Sales Manager - Rigids PU (Construction)

Objectives of the Position

Sales:

• To plan and direct sales and marketing activities in a specific Zone (major geographic area)/ construction segment in order to achieve agreed sales volume, pricing, margins and selling cost objectives by implementing consistently the overall sales strategy, using technical, organizational and customer knowledge.

  
  
  

• To ensure timely payment of receivables from customers

  
  
  

• In addition, provide inputs and participate in the marketing, market planning and technical development of products and services.

  
  
  

Specifications and BD:

• Establishing rapport with Specifiers - architects, consultants and designers in public and private organizations in particular with RDSO, EIL, HPCL, ONGC and know about all their upcoming projects.

  
  
  

• Focusing on Specifiers in chosen segments for specification selling in line with our Segment Strategy, to get our systems specified at the design stage of projects.

  
  
  

• Generation of sales potential (Volume) meeting quarterly and yearly targets through specification of our systems and through breaking competitors’ specifications in our favour.

  
  
  

• Assisting in organising technical seminars, etc to key Specifiers organisations.

  
  
  

Main Tasks

Sales:

• Stimulate and develop market intelligence to pursue market growth and deepen market penetration, e.g. attracting new customers (including distributors), applications, and innovations.

  
  
  

• Take responsibility for the overall sales process and coordination of interfaces to other departments/functions.

  
  
  

• Monitor & control local DSO and DIV

  
  
  

• Develop, implement, and monitor agreed sales strategies (including pricing implementation)

  
  
  

• To maintain strategic long term business relationship with customers

  
  
  

• To Provide timely Forecast accurately & make close co ordination with SCM to manage the RM and FG stock effectively.

  
  
  

Specifications:

• No. of specifications achieved Vs objective in targeted key organisations and their potential sales value.

  
  
  

• Knowledge of construction related problems and system solutions.

  
  
  

• No. of new consultants / specifying organisations with whom rapport has been developed.

  
  
  

• Acquired level of market intelligence.

  
  
  

• No. of internal and external communications Vs Objective

  
  
  

Additional:

• Key account Manager for global & regional key accounts and act as point of contact for Oil and Gas industry.

General:

• Promote BASF at various trade platforms, customers by attending exhibitions, Technical days, seminars etc.

  
  
  

• Consistently and continuously exhibit safe behaviour at driving, project sites, offices and for self and others.

  
  
  

Minimum Education and qualification required for the Position

Education: B Tech.  

Working Experience: 10 years of experience

Technical & Professional Knowledge:

1. Core skills: 

• Conflict  Management

  
  
  

• Broad Thinking & taking Corrective actions proactively

  
  
  

• Work Management

  
  
  

• Should be team player

  
  
  

• Good Knowledge on cost analysis

  
  
  

2. Job-related preferred skills:

• Connect with Key Influencers in Government organization

  
  
  

• Working knowledge of PU Chemistry & processing

  
  
  

• Connect with Moulders and processor