Area Sales Manager

JOB DESCRIPTION

(Role, Responsibilities & authority)

Role(Position)

Account Manager (3 – 5 yrs experience)

Area Sales Manager (6 to 11 yrs experience)

Department/Process

Business Development and Enterprise Accounts. 

Reports to

Regional Manager, BD & EA

Location

Delhi, Mumbai,

Qualification

Degree/Diploma in Electrical/Electronic and preferably an MBA from a reputed institute with 3 to 6 years for Account Manager & 6 to 11 years for Territory Manager in Lighting/similar Electrical/ Electronics or any Building Matl Industry.

Experience & skills

• Extensive experience in Sales / Business Development.
• Should have hands-on experience of creating specifications with architects, lighting consultants and Govt officials. Also driving approvals.
• Extremely Good communication skills and ability to manage team for complete cycle from Lead generation to collection.
• Should possess commendable & proven networking ability.
• Should have handled Key Accounts and must be familiar with equity mgmt in KAM at all levels.

• Should have worked on long terms / long drawn opportunities. Thus should have a proven experience of ground work on enquiries to happen now onwards untill orders matures in two quarters later. Which means effective working on long sales cycle projects.
• Experience preferably in Lighting or allied industry – essentially B2B / projects centrics. Pref must be from an engg BD background – should be able to handle the subject technically.

Primary Function

Managing the set objectives of revenue management, collections, team management and other disciplines.

Responsibilities:

• Do or Die : Achieve Business Plan for Specifications in the specified area of operation / customer markets
• Should have good experience in making Specifications with Architect and / or Govt Deptt officials. Either by way of technical pre tender specs, or driving strong  preference by way of relationships.
• Work closely with Sales team and Marketing teams.
• Performance Management - To drive the business and plan assigned to vertical. 
• Achieve Business Plan for the specified area of operation / customer markets
• Use CRM for effectively sales data management. 
• Ensuring market development
• formulating & implementing Promotional Plan for defined area of operation
• Networking & building relations with key specifiers (Architects,  Electrical Consultants, CPWD and other Govt officials and customer of this Area)
• Mapping and evaluating - Lead Generation & conversion
• Drive customer acquisition & Large deals
• Handing over the baton to Sales, once a complete ground work for the

Authorities (empowered to take decisions)

• Suggest new accounts on which he / she can work.
•  Sales promotion programmes with necessary approvals.

Additional Details ( if any)

Good presentation skills.

Very very strong communication skills

Aggression in internal follow up for material / prices / internal support.