Senior Sales Manager

Role: Senior Manager - Sales (Pan India)

Role Summary:

Role holder will be responsible for shaping and executing the sales strategy for designated zone, focusing on expanding market share, driving sales growth, and ensuring exceptional customer satisfaction. The role involves maintaining strong relationships with key customers, other customers, distributors, and OEMs, ensuring that JJ Plastalloy's products meet their evolving needs. The role holder will also lead market research initiatives, analysing market trends and competitive insights to keep JJ Plastalloy's products competitive and aligned with customer requirements. The role holder also requires extensive collaboration with cross-functional teams including SCM, TKC, Manufacturing, and Quality to deliver seamless end-to-end sales operations. In addition, the role holder will work closely with BDMs for generating new business leads & will focus on managing both new and existing customers across the assigned zone for long-term growth.

Key Responsibilities:

Sales:

• Drive the end-to-end sales process from identifying prospects to closing deals and post-sale customer relationship management.
• Negotiate contracts and pricing with clients, securing mutually beneficial agreements that maximize profitability.
• Tailor solutions in collaboration with the BDMs as & when required to meet the specific needs of new clients and negotiate contracts that ensure profitability.
• Arrange product trials at potential client sites and ensure alignment with customer expectations.
• Foster relationships with key customers and ensure JJ Plastalloy is positioned as their trusted partner.
• Identify and capitalise on opportunities for new business development and expansion of existing accounts.
• Proactively reach out to leads and convert them into long-term clients.
• Achieve and exceed sales targets as per company goals.
• Utilise in-depth knowledge of the zone's geography to optimise distribution networks and ensure effective market coverage.
• Identify and prioritise target regions based on market potential and business objective.

Relationship and Account Management:

• Cultivate and maintain long-term relationships with distributors, agents, and key customers.
• Negotiate contracts, logistics terms, and pricing to ensure sustainable business practices.
• Evaluate distributor performance regularly & provide constructive feedback to enhance effectiveness.
• Manage key customer accounts and relationships within the zone.
• Develop and implement strategies to grow existing accounts and acquire new customers.
• Implement strategies to enhance the company's reach and penetration in the market.

Sales Strategy:

• Collaborate with business data analyst to analyse market trends, competitor offerings, and customer needs to position our products effectively and maintain a competitive edge.
• Collaborate with the marketing team to design and execute region-specific marketing campaigns.
• Adapt strategies to suit the cultural, economic, and political environments of target markets, ensuring success in different regions.
• Design comprehensive region wise sales strategies aimed at increasing market share and profitability in all assigned markets.
• Develop targeted sales plans based on market research, competitor analysis and contribute to the strategic direction of the company.
• Lead market entry initiatives to ensure successful penetration and expansion.
• Conduct market research to identify emerging opportunities

Payment Collection and Financial Oversight:

• Oversee & ensure timely collection of payments from clients, distributors etc mitigating financial risks.
• Negotiate and manage payment terms with clients, addressing concerns promptly.
• Monitor financial health by collaborating with the finance team to track outstanding payments and assess any potential risks.

Collaboration with the SCM Team:

• Oversee & work closely with the SCM team to ensure efficient movement of goods across the supply chain, meeting customer timelines.
• Provide sales forecasts to the SCM team to align production and inventory levels with market demand.
• Address and resolve any issues related to stock availability, transportation, and order fulfilment, ensuring a smooth supply chain.
• Track inventory and coordinate with SCM to manage demand fluctuations effectively

Customer Service:

• Oversee & streamline customer service process to ensure timely resolution & enhance customer experience.
• Work with internal teams to ensure quick and effective resolution of customer issues
• Proactively monitor and improve customer service levels to maintain strong relationships
• Work closely with sales/tech. team to ensure customer satisfaction & address any issues promptly.
• Oversee & ensure coordination with relevant teams to handle product returns or replacements, ensuring a smooth process.
• Oversee & ensure collaboration with the finance team to resolve invoicing issues and manage credit or refund requests

Continuous Improvement and Problem Solving:

• Identify areas for process improvement within sales operations & implement solutions to enhance efficiency.
• Resolve operational challenges in a timely manner, ensuring customer satisfaction and seamless operations.
• Contribute insights to senior management for the continuous improvement of sales processes.

Collaboration with Internal/External Teams:

• Work closely with TKC, Production, Quality, BDM, & SCM teams to ensure seamless coordination for timely delivery.
• Engage with the TKC team to provide insights on customer needs, suggesting new product development where applicable, and facilitating trials for new products.
• Develop and maintain strong relationships with OEMs to ensure that JJ Plastalloy's products are aligned with customer end-product requirements.

CRM, Reporting:

• Ensure detailed records of client interactions & feedbacks, leads, market insights etc. on CRM.
• Ensure meticulous use of CRM tools (currently Zoho CRM) to track customer progress, pipeline stages, and overall sales performance.
• Oversee & provide regular reports (weekly/monthly) to management on new customer acquisition metrics, cross-selling success, areas of improvement and market opportunities.

Technical Skills:

• Domestic regulations, trade laws, and compliance expertise.
• Proficiency in handling payment collection, contract negotiation, and financial management.
• In-depth knowledge of market trends, customer behaviour, and competitor analysis in markets.
• Advanced understanding of CRM and ERP systems for optimising sales processes.
• Knowledge of logistics, and supply chain management.

Behavioural Skills:

• Strong leadership and team management
• Excellent problem-solving skills
• Stakeholder Management
• Superior communication & Strong negotiation skills
• Adaptability and cultural sensitivity
• High accountability and ownership