Leadership: Be the PRM India Business leader and work closely with both Business Unit and India Sales Organisation to drive growth strategies. Develop and Improve the sales organisation by identifying development needs and closing those needs, e.g. through training, provision of tools and coaching etc.
Marketing: Work with BU marketing to plan and implement promotional seminars and head up tradeshows, such as PWOC. Provide feedback and market input to the marketing team on competitive price situation and competitions’ positions. Advancement of division market strategies.
Strategic Initiatives: Develop strategic initiatives to maximize business from City Gas Companies, Gas Transmission Companies, Offshore Oil & Gas Projects, EPC’s, OEM’s and also explore opportunities with diversified sectors. Focus on life cycle sales initiatives. Identify key accounts and nurture the relationships.
Sales Promotion: Work with Business Unit and Emerson India marketing team to organize focused customer exchange events. Build strong relationships at multiple levels with key customers.
Project Pursuit/New Business Development: Identify key projects to win and enter early to implement winning strategies. Work with Emerson India, Cross Functional Teams and Asia Pacific team as necessary for joint pursuit of key projects. Active participation in project pursuit, working with LBP’s where necessary. Drives business growth through new Solutions/New application opportunities.
Sales Planning: Closely work with Operations team to forecast orders and help in advance planning of materials and inventories.
Sales Management: Plan strategies and resources to deliver monthly sales targets. Represent India in monthly POR meetings to present bookings achieved and projected. Manage the sales force and indirect sales channels to maximize market coverage and sales productivity. Build strong relationships with the top management of sales channels. Conduct periodical reviews and set objectives.
Commercial Excellence: Channel optimization, Sales process streamlining, Strategic pricing.
Customer Service: Work closely with the Service team to address customer issues and ensure prompt resolution. Escalate issues to Asia Pacific team where necessary.
Financial: Set, own, and achieve bookings, sales, and profitability targets for Pressure Management business in India. Achieve/exceed bookings, sales and profitability targets set. Provide accurate and punctual forecasting reports on a monthly basis, to support achieving the business goals.
Price Management: Full accountability for price management of assigned product lines. Manage the KOB mix and implement pricing strategies to maximise profitability. Adhere to division discount authorization.
Organization Development: Develop the sales organization for effective support to customers at the pre-order and post-order stages. Build strong team with cross functional cooperation and flexible approach to achieve the desired results.
For This Role, You Will Need:
Degree in Engineering with relevant Sales experience
High level of integrity & trust
Strategic Thinking and Long Term Planning Capabilities
Proficient in management information systems
Basic Finance and Costing Knowledge.
Travel extensively in India. Occasional travel within Asia Pacific region.
Minimum of 15years experience in Indian industry with successful track record in Sales Management / Marketing / Business Management
What KFLA Competencies will be required for me to be successful in this role?
Business Insight
Strategic Mindset
Collaborates
Communicates Effectively
Decision Quality
Interpersonal Savvy
Drives Results
In this role, Your touchpoints will be :
Direct reporting to the Vice President and Managing Director of India Emerson
Direct People Manager to Industrial India Product Managers, Key Account Manager and Life Cycle Manager
External interaction with
With customers at the technical and decision making levels
Sales Channels.
Internal interaction with
Project Management team, Sales Order Management team, Service team, Operations group, Finance, and HR
Asia Pacific Leaders of BU Verticals
Marketing team members in Global locations
Emerson India Leaders of other BU’s and cross functional teams