Territory Manager - Direct Sales (Bangalore)

Purpose

The role holder plays a pivotal role in driving direct sales across the designated geography. The role holder plays a crucial role in managing relationships with the customers (current & potential) within a specific geography and achieving sales targets through effective consultative/technical selling. The role holder is also responsible for account receivables in line with agreed terms and conditions. 

Key Stakeholders

List

Key Expectations of Stakeholders

Internal

RM / ASM- Direct Sales

Ensures strategic alignment, profitability, and growth

Aftermarket Team

Work closely with the Aftermarket Team to address customer complaints

Business Development Team

Coordinates for lead conversion, negotiation and submission of relevant sales documents

Projects Team

Collaborate to ensure ontime delivery and updation to customer status of the project

RPMO

Updates on competition activities, product and inputs for formulating Total Cost of Ownership

External

Customers

Manages long-term relationships and ensures high satisfaction

Key Expectations of Stakeholders

Result Outcomes to achieve expectations

Achieve budgeted sales target

Execute sales strategy aligned with divisional goals to achieve the set targets

Customer relationship management

Builds strong customer relationships to drive business

Sales Process and CRM

Adhere to EVEREST sales processes for long-term sustainability. Timely updations of enquiries / order won / order loss.

Market Insights

Timely communication on competition activities such as new product launches, change in GTM, pricing strategy.

Pricing & Accounts Receivables

Secures favorable pricing, terms, and contracts to enhance revenue and ensure timely collections of account receivables

Collaboration with Business Development Team

Collaborates with the business development team to strengthen ELGi’s market penetration through effective networking, brand awareness, and product positioning.

Result Outcomes to achieve expectations

Enabling outcomes to achieve results outcomes

 Budgeted sales target

Implements direct sales strategy by meeting current and potential customers with rigour by following relevant steps in the sales funnel i.e  Awareness, Consideration and Conversion to achieve budgeted sales targets. Allocate 60% or above time in journey cycle plan for meeting acquire & develop category of customers

Customer relationship

Develop and manage relationships with key customers (existing & potential). Active engagement with the existing customers and continuously monitor the satisfaction level. Participate in seminars and exhibitions relevant to the targeted customer segments.

Sales Process and CRM

Adhere to the sales process and effectively use CRM and relevant IT systems

Pricing & Account Receivables

Negotiate effectively with customers to arrive at relevant price, to achieve budgeted margin. Coordinate and ensure timely collections of account receivables from the customers

Market Insights

Pro-active networking with the relevant stakeholders across the industry to collect insights about competition.

Collaboration with Business Development Team

Build effective relationships with key stakeholders in energy and technical consulting firms