Sales Manager – Railways and Automotive (North & East)

ABOUT YOUR ROLE:

Sales  Manager  is responsible for developing & executing overall growth strategy for the defined region and segment in consultation with the commercial lead  by implementing internal and external activities. Person will help to maximize share and sustainable business growth, in line with the agreed targets. Sales Manager strives to maximize customer satisfaction & create a differentiated brand value for the relevant segment.  

Sales Management & Business Development:

• You are expected to meet/exceed Sales Targets( both on revenue & profitability), Customer wise/Products wise as per yearly/quarterly/monthly plan. 
• You will manage & keep track of primary and secondary sales customers wise & work towards achieving the targeted growth across all customers.
• Should work on maximizing the market Share & account share by driving the targeted Share gain targets.
• Work With Converters & end Users (RCF, MCF, ICF, Zonal Workshops, Tier 1 vendors and potential Railways business models,  to create the healthy opportunity pipeline to meet the targeted business growth.
• Work with prospective customers to identify unmet needs, implement initiatives to meet those needs.

Role and responsibilities:

• Establish and maintain a deeper connection with the Railways business value chain -  RDSO, Railway board, Coach Factories, Locomotives, workshops,  along with converters & should be able to manage effectively with Key  account management approach.
• Establish appropriate and optimized converter network to drive Railways business
• Ensure right engagement with all key decision makers at cross functional departments of Railways ecosystem.
• Must generate and bring up an individual PU’s/workshop/Zone wise project pipeline and create an overall healthy funnel with min. 4X of the incremental growth required.
• To launch and introduce new products & technologies ensuring specifications for sustainable and long term growth.
• Leverage complete AD portfolio including Mactac , window films for share gain & new specifications with PU’s/RDSO.
• Should be aware of Tenders bids/spec. preparation & approval process at Indian Railways and ensure the right methodical approach to be followed in complete ethical manner as per working practices of Avery Dennison.

Customer Responsiveness:

• Leads the implementation of the latest tools, processes to effectively drive Sales & Customer management. Example – SFDC & Sales Management.
• Should be able to build & maintain relationships with Converters and resellers of the territory and other stakeholders of the ecosystem and continuously work on growing the connection.
• Continuously explores opportunities for driving higher efficiency & output keeping the customer responsiveness goal in mind. Strives to conceptualize & implement new processes to meet this objective. 
• Customer Complaints: Ensures that all customer complaints are attended to & closed promptly in line with the defined target for the year. All internal actions are  taken to meet the complaint closure goal

Receivables Management: 

• Meet the Account Receivable Targets for the designated customers and in coordination with the finance team.
• Responsible for Quarterly reconciliation key customers account in association with the finance team.
• Minimize the risk of loss in business due to undue credit exposure.

Customer & Service Programs: 

• Leverages these programs to offer a differentiated value to customers and create new benchmarks on service offerings.
• Leads the implementation the customer programs like Technical Training Sessions, Sessions, Portfolio Sessions
• Review mechanism with project Trackers & Customer Scorecard.

Competitive Environment & Market Intelligence: 

• Monitors the competitive landscape on a continual basis & devises competitor strategies proactively to protect & grow the company’s market share in the region.
• Ensures the internal organization is updated about the competitive environment dynamics & changes on a regular basis.

Sales Expenses Budgets & other Compliances:

• Ensures the sales plans are met within the agreed expense budget.
• Should be able to submit / project all promotional budgets for the territory/segment including Road Shows, Exhibition / events participation in line with the media plan of the business.

WHAT WE WILL BE LOOKING FOR IN YOU:

• Knowledge of English, Hindi & regional languages is a must.

• Qualification : Science graduate, Engineering & MBA will be preferred.

• Work experience of minimum 8 years in dealing with Auto OEM’s (4W, 2W, Tractors, Bus & Const. Equipment etc.) & Railway ecosystem and knowledge of channel/converter management. 

• Preferably from printing, inks, tapes, adhesives, abrasives, chemicals, paint/coatings, glass industries.

• Ability to work in fast paced environment & able to keep pace with growth expectations

• Excellent verbal - written communication, presentation & interpersonal skills.

• 50-60% of traveling is required in the region as per business needs.

• Passionate about achieving business aspirations & driving aggressive  share gain, new business realization and creating backup plans proactively.

• Self-motivated, adaptable & Self-starter who delivers with zero supervision.

AVERY DENNISON IS EVERYWHERE YOU LOOK:
We not only embrace change… we drive it. We work hard, push hard, and take brave risks. Our culture is innovative and collaborative - where bold ideas turn into action. We grow strong talent through stretch opportunities only restricted by your interests. We are committed to workplace diversity, both for employees and for the business. We are a force for good, imbedded in industries and communities worldwide. We are challenging ourselves and others to reach higher and think bigger to improve the quality of all life. Avery Dennison is a great place to work for everyone. We offer: 

• Workplace Flexibility 
• Structured learning and development
• Mentoring program 
• Competitive total rewards

We look forward to receiving your application.

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Avery Dennison is an equal opportunity employer.

We do not accept unsolicited referrals or resumes from any source other than directly from candidates.