Your Role

Mission/ Purpose:

• As Business Line Manager for the VTS division, your mission is to create sustainable financial value through a customer focussed organization, driving execution of service sales and operations. You will be responsible to continuously development, management and find improvement opportunities, achieving the highest levels of customer satisfaction while deliver sustainable profitable growth.
• You will drive the strategies per region to increase customer share (share of wallet) and market penetration (1-1 ratio). With your team, you will define customer segmentation, go-to-market approach and implement such strategies by leveraging the VTS tools, product offering, and 3D service execution strategy to remain competitive in each of these segments.
• Your mission is to develop in a sustainable way the Edwards IPG customer center in all its dimensions to gain market and customer share by service, after-sales and marketing activities for the VTS Division of VT business area in a profitable way, defined in the yearly approved targets, based on the BRM’s by VTS Division. This will include defining and executing key strategies and plans to ensure the smooth and effective incorporation of processes, people, culture and systems, to optimise efficiencies and synergies whilst maintaining focus on current deliverables.

Main Responsibilities:

• From strategy to execution, develop and strengthen the service organization to deliver an outstanding customer experience with clear value creation
• Responsible for the Profit & Loss and the Balance Sheet of the business line in the region
• Develop and implement sales and marketing strategies in alignment with divisional teams
• Continue to develop first line managers and the pipeline of talent, empowering them to make decisions, taking responsibility and accountability for the results
• Create customer prioritization through country specific segmentation to develop customer share and 1-1 ratio, prioritizing customer retention and ServicePlan portfolio development
• Develop a go-to-market strategy, while implementing necessary distributor program in line with the other divisions in the CC, driving channel loyalty
• Implement a major account for OEMs and key accounts, with the goal of creating clear return of investment for the customers while maximizing the value for both parties
• Manage pricing for each are in the territory, defining the approach and maximizing price effectiveness
• Work closely together with other Business Line Managers to ensure that the Vacuum Technique Business Area has a homogeneous approach to the market with an aim to achieve our ambitious targets
• Monitor the development of a defined set of KPIs and scorecards, resulting in corrective/preventive actions (i.e., profitability, growth, forecasting, territory action plans, CRM, etc.)
• Maximize operational efficiency through the effective implementation of the 3D service delivery strategy, developing local/regional workshops based on the business development approach
• Attend business line review meetings, participate and provide updates at regular meetings with relevant regional salesforce team as well as division and business area management as required
• Gear the operational organization to improve customer response time, maximize customer satisfaction

• Implement necessary sales process, to drive sales efficiency, through an organized internal and external sales force, increasing the revenue per salesperson
• Leverage digital channels and establish a digital strategy to attract, capture orders and retain customers
• Establish a customer center structure based on the three VTS pillars – sales & marketing, operations and technical support 
• Safeguard a safe and healthy working environment
• 50% travel may be required
• Achieve volume growth according to the VTS strategy and realize OR/OI, CGP Targets/ MaCo, NWC targets approved by the VTS management.
• As part of the management team, Manage VTS result to achieve overall IPG MaCo and OI targets.
• To support the safety culture, “0-accident” culture, and safety program “Safety First”, to meet the target of Health & Safety and maintain the continuously good safety performance.
• To support the company’s vision by focusing on and continuously promoting a Customer-Value and a Customer-Care driven culture.
• Continuously aim for IPG VT CC company Mission to become and remain number 1 in South Asia and Middle East among all the vacuum pump suppliers.
• To develop strong support to “People Care”, i.e. training and competence development of employees.
• Pursue operational excellence through increase of Functional Cost Efficiency and reducing Working Capital in Receivables and Inventories.
• Attract, recruit, develop and retain the best talent in the market to remain the number 1 vacuum solutions provider in India.
• To grow the business in a sustainable and profitable way, you will need to complete the installation base management in detailed manner to find the real and full potential. Remember to track the installations done by the OEMs as well.
• Perform price management to ensure a correct price positioning to enhance our direct profitability, territory coverage, and market and customer share growth.
• Re-visit continuously Service product offer against the competition.
• Pursue a strong Territory Management and continuously optimize the balance between direct and indirect sales channels in all Zones.
• Continuously evaluate the VTS organization, in terms of Zonal Management and Service and Sales Engineers performance. Make sure your front-line Service and Sales organization is structured to maximize efficiency. Make sure the required strength and skill sets of man power in VTS to ensure Speed of Response for our customers
• Ensure through your team that equal brand treatment and maintain required confidentiality of the customer information between the brands we manage.
• Positive and constructive Interaction within the IPG VT CC Management Team and with other VT operations with transparent information to increase our market intelligence.
• Work closely with Equipment Divisions and manage the key customers together as one  team with the frequent service camps and visits
• Conduct Monthly Review meetings with VTS core team of India and ME, understand the opportunities and challenges and support the direct and dealer team to achievement their annual target and bring required organization structure.
• Lead the NPS process and allocate person responsible from team to measure the customer satisfaction level and take appropriate actions to improve the customer experience.
• Introduce and maintain the on-line the customer complaint register where all the customer feedbacks can be collected, discussed and sorted during the monthly review meetings.

