We have an urgent opening for Sr.Sales Engineer

Location- Pune

Hybrid Work culture

Company Type- UK Based MNC

Experience- 3-5 yrs

Prefered Industry- Manufacturing,Automotive&Autoancillary,Pump ,heavy machinery

Prefeered Products- Hand tools,Power tools,air tools,pneumatics,fasteners,pump,motor&Boiler

JOB DESCRIPTION

The role will be responsible for:

- Customer Retention: Protect all our existing End-customer business in the area/territory assigned to you, so they continue to do business with Cromwell.

- Build effective business relationships with multiple stakeholders at End-Customer, gaining deep understanding of the customer's buying & decision-making process, their active and preferred suppliers

- Analyse sales trends to understand customer performance, demonstrating proactively t endcustomers on how we have and can add value.

- Identify & pursue price agreements to maintain and grow our business each year, especially with large end-customers with high potential.

- Proactively track all expansion plans (additional lines, new sites etc) to maximise wins.

- Engage with relevant resellers for technical & commercial support, ensuring prompt customer Service and marketing to the assigned end-customers served by them to increase sales.

- Grow Sales: Increasing Sales with each Existing Key End-Customers assigned to you (Increase Share of Wallet i.e., our share out of total money end-customer spends on type of products & services we offer).

- Validate potential (Regular review)

- Create and execute plan to generate new and repeat sales from relevant product groups for individual customers

- Understand competitors within individual customers and develop strategies to compete using Cromwell CVP (Customer Value Proposition) Strategy

- Promote relevant promotions & campaigns at End-Customers to generate new sales

- New Business: Add agreed number and value of new End-Customers every year, relative to the number of potential new End-Customers available in your given market area.

- Identify and Generate opportunities by understanding needs of potential customers.

- Design and deliver value added product/service solutions to secure new End-Customers

- Proactively track all ongoing and upcoming projects in the geographical area assigned to you

- Maximising Gross Profit: Always ensure profitable sales growth with both Existing and New EndCustomers through,

- Effective Negotiation through Value Selling

- Effective utilisation of discount structure/schemes, gaining written volume commitment

- Introduce benefits & cost reductions, taking customer away from price & discount discussions

- Analyse and interpret reports shared by Line Manager/Data support team and create action plans to maximise profitable sales opportunities.

- Planning and Reporting:

- Set appropriate visit / call plan with Existing and New Customers

- Daily updating in Salesforce of all activities, opportunities, new business, customer contacts and other such information as requested by the Line Manager from time to time.

Working hours matrix

Customer Facing Time: 70% (Visiting End-Customers)

- New End-Customers for introducing Cromwell and Creating New Sales

- End-Customers of our Resellers, to expand and grow our Sales, creating new opportunities

- Building strong customer relationships

Customer Facing Time: 10% (Visiting Resellers)

- Building strong Relationships

- Discussing Product/Sales Strategy at key customers

- Reviewing Sales progress/development at key customers

Sales Admin Time: 20% (reporting, emails, training sessions, self-learning, quote support to resellers etc)

Key Performance Measures

- Sales Targets Achieved (End-customers, products etc)

- Sales Margin Achieved (in coordination with Line Manager)

- Customer Retention & Sales Growth as per Targets

- New Customer Acquisition as per Targets

Key Relationships

- Face 2 Face/Calls with End-Customers

- Resellers, assigned to Target End-Customers

- Peers

- Reporting Line Manager

- Branch Network

- Support Functions

Role Requirements

(Included for Self & Line Manager review & then agree on Development Plans each year)

Experience and Knowledge:

- Previous experience in direct end-customer business development, territory sales expansion/growth and display a 'play to win' attitude that is key to success.

- Customer account management and relationship building

- Results Focus and proven delivery of Results

- MRO Industry experience, relevant to Products/Range offered by Cromwell

Essential Qualifications & Skills:

- A qualification (Degree/Diploma) in technical (mechanical/electrical/industrial) subject or equivalent

- Excellent communication (including active listening and negotiating skills)

- Excellent verbal and written language skills

- Excellent IT skills including comprehensive understanding of Microsoft Office, particularly Outlook,

Excel and PowerPoint (Experience with using CRM platforms would be an advantage)

- Highly self-motivated demonstrating positive mindset and result orientation.

- Ownership of customer relationship

- Understanding & Delivery of Cromwell Principles, Customer value and solutions

- Successful Relationship Penetration at assigned End-customers

- Targeted Business Development at assigned end-customers

- Valid driving licence

Shivani Lowanshi
9669974562