• Market share development
• Reporting to Head office
• Customer Satisfaction Survey
• Adding new customers
• Key account management 
• Distribution management
• Adherence to Business Code of Practice
• Customer Seminars / WTL / Transform
• Territory management and white spot mapping
• Efficient Utilization of Resources

Experience requirements: -

• 10-12 years of field sales experience in Industrial Tools & associated software products
• 2-3 years of people management experience is preferred

Knowledge / Educational requirements:- 

• Degree in Engineering and Management degree would be an added advantage.
• Excellent communication and presentation skills
• Knowledge of Industry segments 

We are looking for a topflight candidate who is:- 

Collaborative: You are collaborative in approach and believe in developing strong networks for personal as well business development. You facilitate collaboration within the team to meet common goals. You are good at conflict management.

Open Minded: You are global minded. You have a clear view of the market trends and are quick to align your strategy to meet these needs. You welcome new perspectives and like to adapt to ideas, which have merit.

Resourceful: You believe that there is always a better way. You are proactive in approach to the new ways of selling and reaching the customers. You have a strong knowledge of Industry segments.

Entrepreneurial: You are business and result oriented and have a clear vision and ability to achieve results from action plans derived from strong understanding of the industry and territory. You think strategically to support your decisions. You maintain a high focus on customer satisfaction as a key factor for business growth.

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