B2B Area Sales Manager - Coimbatore

ROLE SYNOPSIS
Clear and accurate description of the role i.e. business context, why the job exists, purpose of the role.

The Role Synopsis is a brief statement to determine:
The job and its purpose Why does the job exist?
Desired strategic outcome of the position What is the job intended to achieve?
Where the job fits into the organisation's goals What impact does the role have on business?
Exactly what the position is required for How does it impact business?

The role is responsible to plan and manage delivery of sales objectives for B2B business (FWS, HD and CAS Customers). The role is accountable for delivery of shared business objectives in the given portfolio, including Volume and GM performance targets, as well as other activation targets like in-store penetration, share of wallet and training etc. An information source of the latest "voice of customer", the competitor activities and the change of local market. This role holder will also sell, grow and support all Heavy Duty (HD) business in assigned geography through our Distributor network and Direct accounts

KEY ACCOUNTABILITIES

Please try and limit these to six points.
Indicates the main duties involved.
These primary accountabilities are those over which the job holder has a controlling impact on end results.
The first half of the statement should describe a main activity and include at least one "action verb" which gives the job holder's responsibility for the activity, so describing what is done and to what/whom. For example: Provide technical service support to the strategic performance unit's (SPU's)
The second half of the statement should describe why or the end result of the job: for example: 'In particular, provide technical service support in the evaluation and support of new deepwater production projects and existing deepwater facilities to meet project milestones.
Describe the outcome rather than method of achieving the outcome.
Always use present tense.

Use non-technical language where possible and appropriate.

Workshop development:
o Work with Key Account sales team and planning team to define a local area business plan including target workshops, coverage, sales target, activities etc.
o Understand Key Account sales contract terms, policy and agreed offer
o Support to prepare specific workshop value selling offer and sell to the target customer under guidance.

Workshop management:
o Understand and build relationship with customer in order to gain commitment for the activities proposed.
o Support to implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.
o Support to defend and grow existing customer share of wallet through needs based and effective use of our offer under guidance.
o Holds regular meetings to agree and track KPIs with customers.
o Coordinate with Key Account team on workshop activation planning for responsible area
Manage designated service provider for workshop activation if needed.
o Customer and market insights: manage an updated database and maintain close relationship locally.
o Understand customer needs and competitor's approach and provide feedback to company. Represent "voice of customer" in the company in order to improve our approach.
Heavy Duty
o Maximize profitable growth of brands with a focus on premium products and HD strategic segments including both direct and indirect sales model.
o Work with Distributor sales force in assigned area to drive business in HD focused segments.
o Accountable to maintain a robust pipeline of prospects in HD strategic segments.

Drive business to maximize profitable growth of brands with a focus on premium products and sharing best practice within the teams. Implement business plans to support FWS & HD Direct and Distributor sales and work collaboratively. Actively track, contact and develop existing and potential accounts, and build partnerships and relationship with large customers to maximize value for both parties. Take responsibility for the growth of customer volumes and ensure and maximization of profitability. Achieve planned financial performance, providing effective direction, coaching and mentoring to improve HDSSD & DB Team capabilities. Lead digital initiatives like Sales Force & Castrol Fastlane to continuously simplify our ways of working and enhance productivity. Lead and Champion the Safety agenda and also ensures compliance with Code of Conduct and model

Values & Behaviors

ESSENTIAL EDUCATION:
Formal qualifications constituting university degrees, examination certificates that confirm a level of educational attainment or licenses.
Membership of a technical or professional body that has confirmed an individual has reached a level of capability within a technical or professional field (usually but not necessarily obtained through examinations) or Formal certification that they can undertake specialist work or processes e.g. PMI.

Bachelor's degree in Engineering / Technology (like Mechanical, Chemical etc.), with major of sales & marketing related is preferred

DESIRABLE CRITERIA
Desirable criteria are those that may enable the candidate to perform better & qualifications or require a shorter familiarisation period. During the selection process evidence should be sought to gain an understanding of the extent to which candidates who satisfied the minimum criteria demonstrate the desired criteria for the role. This evidence will then allow differentiation between the candidates and form the basis for selection.
Good implementation capability and customer management capabilities

A good communicator and team worker with the ability and willingness to work closely with others

Skills : B2B,OEM,Corporate Sales,Industrial Sales,Dealer Management