Hydraulic Technologies (HT) is a global leader in the manufacturing of high-pressure hydraulic pumps, tools, shop equipment, work holding automation, and railway track systems.
Headquartered in Rockford, Illinois, Hydraulic Technologies is a premier designer, engineer, and manufacturer of high-pressure hydraulic tools and equipment. With over 90 years of expertise, Hydraulic Technologies serves critical industries such as infrastructure, manufacturing, and rail, delivering essential solutions for various industrial markets.
They are well known for their global brands, such as Power Team, Bolting Systems, Posi Lock, Hydra-Slide, Stone and Rail Systems. Each of these brands are leaders in their niche markets and provide critical solutions to customers in a wide range of industries such as Infrastructure, Steel, Metal, Mining, Power, Oil & Gas, Fertilizers, Petrochemicals, Railways, Heavy Vehicles, Heavy Industries to name some.
HT recognizes India as a growth region and plans to invest in India to expend and grow their India business.
Primary Function:
Regional Sales Manager Shall be responsible to assess, plan and grow the HT business in North and West Region of India. They shall appoint, onboard and manage distributors in the region to achieve HT growth objectives and establish direct relationships and trust with both the owners of the distributor business and end customers. They shall personally monitor and support the development of Key Customer accounts in the region.
Key Responsibilities:
- Distributor Management & Strategy: Appoint, train, and manage distributors to ensure they act as an effective extension of the company. Develop and execute strategic business plans for partners to increase market share.
- Sales Target Achievement: Drive primary sales (sales to the distributor) and secondary sales (distributor sales to end-users) to meet or exceed monthly, quarterly, and annual targets.
- Relationship Management: Build and maintain strong, long-term relationships with distributors, dealers, and key B2B accounts.
- Performance Monitoring: Track distributor sales performance, inventory levels, and ROI, providing regular reports to senior management.
- Field Coaching & Training: Spend significant time (often 60%+) in the field with the distributor's sales team to mentor them on product knowledge, sales strategies, and negotiation techniques.
- Market Intelligence: Analyze local market trends, competitor activities, and customer feedback to adapt sales initiatives.
- Operational Support: Manage the supply chain process, including ensuring optimal inventory levels (reducing stockouts), processing claims, and managing trade schemes.
Required Qualifications and Skills
- Education: Bachelor's degree in Engineering, Business, Marketing, or a related field; an MBA is often preferred.
- Experience: Proven experience (typically 5-7years) in B2B sales, specifically in channel management, distribution, or key account management.
Skills:
- Leadership & Coaching: Ability to motivate and lead a team that does not directly report to you.
- Commercial Acumen: Strong understanding of margins, profitability, and ROI.
- Negotiation: Skilled in contract negotiation, conflict resolution, and managing trade schemes.
- Analytical Skills: Proficiency in CRM software (HubSpot), Microsoft Office Suite (Excel, PowerPoint), and analysing sales data.
- Communication: Excellent interpersonal skills to handle high-level stakeholders.
Typical Performance Metrics (KPIs)
- Primary and Secondary Sales Value/Volume.
- Market coverage (number of new customers/accounts).
- Distributor Inventory management
- Forecast accuracy.
Relationship and Authority:
- Reports to India GM
- Liaise closely with functional Senior Managers to ensure coordination of effort.
The above listed responsibilities are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities or duties required. Incumbents will be expected to perform other duties as assigned.
