What You'll Do
This position is within the Sales department in India. You will be key driver of strategy execution & are expected to create new customer/new business opportunity base & drive revenue growth with existing customers, coordinate the marketing activities, build the promotion tools to drive overall sales revenue and enhance our brands recognition in India focusing on the Aerospace & Defense market.
It will require you to develop and manage strategic aerospace & defense programs promoting Eaton ITD products (Souriau-Sunbank). You will be a key liaison between Sales, Customer, Marketing, product management at global level. All activities will involve extensive interaction with customers online and offline.
- Market Intelligence: Analyze the macro/micro economic factors and translate into the growth forecast of the sub-vertical markets & industries in the Aerospace & Defense sector for Eaton ITD.
- Responsible for driving order book, Order Bill, New business opportunity pipeline generation & winning new projects in assigned customer base & driving strong pipeline of new customer revenue growth.
- Application Strategy: - Creation and implementation of business plans, strategy, and initiatives to meet customers and business needs for the focused applications including quantify the TAM/SAM.
- Prioritize promotion of the key products, identify the product gaps, and recommend the routes to fill the product gaps.
- Align at international level with the Product Managers and Engineering team the product roadmap & value proposition of the focused applications.
- Based on value proposition, develop marketing plan, tools (Sales presentations for the focused sub industries, both external and internal) for implementation
- Generate New business opportunities & increase revenue for Aerospace & Defense Sector inside Eaton ITD and execute customer strategic account growth plans in line with the Eaton ITD Business strategy
- Manage & follow up on all commercial aspects with the customer including managing and preparing offers, contracts and quotations, leading price and contract negotiations, with customer, distributor and resellers and selling the Eaton ITD value proposition
- Use CRM to maintain an overview of NBO's & project pipeline to ensure alignment with the account plan and growth strategy.
- Proactively collaborate and coordinate with internal international departments to ensure that financial matters, including cash flow payments, credit concessions and account receivables on current opportunities and projects, are managed and closed appropriately.
- Comply with company and local compliance requirements adhering to Eaton's core values.
- Improve Eaton ITD brands recognition in Aerospace & Defense sectors across India through marketing events
- Provide basic product training to customers
- Perform other tasks/duties as assigned.
Qualifications
- Bachelor's Degree in Engineering (Mechanical, Electrical or similar) / MBA preferred
- Minimum of 12-15 year of experience in sales, marketing, or business development of electrical connectors/other electrical or electronic components/equipment for Aerospace & Defense market.
- Minimum of 5 years of experience in handling business with defense PSUs (HALs, BELs, BDLs), DRDOs, ISRO Units & wire harness manufacturers.
Skills
- Related Market Experience to sell components in Satellites, Launch Vehicles, Missiles, Helicopters, Aircrafts for wire harness and LRU applications.
- Solid experience and abilities to integrate market insights, competition intelligence and other business issues into a cohesive vision for growth and link this vision into a series of initiatives and priorities that are logical and compelling.
- Previous experience in sales, including account planning and relationship management.
- A proven track record of assessing market opportunities and analytically identifying key drivers as well as developing key initiatives to propel a business to the next level.
- Strong analytical and structured thinking skills
- Meet business targets / objectives with proven results
- Broad experience of understanding and interpreting complex/important customer requirements
- A good team player.
- Legally authorized to work in India without company sponsorship.
- Proficient with all MS office products.
- Language: Fluency in English & Hindi, other South Indian languages an added advantage.
- Strong Customer interface skills. Ability to uncover customer needs and translate into winning capture strategies and value propositions
- Must have good problem-solving skills.
- Strong presentation and written international communication skills; capable of interfacing with all levels of management.
- Effective in a matrix management environnement
- Ability to identify and pursue new business opportunities in line with the profit plans.
- A good understanding on Eaton ITD Technologies and product portfolio will be an added advantage.
