Business Driver

Business Development & Key Account Management

Summary of Job Content

To develop and manage the relationship between the company and designated Key Accounts in order to maximize Share of Wallet and secure profitability in sales of Company's products and services so as to achieve or exceed sales targets in line with business growth plans.

Scope of Activities for Business Driver :

1. To achieve all targets and objectives according to the approved business plan.

2. Develop business at defined Key Accounts through Strategic Account Planning, focus on areas of opportunities and drive action plans to gain SOW.

3. Develop Corporate Strategy (CS2025) for BD&KAM and drive activities defined in the CS roadmap for Non-GFIS/GI Segments and defined Key Accounts

4. Track major CAPEX investments, Startups, PLI Schemes across all Industry Segments (Automotive, Electromobility, Electronics, Pharma and Food). Drive actions with Sales team at customers and their Stakeholders to ensure the company is specified as preferred Partner in Automation.

5. Identify business opportunities through Cross and Up Selling in PNA, PA & EA. Promote SP2020, CPR at defined Key Accounts and focus on driving Volumes to secure maximum profitability and increase Turnover.

6. Identify L4L Opportunities and develop customized Products to close the gap in Company's offering at selected Key Accounts with High volume potential.

7. Formulate realistic annual and medium term business plans for strategic accounts and specialization areas.

8. To achieve the target level of sales activities in accordance with business development goals for designated strategic accounts within specialization areas including data as defined by the manager and in the required format.

9. To develop and effectively apply the necessary knowledge, skills to achieve targets and objectives according to the business plan.

10. To acquire the knowledge that is necessary to develop business according to company objectives and share any knowledge that would enable to achieve competitive advantages in the market.

11. To assist the Senior Management Team in the investigation of new or major market opportunities.

12. To adopt S-TASK as a personal development focus continually increasing skills, knowledge and attitudes. (S-TASK is a set of definitions of standards that any individual in a Sales role should know, understand and continuously develop).

13. The Sales Engineers handling the HPO accounts will be reporting to their Line Manager. The Business Driver would carry out all the customer related strategies/action plans with support of existing organization structure.

Knowledge and Skill Requirements for the designated role :

Customers : He must have a good knowledge of the customers within the allocated area of responsibility including the customer's business, their business trends, business plans and the industry within which they operate and any plans to move into new markets.

Competition : He must have sound knowledge of the competition within the allocated area and industry segment, and must be able to use and distribute any information and knowledge regarding competitors to assist in the achievement of its targets and advance the company's position within the market.

Products and Application : He must have up to date knowledge of all Company's products and their application and be able to effectively convey that knowledge to customers and sell the features and benefits of the use of such products or offer viable alternatives.

Selling Skills : He should have attended (or have dates scheduled to attend) all relevant Selling skills modules. The BDM must demonstrate regular effective use of all Selling skills.

Team Selling : He must have attended the team selling module and regularly demonstrated effective application of the skills from the team selling module.

Educational Background : B.E Mechanical

Work Experience : 7 to 10 years

Location : Bengaluru

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