Your Role
Grow the sales of Industrial vacuum product range of Edwards brand in Steel & Gas segments By creating strong market penetration, enquiry generation, increase presence & stay ahead of competition.
To become and remain market leader in steel & power segment for the industrial vacuum products of Edwards brand in the assigned territory.
As a salesperson, you are solely responsible for developing business of Edwards brand industrial vacuum pump solutions within the defined market sector which is Steel and Power allocated to you with an objective of increasing the sales, market presence and market share within the limits of Vacuum Technique structure and guidelines. Along with your sales target you will be responsible for following
Main Responsibilities:
- Serve customers by identifying their needs and engineering adaptations of products, equipment, and services.
- Provides product or equipment technical and engineering information by answering questions and requests.
- Establishes new accounts within the defined business territory by identifying potential customers and planning and organizing sales call schedule.
- Prepares cost estimates by studying all related customer documents, consulting with sales manager.
- Gains customer acceptance by explaining or demonstrating cost and operations improvements.
- Submits orders by conferring with technical support staff and costing engineering changes.
- Develops customer's staff by providing technical information and training.
- Prepares sales engineering reports by collecting, analyzing, and summarizing sales information and engineering and application trends.
- Assure success in the ambition to grow market share and increase consolidated profitability.
- Conduct forecast review meetings (C4C) and debt collection update meeting with sales Manager.
- Ensure optimum behaviour and performance of business with the region acting as first point of escalation of business resolution issues.
- Interact with the VIN (Industrial Vacuum) team to support the development of synergies, the consolidated results of the region and the performance of the Business Area allotted.
- Attend Monthly Review Meeting with your manager and keep updating the ongoing cases and highlight support required
- Manage distributors and brand management as appropriate.
- Ensure that the requirements of the statutory legislation, government regulations and Edwards policies are applied.
- Safeguard a safe and healthy working environment.
- Maintain existing customers with excellent technical support in pre & post bid stages.
- Develop and maintain close professional relations with branch, dealer, distributor and potential customers to attain goals.
- Develop and evaluate weekly and monthly sales reports.
- Monitor sales performance against growth objectives.
- Maintain an up to date record of customer's correspondences and contacts using the systems provided.
- Direct sales responsibility for all Power & Steel sector customers in PAN India.
- In charge of order receipt, project execution, order management & payment follow up.
- Identify the new customers & develop the business in the sector/region.
- To appoint, motivate & support the activities of company agents & distributors as required.
- To research potential customers, make introductory promotion visits, carry out Technical & Commercial negotiations to achieve set budget targets.
Dealer Operations Monitoring
- Identify, evaluate, select, appoint, train, motivate, reward, retain dealers for Steel and power segment in the potential territories
- Product training to dealer engineers.
- Keep them updated with relevant technical and product related information.
- Track dealer performance to ensure that they are performing all sales activities.
- Periodic review of dealer activities & performance against growth targets
Receivables
- Follow up on outstanding and other required statutory documents.
- Ensure compliance with bank guarantee, LC procedure.
- Coordinate with CSO and Accounts department for accounts reconciliation.
Key Challenges:
- Requirement to travel extensively across India, Handling end customers, OEM's, EPC's of Steel and Power segments
- Maintain good rapport and alingment with colleagues from Edwards industrial vacuum team to share and receive the market information and support to grow mutual business goals
- Consistent report to management about the current and future opportunities and plan
Location : Delhi
Reporting : This role reports to the Business Development Manager Steel and Power
To succeed, you will need
- A degree level qualification in Mechanical Engineering or related discipline.
- Relevant Previous experience : 3 to 5+ years experience in capital goods sales like compressor , vacuum pump & rotary equipment. Knowledge of Power and steel segment customers and application is an added advantage.
- Knowledge areas/Skills : Value selling, Negotiation skills, Building Relationships, Self motivated, Sales execution skills.
- Other requirements : Energetic/Self driven, Profeincey in English & Local Languages. Ability to travel extensively as required by role
- Knowledge of vacuum pumping systems (water ring, Oil Lubricated and dry vacuum pumps), rotating machinery etc.,
- Analytical techniques and computer literacy.
- Strong written and verbal communication skills in English and speaking skill in both Hindi.
- Good administrative and personal disciplines to handle multi-task, time- constrained activities, driven by customer requirements.
- Ability to work as part of a team.
- Strong presentation and negotiation skills.
- Self-starter and motivator with a committed approach to meeting the goals of the division
- The Sales Engineer shall be preferably conversant with the territorial/customer requirements to ensure that Edwards vacuum pump products and services are tuned to their needs and to maximise the business and profitability and sustain growth in line with overall company strategy.
- The Sales Engineer must be able to interact and influence with various other departments like customer value chain team, Systems & Solutions team as well as with all other levels internally and externally in order to forge effective working relationship necessary to grow the business in allotted territory.
- Presentation skills required to project his/her business plan to management
In return, we offer you
- Have multiple interactions with different stakeholders internally and externally
- A culture known for respectful interaction, ethical behavior and integrity where sustainability matters
- Potential to see your ideas realized and to make an impact on technically interesting projects
- New challenges and new things to learn every day
- Plenty of opportunities to grow and develop
- Global job opportunities, as part of the Atlas Copco Group
City
Pune
Hiring Manager
[email protected]
About Edwards
Edwards is a leading developer and manufacturer of sophisticated vacuum products, exhaust management systems and related value-added services. Edwards solutions are integral to manufacturing processes for semiconductors, flat panel displays, LEDs and solar cells. They are also used within an increasingly diverse range of industrial processes including power, glass and other coating applications; steel and other metallurgy; pharmaceutical and chemical; and for scientific instruments in a wide range of R&D applications.
Edwards has over 4,000 employees worldwide engaged in the design, manufacture and support of high technology vacuum and exhaust management equipment. Edwards has state-of-the-art manufacturing facilities in Europe, Asia and North America.
