Regional Sales Manager- South India ( Chennai)

Overview

The Regional Sales Manager is the link between the Company and its customers. He is responsible for the Winoa sales and customers satisfaction on a segment (customer & geography). He implements the Winoa group sales strategy, according to objectives set up with the National Sales Manager.

As customers main contact, he aims at building and preserving a long-lasting and trustful relationship with him. He identifies and anticipates customers needs in order to provide him with high-quality commercial and technical services, leading to growth and margin generation. He is responsible for managing customer portfolio.

Mission

• Develop and manage a customer portfolio in line with the market or company objectives in his area, in steel abrasives ( high carbon steel shots, steel grits, & premium Mixes) and SPS : Specialty product such as stainless steel shots & grits, conditioned cut wire & W Care : Technical Services Selling, Tools & Technology such as WA Clean , Spare parts , Complimentary Product
• Focus on segmented sales & business development in application such as de- sanding , de-scaling, shot Peening, surface preparation in Shot Blasting application specially in Automotive such as Foundry & Forging, in surface Preparation such as bright bar, rebar coating, wind mill , Pipe coating , Steel Fabrication & structure, Shipbuilding and many others
• To Support business growth and to achieve the commercial plan targets in terms of volume, sales and margin
• To Stabilize turnover in the region, defend market share against competitors, gain market share
• Aligned with GTA (Growth Target Agreement) for Sales & Business Development

Position Dimensions (Scope) (e.g. reporting structure, personnel responsibility, decision-making authority, budget responsibility)

• Hierarchal & Functional Reporting to Sales Director
• Customer care, Customer visits, Prospecting
• Account plans, including forecasts
• Commercial results: sales revenue and contribution margin
• Customer Complaint management
• Credit management and Cash collection
• Contributions to launch products
• Deploy marketing and sales Strategy, program and activities
• All internal planning & reports such as (weekly planning & planning calendars , daily, weekly, monthly reports/Customer visit report/TER machine within 48 Hrs) is timely submitted to management/customer

• Before negotiating with a customer, he ensures a full and efficient visit preparation and makes sure that he has all the elements to get the order. He checks key peoples presence, announcing his visit and its purpose. He sets his/her agenda with precise objectives and key points to be treated, based on up-to-date information: past technical issues, edited reports, built WA Cost (training need, trials already made, past orders…) He knows where to go to obtain the necessary data for decision-making during negotiation.
• He establishes in advance the price formula, mastering its elements: SCV calculation, energy cost, setting up a minimal price for each product (including transport costs). He also estimates the price period, right payment terms and next price review. He knows how to assess a customer’s maximal outstanding Credit Limit. He is able to differentiate price according to products rarity and to customers size and to propose complex price offers. He makes customer aware that we treat payment as serious part of negotiation.
• He performs an efficient negotiation, leading the flow and getting customers agreement point by point, as defined in his agenda. Able to catch and interpret buying signals throughout the negotiation, he improves margins by justifying price with honesty. He balances arguments according to our strengths (and competitors weaknesses). According to W Abrasives pattern, he leads the customer away from the price and knows how to praise and sell our offers: assistance, services, tools, Premium products, trials, trainings.
• He listens to customers objections, note key points and treat them one by one. He is able to face a professional buyer, with an increased preparation time. He knows how to conclude a negotiation: making a commercial proposal or setting up bases for the next discussion.
• He is responsible for managing overdue: ensuring he knows who is responsible for payment in customers accounts department and that his own credit control department has a direct line to the persons responsible. He knows how to handle overdues situations politely but firmly.
• He provides basic technical assistance (basic machine check and process survey report) to small and medium accounts and is fully coordinated with Winoa Technical Service Technician when visiting a Key Account. In order to perform technical assistance, he masters internal tools and processes: simplified WA Cost (WA Cost Silver and Bronze), Premium products and Data Bases (Wade Mecum, Sales Web, ERP…). He also has a very good knowledge on external processes: whole cutting and/or blasting processes. He has a full mastery on the Technical Tools kit.
• He reports to hierarchy with quality and collects any relevant information, including customers suggestions or competitors products. He ensures a customer follow-up on: stock control, complaints and dissatisfaction management, lost customers follow-up…
• In order to improve the organization, he follows the internal ordering procedure and is coordinated with Customer Service and Region/National Sales Manager. He creates a monthly forecast to adapt production to demand.
• Able to analyze and synthesize, he perfectly handles complex situations. Motivated and positive, he conveys a trustful and professional image towards customers. He also shows an inquisitive behaviour, asking relevant open questions and listening actively to get relevant information.

Contacts ( internal/external)

• Internal All level of management in India & Global headquarter, Product Application team , SCM team, Accounts team
• External Customers at all levels in user group, purchasing group & management level

Other (travel, working conditions, unusual work schedules)

• Keen to join business which requires a high flexibility at work and a pragmatic & solution-oriented mindset.
• Frequent travel ( atleast 2 week to outside from base location-18 days at customer site ) in a month in specially Interior Industrial sites in country side & small cities through local means for proactive technical & commercial initiative. Extra hours may be required to meet customer requirements
• High telephone volume, hectic pace, the customers, expectations of quick & accurate answers
• Must deal with constant deadlines & changing priorities , Ability of taking quick decisions within Company guidelines
• Keep updated management on all development related to customer & market on time

Candidate Profile (Technical, Experience, Requirement )

• Education & Experience: Technical background BE (Pref Mech or Metallurgy or Industrial ) with 9-12 years of techno- commercial experience in direct customer sales in Industrial Consumable
• Ideally having operational experience in industrial Sales with Technical & Application Sales Approach
• Position Base Location : Chennai . Candidate required to be operating from his residence . Territory : South India i.e Tamilnadu , Karnataka , Andhra, Telangana , Kerala. Candidate Should have own 2 wheeler & 4 Wheeler with valid driving license must be used to travel to customer & different agencies on own vehicle
• Prepared to work on hand & analyse customer machine in shot blasting appl. in shop floor under difficult environment.

Soft Skills ( behavioural , manual, self expression, planning, organizing):

• English fluent, in addition to local language
• Comfortable with Microsoft Office Suite and collaborative tools such as word, excel, PP , ERP, MS Packages
• Team worker, reliable, good communicator,
• Honesty and integrity, Rigorous,
• Autonomous and curious, analytical and pedagogical skills
• Excellent presentation and communication skills (both written and spoken)
• Collaborative style, enjoys being part of a team
• Respect values: Business code of conduct and Group compliance Policies
• Autonomous, good ability to structure and organize. Ability to analyse, synthesize and to handle complex situations.
• Motivated and positive, he conveys trustful and professional image towards customers.
• Care for customers satisfaction
• Communication skills (verbal / nonverbal) and active listener: ability to collect relevant information, build strong relationship
• Negotiation skills (including with professional buyers)

Winoa provide an exciting opportunity to shape & drive the sales management in rapidly growing automotive & surface preparation market in highly global atmosphere. Somebody who is passionate about technical sales & business development in Industrial environment and possess leadership capabilities with background in Industrial product & automotive components is having perfect opportunity to become an integral part of Company which would also consist of a tech & training centreone of its first kind in the country