Deputy Manager - Sales (Oil & gas /Marine / Heavy machinery)

Key Results (What will I be accountable for?)

Activities (What will I do?)

Secure Sales of INR 50 crores in 1st year, and 30% increase YOY over the next 3 years from Engine spares & services and engine management solution

• Identify & Prospect new opportunities for new & existing list of prospects like Zakhar; Kotug,INV, Maridive, Stanford, Selective Marine, KDC etc
• Understand customer requirements and needs to provide tailored solutions.
• Visit decision makers of existing accounts (territory India & Dubai)
• Handle objections and drive negotiations for hot opportunities (opportunities above 15 lakhs)
• Close sales to add target throughput (INR 16cr)
• Use rapport to help team to secure the advance payments on time

Expand New territories

• All Engine spares & services, ZP spares & services as per enquiry framework & Engine Management Solution (ECMS)

Build Database of Customers to build pipeline for future

• Maintain Customer Data in CRM software and create projections
• Provide intelligence to ops/engineering team for preparation of quote and proposals

Knowledge/Skills/Behaviors the Candidate Should Possess:

Knowledge/Skills/Behaviors

Must Have (M) /

Nice to Have(N)

Knowledge (Functional and Non-Technical):

• 6+ years of experience in sales: prospecting, need creation, follow up, closing sales, account development and customer relationship management.
• Track Record of adding 3-5 NEW Customers OR 2 cr from new Customers per year over the past 2 years
• Experience with using CRM software(s)
• 2+ years Experience in selling engine spares/services in marine/oil & gas sector
• Should have achieved 80% of sales target on year on year basis

Skills (Functional and Non-Technical):

• Excellent communication skill (written & verbal)
• Ability to articulate thoughts and ideas, make presentations in English
• Negotiation skills and ability to convert RFQ to Purchase order

Behaviors (Technical and Non-Technical):

• Hunger for Sales, Growth and Closing Deals
• Should be organized, process oriented with strong follow up skills
• Driven to build relationships with Customers and sell solutions.

Challenges of the Role

1. Dynamics of opportunities are constantly changing & need to be on top of it continuously
2. Time is the essence of this market.Hence response needs to be prompt
3. Cost sensitive as well as time conscious market
4. Successfully negotiating with customers at all management levels

   Role & responsibilities

Preferred candidate profile