Head of Governmental Sales (Naval, land Defence) and Marine

Job Description

Key Tasks & Responsibilities
•    Developing and implementing sales/business strategies for new engine sales and aftersales services. 
•    Coordinating and managing the entire ambit of Life Cycle Support including Sale of spares for APAC, local order intake and Service Sales. 
•    Identify market trends, customer needs, and competitive landscape to formulate effective strategies for OE and aftermarket business.
•    Lead, motivate, and manage the sales team to ensure they meet their targets. Foster a high-performance culture within the sales team.
•    Identify new business opportunities, including potential clients and market segments.
•    Build and maintain relationships with key external stakeholders, including governmental customers, service partners, shipyards, private defence enterprises, defence PSUs etc.
•    Manage relationship with Internal Stakeholders including Order Management. Finance, Service Center and Purchasing to ensure synergy in business dealings and operations.
•    Negotiate contracts and agreements, ensuring profitable outcomes.
•    Build, sustain and strengthen long-term relationships with existing customers to increase retention and upsell opportunities.
•    Handle customer inquiries, resolve complaints, and ensure the delivery of exceptional service.
•    Ensure customer satisfaction and aftersales support, aiming for high customer confidence.
•    Monitor and analyze sales performance, including key financial performance indicators.
•    Generate reports and forecasts for senior management on sales progress, market trends, and competitive positioning.
•    Using technical skills to demonstrate to potential customers the usefulness of the product or service and how it may suit the customer better than competing products.
•    Efficient management of Accounts Receivable ensuring timely collection of receivables to sustain healthy cash flow, liquidity, and profitability.  
•    Company Specific Tasks & Responsibilities as assigned.
•    Perform to achieve the highest possible work efficiency
•    To comply with the Company Code of Conduct
•    To provide information, maintain records and carry out all duties in an accurate, efficient and timely manner
Qualifications/Experience
•    Graduate in Mechanical Engineering.  Degree in Marketing/Sales could be an added advantage.
•    Recently retired Commodore/Captain from Indian Navy will be preferred. 
•    At least 15 experiences in dealing with Diesel Engine industry with last 5 years in a senior leadership position wherein should have lead a professional team .
•    Knowledge of global and local Diesel Engine (& associated systems) Industry at large.
•    Extensive exposure/experience in Governmental Marine particularly in dealing with Shipyards, new construction ship Programs, refits/repairs/trials & testing/ overhauls and policy formulation. 
•    Knowledge/Experience of Working with MoD /associated Government departments would be an added advantage.
•    Strong leadership, negotiation, and communication skills.
•    Knowledge of marine domain, services, and the aftersales market.
•    Conversant with Defence Acquisition Procedure and Policies. 
 

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