Job Description:

Area Sales Manager – Industrial Pumps

Function: Sales and Marketing
Product Segment: Industrial Pumps
Location: Bengaluru
Employment Type: Full Time
Experience: 5–10 years
Qualification: B.E. / B.Tech
Travel: Frequent

Role Summary

The Area Sales Manager will be responsible for growing industrial-pump sales within the assigned territory through direct business development, channel management, consultant engagement and key-account development.

The role requires a technically competent sales professional who can develop new markets, manage dealers and distributors, engage with influencers and participate in technical discussions to recommend appropriate pumping solutions based on site requirements.

Key Responsibilities

Sales and Business Development

• Develop and implement the sales plan for the assigned territory.
• Achieve annual operating-plan, revenue and order-booking targets.
• Identify new business opportunities in existing and emerging market segments.
• Generate sales enquiries and convert opportunities into orders.
• Follow up on new business opportunities and arrange customer meetings.
• Prepare and deliver sales and technical presentations.
• Increase sales through suitable direct and channel-based routes to market.
• Maintain a healthy opportunity pipeline and provide periodic sales forecasts.
• Handle major customer accounts where required.

Influencer and Consultant Engagement

• Build relationships with builders, contractors, architects and consultants.
• Promote the empanelment and specification of industrial-pump solutions.
• Map consultant organizations, decision-makers and technical teams.
• Develop coordinated relationships with consultants and their respective team leaders.
• Communicate new product developments to consultants and prospective customers.
• Participate in technical discussions with customers and consultants.

Dealer and Distribution Management

• Act as the primary point of contact for industrial dealers and customers.
• Identify, evaluate and select suitable dealers and distributors.
• Develop, nurture and support channel partners to increase sales.
• Monitor dealer performance and provide necessary commercial and technical assistance.
• Strengthen market coverage through effective channel planning.
• Build the capability of dealers to generate and convert enquiries.
• Maintain productive relationships with existing channel partners.

Technical Solution Selling

• Understand the customer’s application, operating conditions and site requirements.
• Participate in technical meetings with customers and consultants.
• Coordinate with Design and Project teams to develop suitable solutions.
• Present technical and commercial proposals to customers.
• Ensure that proposed pump solutions meet the stated application requirements.
• Support customers and channel partners during technical evaluation and order finalization.

Territory and Team Management

• Establish, maintain and expand the customer base.
• Allocate territories or accounts to sales representatives where applicable.
• Set individual and team sales targets.
• Monitor team performance and motivate team members to achieve their goals.
• Develop territory-specific sales strategies.
• Compile and analyse sales figures.
• Review performance against sales plans and initiate corrective measures.

Customer and Market Management

• Maintain strong relationships with new and existing customers.
• Ensure timely response to customer and dealer requirements.
• Collect customer feedback and support the resolution of commercial or technical concerns.
• Conduct market research and monitor competitor activities.
• Remain updated on products, applications and industry developments.
• Represent the organization in sales and technical meetings.
• Work calmly and effectively under pressure.

Reporting and Communication

• Prepare sales reports, presentations and management updates.
• Provide regular feedback regarding customers, competition and market conditions.
• Maintain accurate opportunity, dealer and customer information.
• Support the preparation of appropriate marketing and product literature.
• Report territory performance, sales forecasts and business risks to senior management.

Required Skills and Competencies

• Industrial-pump sales or technical-sales experience.
• Channel, dealer and distributor management.
• Business development and enquiry generation.
• Consultant and influencer management.
• