Business manager - north india

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Purpose of the Job:

To plan, develop, generate & grow business within an allotted geographical area for all Segments so as to ensure requisite margins & profits from sales working closely with distributors, contractors, consultants & other stake holders.

Key Dimensions:

• Net Sales Value
• Standard Direct Margins
• Receivables & DSOs
• New Product Sales
• Specification Management & SFDC
• Channel Management
• Pricing Management

Description of main tasks:

The Incumbent is responsible for the following tasks:

Business Development

• To develop & implement plan to proactively hunt for target organizations & establish communication with Specifiers, Consultants, Contractors, all the customers & stakeholders and different decision makers in all the Segments in the respective area
• To conduct marketing activities, seminars, exhibitions and other brand building business development activities the in the respective area
• To develop & implement plan to continuously identify new business opportunities by finding out new applications of product for new markets for increasing market share of products in area

Sales & Revenue

• To develop & implement business plan to create project pipeline to grow the Sales with contractors, distributors in designated area with speed and satisfaction to achieve required NSV & profitability targets.

Channel Management

• To monitor distributor network with a special eye on achieving revenue/collection targets.
• To create, manage and motivate network of distributors across the region so as to sell and service the products.

Monthly Reporting

• To generate yearly forecast of sales and continuously monitor and release monthly report to various key people in the company.

Business Analysis

• To continuously identify, analyze and report market perception, competition, product performance, innovative applications of existing products in all Segment.

Receivables Management

• To develop & implement plan to ensure timely collection of payments and ensures that receivables are within specified targets to keep DSO as per target

Market Intelligence/Competitive information

• Collate market information to analyze trends and identify business opportunities and Market Intelligence - Competitive information.
• To continuously identify, analyze and report market perception, competition, product performance, innovative applications of existing products in all Segments

Job Specifications

Professional Education

• Min Qualification: Min Graduate – Science/Technical/
• Preferred Qualification: B.E. Mechanical

Professional Experience (how long)?

• 10 to 15 Years

In which areas?

• Sales & Marketing in HVAC/Building Material Industry

Must have good experience with dealing with HVAC Contractors, Consultants and End customers in the region

Experience of Channel Management is preferable

Other specific skills/ knowledge?

• Strong achievement Orientation – Demonstrates resilience, initiative, and a strong commitment to delivering results despite obstacles and challenging circumstances.
• Technical Ability – Must possess strong technical acumen to understand customer design requirements and effectively assess the strengths and limitations of own products.
• Good Cognitive Competencies – Critical Thinking, Strategic Orientation, Logical Reasoning, Research Skills, Root Cause Analysis, Problem Solving
• Relationship Management – Proven skills to form and sustain long term association with customers for regular business.
• Entrepreneurial / Business Skills – Should be able to independently handle customers, challenges and coordinate with multiple functions within and outside the company
• Influencing Skills – Ability to influence key decision-makers and effectively position own products as the preferred choice.
• Negotiation Skills – Proven success in converting difficult opportunities and winning business from a disadvantaged competitive position.
• Conflict Resolution – Must have past track record of ability to resolve conflicts constructively while maintaining positive stakeholder relationships
• Knowledge of Decision Making Process in the Building Material & HVAC industry in the Region
• Basic Knowledge relating to HVAC systems, equipment's Insulation, and Heat Transfer

Language skills

• English & Hindi

Comments / Additional requirements

• Require High Energy & Proven track record in exceeding sales and profitability goals
• Must have stability (No frequent job hopping)
• Experience with CRM softwares like Salesforce
• Working knowledge of MS Excel, Outlook, Teams etc
• Must have good relations with major contractors, consultant & end customers in region
• Travel – Within North India; Specially within Delhi NCR

Time Type:

Full time