Key Account Manager – Sales
BUSINESS: CIRCOR, INDUSTRIAL
LOCATION: COIMBATORE, INDIA
DIRECT REPORTING: HEAD SALES - INDUSTRIAL VALVES
FUNCTIONAL REPORTING: NA
POSITION DETAILS
Position Summary
Establishes and develops relationships with existing key accounts and prospective customers, on a specific geographic area focusing on various product lines of Industrial Valves. Manages day to day activities and work closely with various internal teams and channel partners, to achieve sales targets with defined margins.
Principal Activities
- Responsible to deliver the sales budget target year over year
- Manage and implement sales strategy for fore market customers by leveraging CIRCOR brand
- Identify and develop commercial opportunities through a B2B approach, in the direct area of competence & through defined markets
- Expand business within the identified Key Accounts primarily in addition to new customers
- Enquiry and business opportunity pipeline management
- Good forecasting ability to assess the risk and opportunities for the business
- Analyses business opportunities, collects requests for quotation and ensures that quotation process is correctly executed in co-ordination with application engineering according to customer request
- Participate in techno-commercial discussion with the customer for order closure
- Post order ensures that contractual requirements are reviewed and flown down to the internal teams for order execution
- Gather market intelligence and competitor information, report to management on a regular basis
- Evaluates and implements appropriate sales techniques to increase the company’s order book.
- May recommend product or service enhancements to improve customer's satisfaction and sales potential
- Communicate customer complaints to respective teams, register VOCs and follow through to drive customer satisfaction
- Willingness to travel 60~70% PAN India
CANDIDATE REQUIREMENTS
KNOWLEDGE, SKILLS & ABILITIES
- Passionate and go getter attitude to drive sales
- Good understanding and demonstration of value selling/pricing
- Good in handling of customers and driving customer intimacy
- Experience in managing Key Accounts and large customers in India Region
- Excellent communication and presentation skills
- Good Negotiation skills
- Must have good leadership skills to drive results and must be self-motivated
- Understands the principles of sales & marketing and market development
- Should have capability and experience in handling multiple product lines
- Experience of managing internal sales team and channel partners.
- Must be good in business communication and preparation of commercial proposals.
- Ability to understand profit and loss calculations and basic business finance, e.g., gross margin percentages and calculations, depreciation, capital and revenue expenditure, cash-flow, overheads, etc.
- Team management skills desirable
- Strong knowledge of Microsoft Office tools and data management ability
- Experience of handling Industrial Expo and Trade Shows desirable.
Education & Experience
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Education: Bachelor / Master Degree in Engineering
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Experience: 10 to 12 years of relevant experience in Sales, preferably for Industrial Products.
CIRCOR is an EEO Employer of Females/Minorities/Veterans/Individuals with Disabilities
