Regional Sales Manager - India & Sub continent

Are you a talent looking to build business skills, gain experience, and take on exciting challenges? Grow your career with Trelleborg and start shaping the industry from the inside.

Who are we?

Trelleborg Industrial Solutions (TIS) is a global leader in innovative polymer-based solutions for key industries and critical infrastructure. We are one of three Business Areas within the Trelleborg Group, with a total of about 6 000 employees around the world. 

About the to role

This primary focus of this role is to do Sales and Marketing  within the India and Sub continent regions for Marine Fender business. This position is needed to meet growing market need and create a market base.

 Summary of the role
Responsible for regional sales and marketing of Trelleborg Marine Systems – Marine fender to meet regional goals while aligning customer and Trelleborg values.
Region Name: Indian Subcontinent
Countries: India, Sri Lanka, Bangladesh
Formal Office Location: Trelleborg offices Ahmedabad, India

Tasks and Responsibilities

• Strategic
   
• Plan, coordinate, and attend the following strategic objectives:
   Conferences
   Seminars (including Lunch and Learn sessions)
   Local Advertising
•  Develop and maintain collaborative relationships with regional
   Partners
   Consultants
   Agents
   Industry bodies (PIANC etc.)
   End-User
•  Provide manager feedback with regional market political, economic and related industry trends
   
• Provide manager with feedback on Competitor status, activities, and products
• Business Development
• Generate client call lists and targets to generate and log all leads
• Convert leads and inquiries into opportunities for quotation
• Convert Opportunities to Sales Orders to meet regional sales targets
• Work with Trelleborg Marine Systems technical team and other Trelleborg businesses and external parties to:
• High-quality proposals that meet client requirements (and relevant statutory obligations), clearly define the scope of work, product details, timeframes, technical and commercial obligations
• Proposals that maximize the return on sale
• Accurate technical qualification schedule that clearly conveys compliance or deviation from the client’s requests
• Accurate commercial qualification schedule to convey compliance or deviation from the client’s requests
• Proposals that maximize the return on sale
• Ensure CRM data entry is complete and accurate (updated weekly as a minimum)
• Ensure that project handover from sales to the project team is seamless, efficient, and clear.
• Ensure that voice of the client is captured (complaints and praise) in the quality system
•  Sales Procedures
•  Ensure that sales processes and procedures are followed
   
• Strive for continuous business improvement and efficiency gains including capturing data from lessons learned feedback and quality processes
•  Ensure that all sales and marketing data is captured centrally in a secure location according to company policies
•  Ensure engagement and accurate data/interfacing with other departments (where required)
•  Reporting
• Generation of the monthly regional report (Green Red Flags) detailing:
• Strategic activities
• Tactical Sales Opportunities (Won, Lost, Leads, Quoted, Pipeline & Hot List Status
• New Products Activities
• Client Feedback
•  Marketing
• Support manager in the production and review of marketing materials for the region including any translation requirements
• Assist manager in rolling out global and regional marketing strategies, including campaigns, whitepapers, electronic and social media, etc.
• Innovation
• Capture innovative ideas and concepts from the internal company and external sources
• Contribute to increasing any business process that can improve sales and marketing efficiency and throughput

Education and Experience

Sales Person with a minimum of 5 years of sales, project, commercial, or management experience in the Marine (or related) industry., a related engineering discipline preferred.

Competences

• Excellent communications and time-management skills
• Excellent sales, negotiation and commercial management skills
• Excellent real world/practical problem-solving skills
• Experience in a related engineering discipline would be of benefit
• Must be very competent and well versed in Microsoft environment and suite of products including Word, Excel, PowerPoint
• Business Development
• People management skills

Key Interfaces and Stakeholders

External Stakeholders: Clients, Consultants, Suppliers, Partners, Industry Bodies (PIANC, etc.)
Internal Stakeholders: Regional Director, Regional Manager, Technical Engineers, Quality Control Manager

Geography to cover and travel requirements

The role will involve significant domestic and international travel of approximately 110 to 180 of 365 (~30 to 50%) calendar days per year. Travel will include a range of locations, including client offices, client sites, conferences/seminars, institutes, etc.

Behavioral Characteristics

The role requires a self-motivated, clear thinking team player that can respond/act quickly in a dynamic, fast paced, and high-pressure environment, trustworthy agile, integrity, and initiative taking, motivation and leadership.

Optional: Key Performance Indicators

Refer to:
1) Revenue
2) Margins & EBIT
3) Operating Cash flow (OCF)

Application Process

In the upcoming steps our recruitment team will review your profile and contact  via email. 

Next steps will include Telephonic round,  Behavioral Assessment  and Personal round of  interviews. 

Trelleborg is an equal opportunity employer! We celebrate diversity and are committed to creating an inclusive environment for all employees. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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