Sales Manager

Full job description

The position is based in the South of India - Bengaluru region as the major OEMs like Triveni; MAN Turbo; Elliott; BHEL are in that region.

The primary responsibility of this position is to serve as main customer interface, satisfy customer requirements and increase business to existing or new accounts. Customer base is medium to large, with regional focus resulting in significant impact to the business unit.

Essential Functions

• Identifies and develops new strategic business opportunities with existing and/or new customers.
• Composes and executes opportunity win-strategy.
• Responsible for the development of complex multi-year account plans
• Identifies, maintains and documents strategic relationships inside the account and outside the account; meeting price, margin and growth targets with assigned accounts.
• Provides input regarding customer needs to the demand forecasting process.
• Accountable for forecasting revenue for profit plan, LRP and quarterly forecast freeze.
• Accountable to overcome shortfalls to revenue forecast.
• Leads account reviews (internal and external) regarding customer relationship management, forecast, margin maintenance, identify and mitigate potential business risks.
• Leads cross-functional teams through development and approval of proposals, including presentation to customer.
• Establishes proposal pricing strategies and cost targets.
• Develops the negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with Contract Operations Managers.
• Gathers, communicates and develops strategies to take action in response to market intelligence.
• Supports PMO to ensure successful execution of new product introduction programs.
• Responsible for negotiating business agreement/terms sheet; working closely with Contracts Administration on remaining terms (eg - standard terms and conditions) of contract.
• Provides mentoring to other sales members

Knowledge/Skills/Abilities

• Product Knowledge - Understands the impact of specifications on the features of Woodward products; Understands product and platform planning and portfolio management; Familiar with the manufacturing processes used to produce WWD products; Able to qualitatively assess the cost impact of product design features, development and certification approaches; Able to identify product configuration changes that impact product certification.
• Market Knowledge - Applies understanding of end user operations to identify how WWD products impact those operations; Assesses the impact each channel to market will have on the customer and WWD business case; Describes how OEMs' business strategies affect the industry; Applies understanding of industry maintenance as to how it affects cost of ownership to maintain WW products; Understands WWD's competitive advantages and disadvantages for each product type.
• Strategy Development - Identifies industry trends that create new opportunities for Legacy products; Develops new business offerings, value stories and engagement plans that convince customers to place orders for adjacent products.
• Proposal Development - Guide the teams working each element of the RFQ with the assumed customer proposal evaluation criteria and weighting; Determine the appropriate target "price to win" based on customer input, industry insights and competitive assessments; Able to perform a complete SWOT analysis; Aware of the basic terms and conditions found in industry contracts; Factors best and worst case market sustainability scenarios into business case modelling.
• Sales Fundamentals - Builds relationships adequate to identify and gain access to key decision makers and stakeholders; Identifies sales leads with real needs from market trends and data; Assesses the impact each channel to market will have on the customer and WWD business case; Guides customer to recognize and articulate their needs; Demonstrates the efficiency and low risk associated with how WWD's product delivers attractive solutions; Utilizes cross-functional team to rapidly refine the strategy; Balances the use of customer relationship (trust & respect) + offer value proposition to win the award; Outlines the sequence and presentation of WWD negotiation responses; Maintains a plan to connect or separate negotiations with open issues; Plans the sequence of questions to ask and material to be presented. Closes with clear action plans and follow up.
• Marketing Fundamentals - Articulately presents the value provided by features and capabilities of WWD product/service to customers; Able to estimate customer spend with WWD versus with other suppliers; Projects future product / service demand with known differences between historical and projected Market Indicators; Maintains frequent contact with sources of market intelligence to ensure each type of information can be readily obtained; Routinely finds compliant and creative ways to gather competitor attributes.

The candidate should have sufficient knowledge on Steam Turbines; Compressor Control and should also possess knowledge on Large Account Management. Should be well versed on Sales processes like CRM; Funnel Development. Should have very strong negotiation skills