Regional Sales Manager - AFM Fans End User (Cement & General Industries)
Howden
Pune, Maharashtra
Permanent
Full-time
30 days ago
The Big PictureHowden are a global engineering business who focus on providing clients with industrial products that help multiple sectors improve their everyday processes. Howden’s core focus is on providing quality solutions for air and gas handling, and have over a century of experience in doing so.This position will drive business growth and profitability by leading the Sales in a global market place and in contact with the regions. The Team Lead Sales is responsible for leading the Compressor and Fans Sales teams and driving the growth of the business. This position is for the one who enjoys working in an international and challenging environment.What Needs To Be Done?The Regional Sales Manager shall drive business growth and profitability for Fans End User Market Segment within the region which comprises mainly New Equipment Sales, Retrofits , Spares , Services / AMC / LTSAs, Repairs and digital solution (Uptime)Proactive management of the customer base to obtain customer RFQ’s, to position Howden as a preferred supplier and to drive profitable growth of bookings.Promote / Market Howden Products (Fans) & Solutions to existing as well as develop new customers / markets.Collecting, ranking, analysing and evaluating information about existing and new markets, customers, competitive relationships, products.Communicate Market Expectations from End-users as well as competitors / other OEM’s information & Define the strategy to increase the penetration (Using tool viz. SABRE).Initiate and implement improvement initiatives in line with the strategic direction.Development, improvement and monitoring of Funnel and Order ConversionEnsure Regular visits to Customers & Review New Enquiry Generation.Identify the Key Accounts and allocate the same within the team (Using tool viz. Boston Matrix).Enquiry Generation, Funnel Management, Contract Negotiations, and Contract Closure.Follow the Howden Guidelines on Contractual conditions & Payment Terms – for all Spares, Field Service, Repair, Revamp, Retrofits requirements of Product Business Units.Ensure On time response to customer RFQ, TQC and others.Clearly communicate the Expectations & provide timely Reports via regular review calls.Escalate the issues adversely affecting business in time with counter measures.Ensure SOX Processes are followed and accuracy of data in the CRM system is maintained.Reporting on opportunity funnel, Booking forecast, and variance with respect to budget to protect business interests and mitigate risk.Support for on time receipt of outstanding paymentsCollaborate closely with Proposal / Operations team on Revamp / Retrofit Solution, Long Term Service Agreements, Rate Contracts (ARC/AMC), Up-time bookings.Annual Budget (Targets) Planning and ensure smooth Execution.Define the KPIs and ensure regular review via. Workday.Undertake initiatives in time to ensure that KPIs and or targets are achieved (Using Apex Tools)Conduct periodic Customer Satisfaction SurveysLead and promote a continuous improvement cultureEnsure an integrated solid EHS performance and development of an interdependent safety cultureWhat Do You Need To Bring?Relevant degree within Engineering / BusinessExperience from similar role of 10+ years coupled with broad experience of Aftermarket business within engineered rotating products viz. Centrifugal / Axial Fans, Blowers, Compressors, Steam Turbines etc.Relevant commercial business experience with engineered products, as well as services and in managing sales in Cement & General Industries.Experience of working across multiple locations and cultures, understanding the constraints and working culture within themSelf-Starter and strong capabilities to deliver results and to build cross-functional teamsStrategic focus with the ability to analyze, formulate and implement strategiesGood team playerStrong inter-personal skillsPragmatic, no-nonsense approachSets personal deliverables and works to high standardsAccurately captures, analyzes and communicates informationGood communication skills at all levels, written and verbalAbility to multi-task and prioritize workAdvanced competency in MS Office, including Word, Excel, Project & Power PointWhat Will You Get in Return?You will have the opportunity to work for a global engineering organization in a challenging and dynamic role with great development opportunities. We offer a competitive salary along with a great benefits package.The advantages of working at Howden:Worldwide business – Liaise with our colleagues in 27 countries.We offer global and local opportunities– 6000 employees and world leading engineers, who create cutting edge developments – You will be a part of over 160 years of innovation and development that continues today with our digital solutions. At Howden we have a strong corporate identity and purpose – You will be a member of our team, shaping the future of the world and tackling some of the most pressing issues facing the planet.Our products and organisation are Revolving Around You – Our culture promotes individualdevelopment to enhance our most important asset – our people.
