RSM -West - Mumbai Suburban, India - Ontrack HR Services Pvt LTD
Description
PRIMARYpurpose FUNCTION AND INFLUENCE JOB HAS ON theorganisation:Describethe primary purpose primary function of thisjob.
Implement salesstrategies to achieve the organizationobjectives.
Generatepotential leads for TEAM projects and products interfacing withcustomers EPCs PMCs Consultants OEM and end users (Both Public andPrivateSectors).
Play a pivotalrole in achieving the regions salesTarget.
EssentialJob Functions:The incumbent must beable to perform all the following duties and responsibilities witha time allocation in a typical month as indicatedherein.
%TimeSpent
JobFunction(s)
1.
25%
Generatepotential leads for profitable orderbooking
2.
25%
Prepareindustry / region mapping / competitor mapping for positioning TEAMs projects / product in theregion.
3.
25%
Buildand promote long lasting CustomerRelationship
4.
25%
Developnew customers projectsproducts.
100%
Roundedto the nearest 5% for each area of responsibility (total should notexceed100%)
Iftravel required include the percent of travel here:25%
S.No
FUNCTIONS
INDICATIVEACTIVITIES
KNOWLEDGE/ SKILLS/ BEHAVIORAL ATTRIBUTESREQUIRED
1.
Generatepotential leads for booking profitableorders.
Work withexisting and new customers to receive enquiries from thecustomers
Identify thetarget customers make calls present TEAM s capabilities buildrelationship and register with customers for receivingenquiries.
Organize andconduct presentation of TEAM s portfolio of projects PTR and othercapabilities to current and prospective customers and communicatethe value propositionclearly.
Consciousnetworking to identify the customer and their strategicplans.
Knowledge ofProcess Equipmentindustry
Networkingskills
Relationshipbuilding
2.
IndustryCustomer and CompetitorsMapping
Prepare industry/ region mapping / competitor mapping for positioning TEAM sprojects / product in theregion.
Work with thecustomers / consultants from the early stage of the project withthecustomers.
Position ourTEAM s capability in the market to bring newcustomers
Knowledge ofProcess Equipmentindustry
Networkingskills
Relationshipbuilding
Marketmapping
3.
Partneringthe Organization s Strategy implementation process and devises thestrategy to achieveTargets
Understand TEAMs strategies and devises them forimplementation
Evolve AnnualSales Planner for the region and share with salesleader.
Develop 3 yearssales strategy and execution plan for theregion.
Develop salesplan from every industry for achieving the region target Oil& Gas
Work withdecision makers for bagging orders to achieve regiontarget.
Adopt brick wallstrategy to retain and serve thecustomers.
Knowledge on theProcess Equipment / Manufacturing /Engineering
BusinessAcumen
Knowledge ofStrategic sales Knowledge in salesoperations
Analyticalability
BusinessAcumen
Planning
Customer ServiceOrientation
DecisionMaking
4.
BuildingCustomerRapport
Makecall visit customers and present TEAM s capability to build rapportwithcustomer.
Develop andadopt a strategy to retain thecustomers.
CustomerService
CustomerFocus
InterpersonalRelationship
5.
MarketAnalysis
Analyse thepotential market e.g size geography customer base locationscompetitor movement for positioning TEAM sbusiness.
AnalyticalSkills
Knowledge inMarketingManagement
6.
CustomerFocus
Build rapportwith customer long lasting relationship for continuous business andgrowth.
Buildingrelationship.
7.
MIS/Report
Prepare andsubmit necessary reports to reportingmanager
Presentrealistic order booking forecast report to themanagement.
Commit andhonour monthly / quarterly / half yearly and annual orderbooking.
Present thestatus of various projects and submit winnability reports as pertherequirement
Update CRMregularly without delay for analysis and managementreporting.
Writtencommunication
MIS
AnalyticalSkills
8.
MarketPresence
Capitalise thetechnology and use online portals to generate leads post TEAM sachievement connect with customers and followcustomers
Knowledge ofusing onlineportals.
Usingprofessional / socialnetwork
Productsand ProjectsManufacturing
Products/Equipment
Shelland Tube Heat Exchangers Reactors Column Pressure vessels pumps andother processequipment.
Materialof Constructions / Tools /Software
CRM
5.PositionDescription
Whatthe positiondoes
Generatingbusiness opportunities convert budget firm offers into orders toachieve the region s sales / order bookingtargets.
Manage&Supervision
Managethe entire region customers and develop newcustomers
Coordination
Coordinatewith the internal and external stakeholders. Work with the internalstakeholders for timely submission of quotes toclients.
Develop
Developstrategy to convert opportunities to tangible salesresults
Stakeholders/ InternalSuppliers
Internal:Sales & Marketing Manufacturing Design PPC ProcurementSubcontract and QualityControl.
External:Clients Vendors Suppliers Third Party Agencies.
Ownership
Takeownership to increase the sales for the region by promoting TEAM scapability andstrength.