Sales Manager- Railways Business for Pulsar Rubber

Department:Sales & Business Development

Team:Will handle Sales Engineer(s) & Liaison Associates

1. Role Purpose

To drive business growth, order booking, and revenue from Indian Railways, Metro Rail, and Private Railway OEMs for Pulsar's Rubber Products. Responsible for end-to-end Railway business – from RDSO approvals, tendering on IREPS, to dispatch and payment collection.

1. Key Responsibilities

A.Business Development & Sales

1. Achieve annual order booking and collection targets for Railway vertical.

2. Identify new business opportunities in Indian Railways, Metro Rail Corporations (Kolkata, Delhi, Mumbai etc.), Railway Wagon / Coach Builders (BEML, Alstom, Titagarh, Texmaco).

3. Promote existing products: Elastomeric Pads, Rubber Metal Bonded Parts, EPDM Profiles, Grommets, Floorings, Rubber Springs, Seals etc.

4. Develop new products as per RDSO drawings / customer requirements in coordination with R&D and Production.

B.RDSO & Vendor Approval

1. Manage RDSO approval, registration, and renewal – Lucknow and all Zonal divisions.

2. Ensure all products are approved as per latest RDSO STR, QAP and Specifications.

3. Coordinate for Inspections – RITES / RDSO / Zonal Inspectors.

C. Tendering & Order Management

1. Daily monitoring of tenders on IREPS (www.ireps.gov.in), GeM, and other Railway portals.

2. Tender costing, preparation of techno-commercial bids in coordination with Estimation & QA.

3. Negotiation, RC finalization, and PO closure.

4. Follow up for dispatch clearance, inspection call, and on-time delivery.

D. Customer Relationship & Collection

1. Build strong relationships with PCMM, CEE, CME, http://Dy.CMM, SSEs in Zonal Railways and RDSO officers.

2. Regular visits to Zonal HQs – Eastern, South Eastern, Central, Northern Railway.

3. Ensure timely payment collection, manage outstanding, handle reconciliation.

E. Documentation & MIS

1. Maintain complete Railway documentation – Vendor codes, performance certificates, inspection reports, supply track record.

2. Weekly sales report, funnel report, competitor analysis to management.

3.Required Qualification & Experience

- *Education:* B.E. / B.Tech (Mechanical / Rubber Technology) + MBA (Marketing) preferred. Diploma with strong Railway experience also considered.

- Experience: 8-15 Years in Railway Sales / Business Development in Rubber / Engineering / Polymer Industry.

- Must Have:

 - In-depth knowledge of Indian Railways procurement process, IREPS, GeM.

 - Proven experience in RDSO approval process.

 - Existing network with Railways / Wagon Builders / Metro.

 - Understanding of Rubber products and drawings.

4.Key Skills & Competencies

- Technical: Tendering, Costing, RDSO/STR Norms, Railway Specifications

- Commercial: Negotiation, Pricing Strategy, Contract Management

- Soft Skills: Relationship Building, Liaisoning, Communication (English, Hindi, Bengali), Presentation

- Tools: MS Office, ERP, IREPS Portal

- Traits: Self-driven, Result-oriented, Willing to travel 15-20 days/month

1. Key Performance Indicators (KPIs)

KPI Target

Annual Order Booking As per Budget

Tender Hit Ratio >40%

RDSO Approvals – On Time Renewal 100%

Collection – On Time (DSO) <60 Days

New Customer / Product Addition 2 per year

*6. CTC & Benefits*

- Best in Industry + TA/DA + Performance Incentive on Collection