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Form of workDescription
Job Title:Sales Area Manager / Regional Manager
Grade: Manager
Location: Mumbai
Company: Hitachi High-Tech India Pvt. Ltd.
Salary Range: As per the industry
Company Overview:
Hitachi High-Technologies specialized scientific instrumentation portfolio with Oxford Instruments’ rich 45-year heritage of innovative analytical instruments and services.
Job Purpose:
Assume responsibilities of achievement of budgeted sales, margin realization, payment collection, key account management, application support.
Job Roles & Responsibilities:
Product Promotions and comprehensive Market coverage.
Generate Sales Leads and convert into opportunities.
Understand customer applications to suggest suitable products and solutions
Conduct demonstrations as may be necessary,
Prepare and issue quotations.
Funnel Management with help of CRM and monthly reporting.
Application support for existing and new OES/ XRF customers, wherever required.
Uphold HHA /HHT Brand integrity with end customers / within distributors / agents and operate in a manner consistent with the HHA /HHT brand values.
Propose and contribute in marketing initiatives, eg direct mailing, trade shows, conferences and advertising.
Ensure end-user customer satisfaction, taking corrective action as necessary.
Propose and agree targets for: Sales by product, market segment, product mix, cash collection and gross margin. Propose and agree strategic objectives in region.
Provide regular reports in an agreed format.
Achieve the agreed targets, within an agreed expense budget.
Build and maintain close and effective working relationships with team members.
Closely work with Sales, Service, Product and Marketing teams to help to create regional business and marketing plan to increase regional growth.
Interface with existing office team.
Maintain professional awareness of relevant external technical and business developments and of competitor activity.
Indicative Performance Measures:
Sales volume and value
Bid/ win ratio
Sales/ cost of sales ratios
Gross margin (or equivalent)
Application knowledge on Spark OES / XRF
Profitability
Product mix
Customer mix
Cash collection
Relationships with key customers
HHA/HHT Brand integrity.
Qualification:
Relevant technical degree preferred or business degree if appropriate market experience can be demonstrated.
Science/Engineering Graduate
Professional Skills/ Abilities:
1. Technical:
Understands and manages within a technical environment.
Able to develop direct and channels for the business.
Able to work & do sales & marketing work in direct sales, distributor & channel management environment.
Able to explain the technical features, advantages, and benefits of relevant products. Studies and understands competitive market scenarios and growth opportunities for the products assigned for sales.
Over 5 years working experience in OES/ XRF in related industry.
Able to conduct demonstrations and discuss applications at customer sites.
Strong application knowledge of Titrator products in Pharma, on-pharma Petrochemicals / commercial testing labs / academia etc. Additional knowledge on Elemental Analyzers and general analytical instrumentations application would be considered as an added advantage.
2. Financial
Understands the key factors which influence the performance of own area of the business. Evaluates activities and decisions from a commercial perspective, achieving short-term financial efficiency and longer-term business objectives.
Understands the relevant market dynamics and economic factors influencing business scenario.
3. Marketing:
Has an appreciation of the external marketplace and its requirements and appreciates the importance of providing feedback mechanism to central marketing. Applies this to own planning and decision making.
Adept at exploiting distributor strength in developing Hitachi brand image and awareness.
Maintain established business reports with customers & prospects.
Has experience in working with global companies and familiar with working culture like business development, reporting’s, escalations etc.
Personal Qualities:
Experience of high technology environment, or experience of working with a Distributor in the relevant industry sector. Experience of working in across South Asia region is must. Fluency in English (written and spoken), Hindi and well versed with at least one of the prominent local languages.
High personal credibility within the own company & distributors and end-user customers.
Willing to travel up to 80% of their time.
Proficient PC / IT skills including MS Office, other sales & marketing online tools especially Sales Force like CRM tools.
