Area Sales Manager

Business

Access - AWP

Job Title:

Area Manager

Grade:

Location:

Chennai & Bangalore

Maintaining & improving the business in terms of revenue & client base for region assigned in line with company expectations & pre-defined processes

·   Generating leads & qualifying the same up to Sales Enquiry stage & publish the Leads Report on monthly basis

·   All new client data updated within 48 hours & weekly updates of client visit data in Salesforce

·   Ensuring Sales Enquiry is progressed into Order Closure stage & publish the Sales Report on monthly basis

·   Publish Quarterly Competitor analysis in predefined MIS format to management to highlight information on New Entrants/ Competitor in Market

·   Ensuring adherence to Monthly Sales plan created by using the Market Research Analysis

·   Creation & Review of Monthly, quarterly & annual product wise/ region wise sales forecast with Management

·   Minimizing deviations from Gemini's pre-defined norms about Final Terms & Conditions mentioned in Order & publish monthly Order Deviation Report

·   Ensuring all invoices are created as per timeline specified in the customer purchase order & submitted to right person on client side

·   Ensuring payment collection of all invoices on or before due date by following up with clients for pending & upcoming invoices,

·   Ensuring 100% adherence to predefined quarterly calendar for Key Customers Visits

·   Generating New References/ Leads/ Revenue from cross-selling to current active/ dormant customers (Reviewed via Sales Reports, Targets not set currently)

·   Ensuring all Client feedback/ concerns & acknowledged & resolved as per the pre-defined timelines (SLAs) (To be Reviewed via Customer Feedback Reports, Targets not set currently)

·   Ensure closure of Client Grievances in optimal way based on client confirmations for Cause, Cost & Timelines for resolution activities

·   Ensuring Liquidation of unsold inventory as per Monthly Inventory List

·   Ensuring 100% adherence to Departmental Budgets

·   Improving Team member performance by regular reviews of Team Members vis-a-vis performance, skills & behavioral requirements of Gemini

·   Ensuring 100% Adherence to Departmental SOPs for all activities within Sales & BDR Department (No SOPs in written format currently, to be updated in next 3 months)

·   Ensuring 100% adherence in all quality checks/ audits conducted by internal/ external agencies

Provide Support for:

·   Quarterly Market Research presentation to management for Identification of trends, opportunities & threats for Gemini based on Market Research Analysis

·   Weekly/ Monthly Invoice Report, with payment collection details to submission to management to expedite collections

Qualification

B.E (Mechanical)

Experience

5-10  Years (Experience of Capital Equipment Sales)

Competency

Attribute

Market/ Competitor Knowledge

·   Understanding of market trends from the study of industry players

Networking Skills

·   Ability to interact with customer's influencers and assess the new trends and business opportunities

Customer Relationship Skills

·   Ability to maintain relations with mid-level members on customer side

Technical Skills

·   Understanding of applications of industry products

·   Ability to explain value additions by Gemini product

Commercial awareness

·   Understanding of basic payment & invoicing terms

Data Entry & Management

·   Data Entry Discipline

MIS

·   Awareness of ERP / CRM Packages

MIS Reporting Skills

·   Timely Generation & collection of MIS Reports

Product Knowledge

·   Detailed specification of products & its application & usability in the current solutions

·   Ability to explain advantage of Gemini products over competitor's

Influencing Skills

·   Ability to influence product selection decision on user side

Negotiation Skills

·   Ability to convey customer for standard Gemini T&C & Understand customer point of view in case of disagreement

Objection Handling

·   Ability to handle standard objections as per SOP & forward rest to higher up

Strategy & Planning Skills

·   Ability to analyze & create day/ week plan for customer visits based on revenue possibilities

Competency

Attribute

Attention to Details

·   Is conscientious about the accuracy of data; documents errors and gets them corrected

·   Holds people in own department / area of work responsible for checking the accuracy of their own work and work of others

·   Carefully monitors the details and quality of own and immediate team’s work

·   Identifies discrepancies or inconsistencies and analyses work in detail to identify cause for discrepancy

Communication Skills

·   Shares information on time and follows up with team

·   Communicates in an assertive manner (not arrogantly)

Continuous Learning / Quest for Knowledge

·   The ability to learn continuously and quickly under all circumstances and situations

·   Willingness to experiment and continuously acquire new knowledge and skills through multiple methods like reading / experiences / reflection / feedback etc and apply them to first time situations or unfamiliar tasks

Planning & Execution

·   Plan and schedule tasks so that work is completed on time.

·   Review and monitor to ensure work is performed accurately and completely.

Readiness to Change

·   Effectively change plans, goals, actions, or priorities to deal with changing situations

·   Be flexible towards work approach to guard the larger interest of company goals

·   Be open to considering new ways of doing things

Team Management Skills

·   Collaborates with other team members and puts in best effort to meet timelines of task

·   Gives credit to individuals & acknowledges contribution of others

·   Provides support with resources & ideas to team members, wherever required

·   Work through conflict constructively and Build toward consensus.

Creativity & Innovation

·   Offers new and different options to solve problems or meet client needs.

·   Promotes and persuades others to consider new ideas

Leadership

·   Serves as a role model that other people want to follow

·   Anticipates and resolves conflicts by pursuing mutually agreeable solutions

Negotiation Skills

·   Generates multiple alternatives to a problem to meet the needs of other stakeholders

·   Works to achieve win-win outcomes that others can accept

·   Appropriately recommends settlement strategies to arrive at a mutually beneficial closure

Networking Skills

·   Demonstrates a willingness to learn about and from others

·   Is Observant and open minded towards other people

·   Builds and maintains effective and constructive working relationships, partnerships or networks of contacts with people who are, or might someday be, instrumental in achieving work-related goals

Service Excellence

·   Demonstrate a desire to understand customer needs, internal as well as external and acknowledge the same

·   Align and provide services based on customer feedback.

·   Escalates on noticing mistakes being made / Does not compromise on quality