Synopsys
Total years of experience :29 years, 6 Months
Industry Automation & Drives Technology Department (DF PD SALESTLV)
The Experience Path…
Project-business.
- Strong domain knowledge in the fields of LV Switchgears, Induction Motors & Distribution products
Proficiency Forte
Team Management
Sales & Marketing
Business Development & Sales Promotion
Product Management
Project Management
Channel Management
Strategic Planning & Forecasting
Recruiting, leading, mentoring & monitoring the team members to ensure efficiency in process operations and meeting of individual & group targets.
•Overseeing sales & marketing operations; achieving increased business growth.
•Developing relationships with key decision-makers in target organisations and establishing tie-ups for business development.
•Establishing short / long term budgets in tune with corporate strategies for achieving business targets.
•Analysing & reviewing the market response / requirements and communicating the same to the sales teams for accomplishment of the business goals.
•Identifying streams for generating revenues & developing marketing plans to build consumer preference.
•Networking with financially strong & reliable dealers / distributors for deeper market penetration & improved market share.
•Conducting competitor analysis by keeping abreast of market trends & achieving market share metrics.
Accountabilities of current portfolio: (Senior Manager) - Channel Partner Sales & Business Development (Switchgear / Motors, Mumbai)
- Lead Territory Manager (Switchgear / Motors, 4 Major Territory Maharashtra / Gujarat)
•Spearheading sales & business development for Mumbai / Gujarat office.
•Leading a group of 10 Engineers and 4 territories.
•Areas of Responsibility & task :
•Business Development : Identify & evaluate of existing & emerging markets, retrofit & post-warranty markets, service markets, Evaluate & monitor customer potential & needs via visits/seminars/promotional activities/training etc., IN ORDER TO enhance customer awareness & ensure business growth.
•Customer Relation management : Co-ordinate pre & post sales service, address customer concerns, ensure timely response & communication, visit customers in order to foster long term customer relations
•Planning & Review : Propose annual business goals for group, manpower plans & deployment, Review SE performance, Propose business enhancing measures in order to ensure achievement of business goals.
•Order Acquisition: Identify & generate business opportunities, Technical evaluation, Cost estimations, Conduct techno-commercial negotiations, Ensure timely offers, follow up & acquire orders IN ORDER TO ensure linear order inflow at optimum sales margin.
•Order Execution: Ensure timely order execution as per customer requirements IN ORDER TO ensure customer satisfaction & achieve business goals. Technical analysis of Purchase Order, Support Drawing approval process, inspection & timely dispatch of materials as per customer specifications/ standards in order to achieve planned TO & profitability.
•Business Management: Guide and monitor acquisition & execution of business, participate in important technical & commercial negotiations, timely resolution of escalations in order to achieve OV/ TO/ SM.
•Channel Management: Review need for CP, Identify, appoint & monitor performance of channels, Propose termination of CPs, Develop technical & marketing skills of in order to achieve business targets and increase market reach in a compliant manner.
•People Management: Coach and mentor team, Knowledge sharing, Recommend training, Evaluate performance and recommend rewards, in order to generate optimal performance & retain talent.
•Market Intelligence : Track, document and analyze competitors’ activities & strategic initiatives and provide timely feedback to facilitate strategic response to competition/ market trends, Retention of updated Product information and Price lists to facilitate efficient business operation & strategy formulation
•Product Approvals : from Consultant, Govt utility board and contractors.
Channel Management/Customer Development:-
•Evaluating adequateness of Channel Partner network (41 Channel Partners) and make corrections / improvements.
•Issuing/Defining sales policy for Channel Partners and monitored implementation.
•Tracking of major CP performance w.r.t Target & recommended corrections.
•Approval for Channel Partner appointment / confirmation / termination.
•Channel Partner Training.
•Monitoring of Major Customer for actual w.r.t Plans; drive implementation / roll out of planned programs / initiatives.
•Pricing / product / service gaps and issues from market perspective.
•Presentations at customers place for product approvals, maintaining healthy relations at all levels.
•Benefit selling.
•Enhanced selling skills of Sales Engineers, seminars & exhibitions and dealer advertising.
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Unrestricted