Senior Manager Sales, Demag Distribution Business

Demag is a world-leading brand in lifting technology and material handling. Our products and services always have the customer benefit in mind in order to achieve the greatest possible availability, optimal performance and maximum efficiency and reliability. We offer our customers a comprehensive range of crane components, handling equipment and drive technology for a wide range of applications - optimized by comprehensive sales and service support

KPI:  Responsible for growth of Distributor business in a defined area of operation

1. Order Entry achievement of Individual Distributor,
2. Be a key member for Target Setting exercise of each distributor based on the potential of area of operation.
3. Establishment of Review Meetings with Distributor Sales / Service Personnel (weekly, Fortnightly / Monthly)
4. Prompt Offer Support to Distributors
5. Accounts Receivables Management
6. Sales & Configurator Training of Distributor Sales Personnel
7. Joint Marketing Visits with Key Sales Personnel of Distributor
8. Distributor Inquiry Management through CRM
9. Close collaboration with Alpha backend team for smooth order execution

Role and Responsibility:

•  Always Maintain Safety & Ethical standards as per company policy at all fronts and all times.
• Strengthen Distributor operation in a given area and establish strong process & systems at Distributor Organization
•  Map industry segments / territory for business potential, devise strategy / plans to increase market share and profitability in close coordination with the Distributor
• Facilitate Sales funnel generation, techno commercial offer submission/discussions and contract finalization in close alliance with Distributor Sales Personnel
• Enhance visibility of Distributor inquiries through proper & timely usage of Seibel CRM
• Building and maintaining a healthy funnel & hit-win rate to be able to achieve individual Distributor OE targets.
• Proficiency in usage of sales tools like Seibel CRM and generating reports through Qlikview for accurate business forecasts.
• Develop strong ethical business relations with Distributors and establish proper review systems with key Distributor personnel
• Play an active role in relevant Inventory management of Demag products at Distributor end
• Awareness of ISO 14001 & 45001 standards

Education Required: Degree in Industrial/Electrical/Mechanical Engineering + MBA/PGDBM

Professional Experience Required (Min – Max.): 5-10 years

Internal Customers                                          
Product Management., Marketing, Sales, Engineering, Project Management, Sourcing, Purchase, Manufacturing, QA, Logistics, Site Operations, Service Team, Tech Support, Commercial, Finance, Legal, HR, Admin, 

External Customers
Distributors, Distributor End Customers, Consultants, 
 

Competencies and Skills Required:

1. Ethics & Compliance
2. Distributor Relationship Management
3. Communication Skills
4. Contract Negotiation Skills
5. Active Listening & Responsiveness
6. Business Acumen
7. Planning and Forecasting
8. End to end visibility of Distributor Business (beyond Order Entry !!!)
9. Interpersonal skills

Mandatory Systems Knowledge & Tools Usability:

1. Demag CRM Tool
2. Qlikview Reporting
3. Configurators (Demag Shop, Crane Expert)
4. Efecte (Offer Support Tool)
5. Distributor Agreement

With the Demag brand we are one of the world’s leading suppliers of industrial cranes, crane components and comprehensive service. We offer our customers a complete range of cranes, handling equipment and drives for every application – optimized by comprehensive sales and service support. The Demag crane experts always focus on the benefits for our customers – the greatest possible availability, optimum performance and maximum efficiency and reliability.