Regional Sales Manager- Western Region

It’s not just about your career or job title… It’s about who you are and the impact you will make on the world. Because whether it’s for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you’re in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us.

• Key missions of the position:

Generate Prospects, Achieve Order intake in line with the budget, Payment collection, Customer Engagement & Customer Satisfaction.

Main responsibilities:

• Define and develop services commercial plan to achieve YoY growth by implementing appealing selling strategies and analysing market trends.
• Supervise, support, coach, and animate services sales managers * Collection team within the assigned Region.
  • Review business pipeline/opportunities with sales teams to elaborate capture plans. 
  • Guide sales team to develop partnering approach with customers to understand their business needs and objectives.
  • Coach teams to effectively communicate our value proposition through proposals and presentations.
  • Support OE sales teams lobbying operators for new OE projects.
• Shall be responsible for New & strategic technology / product introduction projects for IR & Metro projects.
• Customer engagement plan to visit customer HQ/Sheds/ works / Division to have strong rapport and generate enquiries. Represent to meet officers at any level for building customer intimacy.
• Manage, coordination & submission of timely responses to all queries raised by IR/Metros customer.
• Drive customer and cross functional teams for optimization of amendments/Deliveries/negotiations/BQs.
• Follow-up with customers regarding MA / DP extension, New enquiry generation, Quoted tenders to convert LOI/FCS to PO’s.
• Handling all techno commercial matters related to introduction of new products in Indian Railway right from submission of technical proposal, budgetary quotations, formal offers against tenders, attend tender negotiations and follow up for orders.
• Obtain first-hand information about our product performance and competitor product performance by interacting with customers.
• Lead payment collection & Sales Team for timely R-Note/GRNs from customer.
• Interact with customers who call on us on urgent supplies & other relevant queries.
• Liaise with customer care team for timely offering of materials for customer inspection, despatch & Delivery.
• Lead and drive payment collection, Sales, Service & warranty team for solution to customer for warranty recovery, part supply & Rejection for sales reversal and fresh supply.
• Achieve order booking & Payment Collection target monthly & yearly. Build customer intimacy and work toward increase market share.
• Ensure Internal compliances as per Wabtec guidelines.
• Promote principles of 5S in good housekeeping of the department.
• Actively implement total quality systems as part of compliance to company’s policy (IMS/IRIS)
• Performing any other duties which the company may reasonably require.
• Key KPI’s:
  • Order Intake (volume vs. Budget, grow pattern, regain market share and innovations)
  • Over dues
  • Financials by customer/KAM
  • Customer satisfaction survey (NPS or similar)

People Management: YES

Budget Management:  ¨  NO ¨

Education & Experience:

• Preferred engineering graduate with MBA sales additional value
• Should have at least 10-12 years of working experience in handling & executing Railways/Metros/ business.
• Excel/Power point/MS Office working – Intermediate
• Demonstrate effective communication (both written and verbal), high levels of motivation.
• Should be result oriented and good technical and commercial understanding.

Education/Training

 The position should have Commercial /Engineering back round with product knowledge

Professional Experience

Should have 10-12 Years of Experience on sales & aggressive in Customer intimacy & satisfaction. Should have very strong interpersonal skill & collaboration.

Key Competences (Transversal/Professional)

Competence Level

Communication skills (writing, speaking and presenting skills) Advance

Product and system knowledge Advance

Team Management & Delegation Advance

Decision making Advance

Data Analysis Advance

Collaboration Advance

Languages

English, and Hindi or Regional Language

Who are we?