The Target market & Area for this position:Area Sales Manager for Industrial Markets in India with dedicated focus to Off-
Highway machineriesIn this position, the candidate is the main contact person and coordinator between the
customer/sales partners and for all commercial and technical activities as well as
for quality assurance.
The candidate has the responsibility for "never- ending improvement" and is accountable
for the quality of his/her work.2The candidate is responsible for communicating and checking all customer requests and
requirements and to make sure that those are met, keeping interest.
Main Tasks1. Attention to Customers / Sales partner
 Organize frequent visits to customers / Sales partners
 Write visit reports and carry out necessary activities implied by these
 Establish personal contacts with customer`s decision makers
 Collect feedback from customers and propose most appropriate solutions
 Lead the Change Management and related Price negotiations
2. Market Development
 Acquiring new customers
 Visit exhibitions and trade shows to identify new potential customers and to
understand sales-related market trends
 Conduct and provide market data
 Estimate market potential and develop market strategies
 Verify and control sales targets
 Trace and inform company about new demands and market trends in the
region3. Quotations / Contract Reviews
 Determine payment- and delivery terms
 Prepare and send quotations, follow ups
 Negotiate prices
 General Contract Review4. Interface Application Engineering
 Clarify technical customer requests in collaboration with Application Engineer
 Coordinate projects between customers, Application Engineer, Center
of Operations worldwide, especially for new developments3 Find and verify potential new applications / Fill the Innovation Ideation
Pipeline
 Initiate sample orders and follow up
 Coordination of drawings, specifications as well as requesting customer
approvals (sign-offs)5. Setup and Management of Sales Partner Network
 Find and select potential sales partners for specific market segments and
regions
 Manage existing sales partners
 Develop sales partners' sales skills through organizing training sessions
 Give basic product training for sales partners and customers
6. Competitor observation
 Observe competitor activities by understanding their product range, talking to
existing and potential customers, collecting marketing information, visiting
fairs, etc.
7. Others
 Support Finance in overdue payment collection
 Regular use of CRM-, SAP system, etc.
 Coordination of claims as per internal guidelines
 Support strategic projects on demand
 Creation of management reports accurately reflecting the situation and
necessary actions
Experience required
 Technical degree or Commercial degree with technical understanding
 Sales experience required preferably in the field of Agriculture & Construction
Machinery
 Proven track record of achieving or exceeding sales targets
 Experience in managing and developing customer accounts
 Experience in negotiating commercial terms with customers4
 Basic SAP knowledge preferred
 Microsoft office fluency
 Fluent English
Personality Traits
 Team player
 "Owner" mentality - interested and motivated to tackle all related issues
 Able to work in a multi-cultural environment
 Clear understanding of providing a value proposition
 Ability to give and take "feedback"
 Ready for extensive travel within India
Educational and Experience requirements
 Bachelor' in mechanical engineering (BE) at the minimum.
 At least 5-7 years of professional experience in the field of application
engineering or project engineering. Exposure to on-the-job training and
certifications are added advantages.

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