Key Responsibilities:
Prospecting, Territory & Account Development
- Identify, map and prioritise target accounts in tyre, automotive and auto-components segments within your assigned territory.
- Develop new relationships and opportunities through networking, referrals, industry events, social platforms and planned field visits.
- Maintain and regularly update an account and contact plan for key OEMs, Tier-1s and strategic prospects.
Relationship Management
- Build and nurture strong personal relationships with CXOs, plant heads, IT/OT leaders and other key influencers in customer organisations.
- Act as the primary commercial and relationship owner for assigned accounts, coordinating internal resources to address customer needs.
- Conduct regular review meetings with customers to track satisfaction, identify new opportunities and gather feedback.
Sales Process & Governance
- Own the sales cycle from lead to closure for your accounts: qualification, opportunity creation, internal alignment, proposal follow-up and commercial negotiation (with support from the Sales Head).
- Maintain accurate and timely CRM updates on leads, opportunities, activities, forecasts and next actions as per project governance.
- Prepare and present periodic sales reports, funnel reviews and territory plans to the Sales Head.
Events, Workshops & Campaigns
- Plan, coordinate and own customer-facing events such as seminars, plant workshops, roadshows and webinars for solution offerings.
- Work with marketing and technical team to identify target invitees, manage communication, ensure logistics and drive attendance.
- Ensure effective follow-up after events and workshops, converting interest into qualified opportunities in the funnel.
Collaboration with Technical & Inside Sales Teams
- Work closely with Senior Technical Consultant, Technical Consultants and the Architect to align on customer problems, proposed solutions and meeting objectives.
- Coordinate with inside sales for timely and high-quality proposals, ensuring commercial and scope clarity before submission.
- Ensure clear communication of customer expectations, decision criteria and timelines to all internal stakeholders.
Market Intelligence
- Track competitor activities, pricing and positioning in your territory and sharing structured feedback with the leadership.
- Capture insights on customer priorities, investment plans and emerging needs to help refine solution offerings and campaigns.
Knowledge & Skills:
- Experience selling to manufacturing customers (OEMs, Tier-1s, large plants) is highly desirable.
- Strong relationship-building and networking skills with the ability to engage senior decision-makers over time.
- Solid sales process skills: prospecting, qualification, opportunity planning, negotiation and closing.
- Ability to understand and articulate high-level technology concepts (MES, digitalization, Industry 4.0) in business language; deep technical expertise is not required.
- Proficiency with CRM tools and MS Office (Excel, Word, PowerPoint)
Qualifications:
- 4–8 years of experience in B2B field sales, preferably in industrial automation, software or technology solutions.
- Bachelor's Degree in Engineering, Business, or related field is preferred.
- MBA or sales certifications will be an advantage.
