Sales Manager
Alfa Laval (India) Private Limited
Total years of experience :8 years, 8 Months
Corporate Profile: Engaged in Key Account Management, Channel Management, B2B Management for applications like Sugar & Distillery, Starch & Sweeteners, Biotech & Pharma, Coffee & Tea, Fish processing, Meat rendering, Vegetable Oil processing, Latex, Dairy, Multi fruit processing, Brewery, Ethanol, Soft Drinks, Alcoholic Beverages, Citrus Fruit processing, Wastewater (ETP / STP), Sludge Treatment, etc., across Karnataka & Kerala
Sales Manager (February 2023 - January 2024) Reporting to: Business Head, Food & Water - India Cluster Job Location: Bengaluru, Karnataka
Deliverables:
• Developing business from new & existing customers, based on Installed Base knowledge of Decanters, High-Speed Separators, Gasketed Plate Heat Exchangers, Hygienic Pumps & Valves, Evaporators, Sterilizers & Aseptic Fillers, RO Membranes.
• Interacting with cross functional teams at company and using the expertise available in the organization to provide solutions to customer needs.
• Comprehensively owning the customer commitments made by branch level team and rigorously supporting the team in meeting them consistently.
• Escalating grass root level issues impacting customer satisfaction and helping the Divisional and Industry Heads in devising long term solutions.
• Keeping a tab on competition movements in the region in terms of products, pricing dynamics, market share, expansion plans etc., and providing such insights to respective Regional and Industry Managers from time to time.
• Securing maximum market shares in the region.
• Negotiating and closing the sales deals effectively while ensuring both revenue and margin performance targets.
• Ensuring timely delivery of promised equipment / components to customers and overall customer satisfaction.
• Ensuring that the account receivables are managed effectively.
• Obtaining trust, building network, and developing long term relationships with customers, key customer accounts, distributors, and potential customers within the region / area.
• Promoting Annual Maintenance Contracts to build long term relationship with customers.
• Safeguarding price level according to pricing guidelines and giving customer as well as market feed-back into the segment.
• Ensuring coverage of Installed Base & continuously providing inputs to update the IB.
• Cooperating with service operations to secure customer satisfaction.
• Cooperating with existing distributor to maximize the business.
Contributions:
• Successfully achieved sales target for the FY23.
• Have won back many lost accounts / customers.
• Have taken back the market share which was lost to Competitors / Pirates.
• Have brick-walled many customers by successfully concluding the orders for Comprehensive Service Agreements (CAMC) and Service Agreements (PMC) for High Speed Separators and Decanters.
• Have efficiently got the repair orders for Decanters & High-Speed Separators from various Food & Water customers.
• Have upgraded the capacity of many Decanters & High-Speed Separators.
Reporting to: Director Sales & Service -Valves and Pumps India Cluster Job Location: Bengaluru, Karnataka
Deliverables:
• Establishing & maintaining direct customer interaction for understanding requirements & providing appropriate solutions for dairies, beverages, breweries, pharmaceuticals, chemicals & cosmetics Industries.
• Co-ordination with Technical, Pre-Sales, Finance, Design, Quality, Purchase, Dispatch, & Manufacturing Teams
• Monitoring dealer activity, market survey, selection, appointment, allocation of targets based on potential & extending support.
• Preparing techno-commercial quotations, assisting in technical discussions, order negotiations, ensuring satisfactory execution of orders.
• Preparing & analyzing sales reports & subsequent planning of monthly/annual sales plans, generating MIS reports, and progress & status reports for management.
• Conducting training programs for sales/service teams of Customers.
Contributions:
• Successfully achieved the Sales Target for the FY18 & FY19.
• Increased the Customer base in South India by adding new customers to the Customer data base.
• Grabbed competitors share by introducing Accounts like Hindustan Unilever Limited, United Breweries, Aavin (TCMPF Ltd.), Nestle India, Johnson & Johnson, etc.
• Received prominent orders from customers like Nestle, Biocon, KMF, HUL, Aavin, UB, etc.
Corporate Profile: Engaged in development and marketing of centrifugal pumping solutions for industrial, domestic, and agricultural applications across Karnataka.
Sales Engineer (June 2015- May 2018) Reporting to: Zonal Manager Job Location: Bengaluru, Karnataka
Deliverables:
• Establishing & maintaining direct customer interaction for understanding pumping requirements & providing appropriate solutions in Cement Industries, Brewery Industries, Chemical Industries, etc.
• Directly supervising marketing, driving channel sales for entire product range for Karnataka through sales teams & dealer network.
• Monitoring dealer activity, implementing retail sales plans, market survey, selection, appointment, allocation of targets based on potential & extending support.
• Developing new products for expanding product range to achieve annual sales targets, coordinating marketing, preparing techno-commercial quotations, assisting in technical discussions, order negotiations, ensuring satisfactory execution of orders.
• Monitoring finished product inventory based on Annual Operating Plan & Sales Pattern.
• Devising effective pricing strategy for appropriate product placement & promotion.
• Developing product related communications and promotional/publicity material, launching, and organizing promotional initiatives.
• Preparing & analyzing sales reports & subsequent planning of monthly/annual sales plans, generating MIS reports, progress & status reports for management.
• Conducting training programs for sales/service teams.
Contributions:
• Achieved 100% Target in FY16, FY17
• Contributed Sales 100% of the Annual Operating Plan of Karnataka in FY16-17.
• Contributed Growth of 15% above the Annual Operating Plan of Karnataka in FY16-17.
• Contributed growth of New Products in Karnataka of 20% of the Operating plan.
• Received continuous orders from Key Accounts like Prestige, NTPC, Jindal Steels, Brakes India Ltd., Wonderla, GRS Fantasy Park, JMC Projects, UB Industries, Aditya Birla Group, Sugar customers, etc.
• Received prominent orders for Government Projects like Bangalore Metro & Bangalore Airport.
• Successfully handled special assignments - o Deepening/widening footprint in Market Reach -
• Established presence in whole Karnataka through dealer network/outlet expansion.
• Identifying/Pre-Emptying problems in channel expansion and devising solutions.