Job Description: Sales Role

Position: Sales Role - Channel / C & M / Direct / Projects

Reporting to: Area Sales Manager

Key Purpose of the Job :

• The Sales Engineer is responsible for achievement of sales targets for assigned product ranges in allocated
• geographies directly as well as through dealers. Generating leads, cold calling, closure of sales deals and
• handling sales collections including receivables & 'C' forms are critical to the role holder. The role holder
• is responsible for arranging dispatches for customers / dealers as per delivery terms. The role holder also
• has to ensure periodical feedback on assigned dealer performance on parameters include sales / stock
• levels, enquiries, order lost and other parameters.

Educational Qualification / Experience required :

- Graduate degree in Engineering

- Experience of 3 to 5 years in industrial sales, channel management for Channel, C&M Sales experience

from Construction & Mining equipment companies

- Experience for C&M Vertical & Direct includes handling of large individual accounts, project handling

experience, knowledge of drawings, tendering processes

- Should possess knowledge of compressor terminology

- Should have proven track record of closing sales deals

Key Responsibilities :

1. Responsible for achieving sales targets as per plan and budget

2. Responsible for collection of payments and 'C' forms from customers/Dealers

3. Coordinate for delivery of products and handle sales activities to ensure closure of sales deal

4. Handle customer queries, interactions to build customer relationships

5. Responsible for maintaining and updating sales MIS, preparing reports, etc.

Task Analysis:

Indicative Tasks

1. Responsible for achieving sales targets as per plan and budget

Prepare detailed annual, monthly sales plan based on targets, product

segments, market, industries as approved

Competencies

'- Knowledge of

Compressors

- Knowledge of Industrial

Sales

- Knowledge of Dealerships

& Dealer Management

- Knowledge of Market &

End Customer

- Being interpersonally

effective

- Being customer centric

- Negotiation

- Planning for results- Influencing & persuasion

- Process & operational

excellence

Collect, analyze, and utilize market intelligence on competitive products,

customer needs and buying trends / patterns

Establish, maintain and leverage relations with external parties, such as,

dealers, project consultants, agencies to achieve sales targets

Ensure sales expenses related to travel, conveyance, others are within budget

Provide support in organizing and executing promotional campaigns

Channel Sales/ C&M Sales

Plan, set sales targets for dealer engineers as per budgets and approvals

Prepare sales plan for dealer engineers and provide support, as necessary

Accompany dealer engineers for customer visits and provide technical

support as necessary (for example, product information, negotiating with

customer, etc.)

Communicate information related to dealer policy, change in price, product

knowledge, new products launched, etc. to dealer engineers in an effective

manner

Track and monitor inflows, sales, inventory levels with dealers

Dealer report/analysis on monthly basis

Track and report on dealer activities including Order Inflows, Billings,

Stocks at Hand, Order Lost etc as per Dealer Report

Direct Sales

Identify customers with requirements for direct product ranges

Respond and follow up on leads from all sources

Understand requirements of potential customer and make recommendations

best suiting customer needs

Conduct first level negotiations with customer on product price, product

customizations, as appropriate

Coordinate with customers on approvals for scope, drawings and other

documentation

Coordinate with Projects, Engineering for customizations, design approvals

to receive / provide customer feedback and inputs

Projects

Identify new / potential customers in designated area (for example, by being

aware and updating oneself on new / upcoming projects, companies in the

area)

Coordinate for pre-tender, tendering activities with the projects team

Prepare documentation for tendering / bidding activities for submission

Participate in discussions for firming of sales order, as necessary

Post Order activities like drawing submissions, clarifications, approvals with

OEM's, End Customer

Arranging inspections, dispatch clearances, payments as per timelines

Coordinate for site work, pre & post commissioning coordination with after

market, customerClosure of Project Sales by getting last payments, BG's, Forms etc

2. Responsible for collection of payments and 'C' forms from customers

Collect Purchase Order (PO) and advance payment from customer as per

order

- Knowledge of Functional

IT Applications

- Process & operational

excellence

Prepare invoice copy and ensure accuracy of details (for example, product

specifications, quantity, payment terms and conditions)

Provide customer with invoice copy and follow up for payment as per

payment terms and conditions

Follow up with customers for collection of 'C' forms as necessary

Provide collected payments to branch accounts, follow up for deposit and

closure

Escalate issues in payment, discrepancies, default in payment dates, etc

3. Coordinate for delivery of products and handle sales activities to ensure closure of sales deal

- Knowledge of Industrial

Sales

- Being interpersonally

Coordinate with HO for update on completion of order

effective

- Process & operational

excellence

Coordinate with customer and HO for scheduling dispatch of products

Provide inputs to customers on delivery schedule and installation details

Escalate to customers / respective teams in case of delays / issues with

delivery

Ensure consignee copy / transporter copy has been obtained in order to

acknowledge delivery of the equipment

Maintain records of paperwork such as LR, invoice, purchase order copy, vat

declaration copy, indent copy, etc

Coordinate and provide support for aftermarket activities

Provide details to customers on Customer Care System (CCS) for

aftermarket service

4. Handle customer queries, interactions to build customer relationships

- Being customer centric

Establish rapport with customer, understand customer's queries, business and - Influencing & persuasion

needs

- Knowledge of Market &

End Customer

Update customer regularly on progress and account status

Make periodic courtesy calls / visits to customer and determine future needs

and requirements of the customer

Update and maintain current list of potential customers develop rapport for

further progress

Provide customers with brochures, product details as and when related

product ranges are launched

Apply feedback / inputs provided by customer to increase customer

satisfaction and delight

5. Responsible for maintaining and updating sales MIS, preparing reports, etc.

Record sales lead generation related activity (for example, cold calls made, - Knowledge of Functional

client visits, enquiries generated, etc.)

IT Applications

Update status on sales (lost/won/deferred/dropped) of enquiries generated inenquiry register

Input and update status of sales orders in the sales MIS

Provide market intelligence and competitor activity report for the

geography / product line

Prepare sales report, ad hoc reports as and when required