Territory Sales Manager, Reflectives - West

Avery Dennison · India

Key Responsibilities:

• Achieve Sales target (monthly, quarterly, annually), throughput target and outstanding collection targets
• Responsible for setting up revenues and channel partners network by achieving sales objectives by adding new accounts and growing existing accounts
• Develop a thorough understanding of market conditions (e.g., current customers, potential customers, competitors) in assigned territory, and develop a strategy to achieve revenue goals.
• Proactively identify new business partners using screening techniques, referrals, and prospecting to potential customers within territory.
• Closely working with key contractors in the Traffic, Highway, Infrastructure segments for reflective solutions
• Present to the various govt agencies (Like NHAI, PWDs. Municipal Corporation, RTOs, Transport Corporation, Metro Rail etc) to specify Avery Dennison reflective products and be able to respond to technical queries.
• Work with the key stakeholders in the industry - End Client/ Contractors/ Consultant/ Convertors in order to increase sales and improve brand image.
• Uncover and assess customer needs and develop and execute Value Proposition
• Provide product recommendations, samples, technical support, pricing and service information on demand.
• Establish pricing programs and strategies. Secure optimum product positioning within target accounts.
• Working with Support functions - Procurement/Supply Chain (Forecasting sales & ensuring material availability), Credit & Finance (Collections and profitability), Planning & Despatch (Ensuring smooth material deliveries).
• Look for opportunities wrt existing product range (for OEMs/ Private sector/Infrastructure companies)
• Prepare periodic sales/ project reports as per the requirements.
• Maintain a sales and activity tracker in Salesforce
• Maintain Opportunity pipeline and regularly update every week with a visibility of conversion & realisation on monthly and quarterly basis in Salesforce
• Responsible for creating/ renewing effective sales agreements. Work on quarterly/ yearly rebate schemes.
• Work with the Marketing organization to devise marketing strategies, programs, local collateral etc.
• Present the organization at various forums leading to strong networking.
• Collaborate with business partners for exhibiting during exhibitions/ other events.

Qualifications & Experience

• Bachelor’s degree in Engineering / Science with MBA is preferred
• 12-15 years relevant experience in B2B Sales & Channel Management
• Experience in dealing with Government departments (like NHAI, PWD, Roads & Buildings, Municipal Corporations, Public Sector etc) is preferred.
• Experience in working in Infrastructure, Road Sector and Ancillary Industries preferred
• Travelling: 10- 15 days in a month