Sr. Engineer - C&M Sales Mumbai

Group Company: ELGI EQUIPMENTS LIMITED

Designation: FRONT LINE-C&M

Office Location: Mumbai (Domestic)

Position description: Sr. Engineer/Engineer- C&M

Primary Responsibilities:

• C& M Sales

Additional Responsibilities:

Key Purpose of the Job :

The Sales Engineer is responsible for achievement of sales targets for assigned product ranges in allocated geographies directly as well as through dealers. Generating leads, cold calling, closure of sales deals and handling sales collections including receivables & 'C' forms are critical to the role holder. The role holder is responsible for arranging dispatches for customers / dealers as per delivery terms. The role holder also has to ensure periodical feedback on assigned dealer performance on parameters include sales / stock levels, enquiries, order lost and other parameters.

Educational Qualification / Experience required :

- Graduate degree in Engineering

- Experience of 3 to 5 years Sales experience from Construction & Mining equipment companies

- Experience for C&M Vertical & Direct includes handling of large individual accounts, project handling experience, knowledge of drawings, tendering processes

- Should possess knowledge of compressor terminology

- Should have proven track record of closing sales deals

Key Responsibilities :

1. Responsible for achieving sales targets as per plan and budget

2. Responsible for collection of payments and 'C' forms from customers/Dealers

3. Coordinate for delivery of products and handle sales activities to ensure closure of sales deal

4. Handle customer queries, interactions to build customer relationships

5. Responsible for maintaining and updating sales MIS, preparing reports, etc.                                                                        

Task Analysis:

Indicative Tasks

1. Responsible for achieving sales targets as per plan and budget

a)    Prepare detailed annual, monthly sales plan based on targets, product segments, market, industries as approved

b)    Collect, analyze, and utilize market intelligence on competitive products, customer needs and buying trends / patterns

c)    Understand key aspects of Elgi products for preparing the sales pitch to potential customers

d)    Establish, maintain and leverage relations with external parties, such as, dealers, project consultants, agencies to achieve sales targets

e)    Ensure sales expenses related to travel, conveyance, others are within budget

f)     Provide support in organizing and executing promotional campaigns

Channel Sales/ C&M Sales

a)    Plan, set sales targets for dealer engineers as per budgets and approvals

b)    Prepare sales plan for dealer engineers and provide support, as necessary

c)    Accompany dealer engineers for customer visits and provide technical support as necessary (for example, product information, negotiating with customer, etc.)

d)    Communicate information related to dealer policy, change in price, product knowledge, new products launched, etc. to dealer engineers in an effective manner

e)    Track and monitor inflows, sales, inventory levels with dealers

f)     Dealer report/analysis on monthly basis

g)    Track and report on dealer activities including Order Inflows, Billings, Stocks at Hand, Order Lost etc as per Dealer Report    

Direct Sales

a)    Identify customers with requirements for direct product ranges

b)    Respond and follow up on leads from all sources (for example, emails from Elgi.com, calls to Elgi helpline, etc.)

c)    Understand requirements of potential customer and make recommendations on Elgi compressors best suiting customer needs

d)    Conduct first level negotiations with customer on product price, product customizations, as appropriate

e)    Coordinate with customers on approvals for scope, drawings and other documentation

f)     Coordinate with Projects, Engineering for customizations, design approvals to receive / provide customer feedback and inputs

g)    Arranging inspections, dispatch clearances, payments as per timelines

h)   Coordinate for site work, pre & post commissioning coordination with after market, customer

i)     Closure of Project Sales by getting last payments, BG's, Forms etc

2. Responsible for collection of payments and 'C' forms from customers

a)    Collect Purchase Order (PO) and advance payment from customer as per order

b)    Prepare invoice copy and ensure accuracy of details (for example, product specifications, quantity, payment terms and conditions)

c)    Provide customer with invoice copy and follow up for payment as per payment terms and conditions

d)    Follow up with customers for collection of 'C' forms as necessary

e)    Provide collected payments to branch accounts, follow up for deposit and closure

f)     Escalate issues in payment, discrepancies, default in payment dates, etc

3. Coordinate for delivery of products and handle sales activities to ensure closure of sales deal

a)    Coordinate with HO f