​​​​​​​Dealer Management:

• Identify, Select, develop dealers at the required territories and for the required business lines.
• Develop competency of dealer team
• Periodic review with dealer sales/service team.
• Keep them updated with relevant technical and product related information.
• Support dealer team for carpet survey & introduce to new customers.
• Monitor complaints of dealers and track dealer performance to ensure that they are performing in line with dealer policy.

​​​​​​​Compliance with Corporate Guidelines:

• Follow in letter and spirit the Atlas Copco Vision, Mission and core values
• Comply with the Atlas Copco Business Code of Conduct
• Comply with the policies and procedures communicated from time to time
• Perform any other tasks given by supervisor from time to time   in order to enrich the Corporate Culture

 
To succeed, you will need  

To succeed, you will need

• 15+ years of successful track record in sales, After-sales, marketing and operations management within a customer centric environment, developing and implementing go-to-market strategies
• Analytical ability, able to cope with large sets of data, information and produce conclusions that lead to actions
• University degree in Mechanical or Electrical Engineering or similar technical discipline / or equivalent work experience
• Leadership experience, developing teams with strong sense of accountability, interaction, commitment and innovation
• Be confident to be an important face to the customer and be strongly sales minded.
• Sales oriented and high level of communication skills
• Data Mining & analyzing skill sets.
• Learn to develop and update skills
• Sharing expertise and experiences with others to ensure lessons learned
• Open and approachable, stress resistant and work independently.
• Committed team leader with positive attitude.
• Prompt in response time
• High levels of energy and drive
• Understanding of what value-based selling intends for Service business
• Clear understanding of optimized territory management
• Valid driver’s license required

Personal Attributes:

• You innovate, striving to find creative solution for existing problems and challenge the status quo ​
• You are customer-focused, and embrace entrepreneurial thinking on all the way from identifying customer‘s needs to creating value ​
• You are resilient & agile, finding opportunities in an ever-changing environment​.
• You are open-minded & collaborative to accept new ideas
• You learn from experiences and reflect on mistakes to look for new approaches
• You are result-oriented, with “can do” attitude ready to go beyond the job description scope to find the best solution​
• Has established relationships and network across the Divisional teams and VTBA or has the ability to build and sustain these relationships to enable quick and effective communication links between key stakeholders
• Understands the AC culture with the ability to navigate and operate effectively in a decentralised structure
• Role model of AC Group Cultural Behaviours.

Critical Skills:

• Eagerness to hunt for results
• Accuracy in sales Forecasting
• Cope with pressure and setbacks and learn to develop accordingly
• Keen interest in understanding the market and competition
• Proactive mindset and openness
• Close interaction with operation team.
• Build up relationships and network with internal and external stakeholders
• Communicate with influence
• Understanding and controlling body languages.

In return, we offer you

•    Have multiple interactions with different stakeholders internally and externally. 
•    A culture known for respectful interaction, ethical behavior and integrity where sustainability matters Potential to see your ideas realized and to make an impact on technically interesting projects
•    New challenges and new things to learn every day Plenty of opportunities to grow and develop
•    Global job opportunities, as part of the Atlas Copco Group
 

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City
Pune

Hiring Manager
Vigneswaran Natarajan

About Edwards

Edwards is a leading developer and manufacturer of sophisticated vacuum products, exhaust management systems and related value-added services. Edwards solutions are integral to manufacturing processes for semiconductors, flat panel displays, LEDs and solar cells. They are also used within an increasingly diverse range of industrial processes including power, glass and other coating applications; steel and other metallurgy; pharmaceutical and chemical; and for scientific instruments in a wide range of R&D applications.

Edwards has over 4,000 employees worldwide engaged in the design, manufacture and support of high technology vacuum and exhaust management equipment. Edwards has state-of-the-art manufacturing facilities in Europe, Asia and North America.