Area Sales Manager

Job Function : Field Sales

Job Family : Sales

Job Title : Area Sales Manager

Reporting : Regional Sales Director

Location : Coimbatore

Functional Objectives

• To develop and grow both existing and new business within the target market sectors, via any channel, of the HARTING products.
• Contribute to HARTING’s long term growth expectations with strong profitable sales growth within the territory.
• Use Sales Methodology of the Company and its Ideal Sales Process (Solution Selling/Opportunity Centric).
• Input and regularly maintain forecast information for the area of responsibility.

Roles and Responsibilities:

• Sales & Marketing, Business Development for Railways, Metros, Signalling
• Establishing product pricing, sales/ revenue targets and performance reviews; and account review/planning/Forecast.
• Steering business operations for the profit center with a view to realize pre-planned sales and revenue targets; formulating profit center budget for operational / business development activities
• Dealt with customers like Alstom, Siemens, BEML, GE, CAF, CGL, BHEL, RDSO, CLW, DLW, DMW, Kolkata Metro, DMRC, CAF, TWL NCRTC, MCF, RCF, ICF, Electric and Diesel Loco Sheds , Regional Railway HQ & Sheds.
• Management and growth of the business within the defined territory with existing and new customers for the complete range of HARTING products and solutions
• Managing and sustaining the sales funnel according to the Ideal Sales Process
• Development of system solutions with the customer, including all HARTING products and services, as well as the use of third-party products
• Professional project management (internal and external) and coordination of key customers on a local and international level
• Presentation of the HARTING Technology Group, as well as technical and business management special topics
• Monitor, communicate and regularly report on competitor activity within Markets and Customers
• Ensure CRM for area of responsibility is fully always maintained
• Develop business with local Distribution/Agents Network (if applicable)
• Coordination of technical support for Distribution/Agents in conjunction with the Product Managers / Product Specialists
• To implement and maintain all contract and purchase agreements for the area
• Demonstrates convincing technical and commercial arguments when negotiating contracts with the Customer
• Share Product, Application and Market knowledge to aid the development of the total company.
• Ensuring Customer Complaints are progressed to the appropriate Internal dept and outcomes communicated in a timely manner

Education and professional knowledge:

• Qualification in Electrical Engineering, Communications technology, Mechatronics, or Instrumentation Engineering.
• Must have selling experience to Machinery, Energy, Railway or process industry customers.
• Knowledge of Connectors / Cables / Cable assemblies in Machinery and Robotics, Energy or Railway market is desirable.
• Previous experience in Solution Selling, Complex Sales, Applications in similar Industry
• Project Management
• Excellent communication and social skills
• Good English knowledge (written and verbal)
• PC skills (MS Office, Internet) also Business Reporting and CRM tools
• Ability to work on own initiative and as part of a team

Culture Competencies:

• Become better everyday
• Break new ground
• Champion customers satisfaction
• Demonstrate ownership
• Trust and collaborate