Manage strategic direct and channel accounts, develop account plans, achieve approximately $2.8M financial targets, and drive consultative product and solution sales. Lead customer engagements, sales campaigns, pricing discussions, proposals, product demonstrations, fulfillment, negotiations, and account receivables. Collaborate cross-functionally across a matrixed organization while supporting OEMs, EPCs, consultants, and major industrial customers.
Responsibilities
The person in this role will be responsible for delivering sales results in Sales Order, revenue and demand generation. In addition, he will be responsible for setting and managing the Direct Key accounts & Channels in his respective region. The strategic direction includes managing Key Customers, coverage, and compensation models across all of Company’s verticals. The candidate must have a Product and Solution selling background, preferably with Knowledge in field on instrumentation, and be able to perform and deliver results, with accountability and responsibility. The focus would be on the individual to deliver on promises. She/ He must have the gravitas of pulling it all together in a highly matrixed environment.
- Work with Sales leaders to develop the strategic account plan.
- Establishing plans to achieve financial targets (~2.8M)for the allotted accounts.
- Consultative engagement with Key Accounts, OEMs, EPCs etc...
- Knowledge on CRM tool like SFDC and Sales Process for End Users and EPC.
- Key Consultants / EPC handled by new position : Technip, EIL, Cheema Boilers etc... Channel Partner handling experience.
- Technip is one of major EPC/Consultant getting into public sector like IOCL, NRL, NTPC , IFFCO etc.
Responsible for handling major customers like Air Liquide, Chevron Heaters, Skoda Power etc. - Help customers understand product capabilities, product value and product integration within customer workflows and in direct support of customers’ strategic initiatives.
- Drive cross-functional alignment to support customer sale and decision process, participating in sales pursuit strategy planning, executing product demos, assisting proposal team in right and fast commercial offerings, supporting customer negotiations, order fulfillment and hand-over to customer success team.
- Driving sales campaigns, leading price discussions, product fulfilment.
- Responsible for Control of the Account Receivables.
Key Experience & Capabilities:
- Have experience in selling Instrumentation / Automation Products like Field Instruments.
- Have experience with direct sales, or sales consultant experience is required. Should be familiar with customer centric selling or equivalent sales process for solution selling.
- Must also have proven commercial awareness and acumen.
- Around 8 Years’ Experience. Leading from the front. Exposure to handle Direct and Channel Sales.
- Experience in developing strategic offering roadmap & execution.
We Value:
- Experience collaborating across departments internally.
- Experience orchestrating meetings that include multiple stakeholders and deadlines.
- Ability to influence and communicate at all levels.
- High business acumen & technical aptitude.
- Comfortable in group settings to drive an agenda to meet desired outcomes.
- Ability to clearly communicate thoughts and ideas
- Excellent interpersonal and communications skills with strong persuasion, influencin abilities and credible confident presence.
- Motivated self-starter who enjoys a dynamic environment and seeks the challenge winning in a rapidly changing marketplace.
- In-depth knowledge of Honeywell and competitor offerings
EDUCATION QUALIFICATIONS AND OTHER REQUIREMENTS:
- A Graduate degree in Engineering or a related discipline is required.
- Experience working in Pune in Instrumentation is preferrable.
- Ability to manage multiple, complex projects and changing priorities, making sound decisions and working effectively with cross-functional and international teams
- Strong experience in SFDC tools will be preferable.
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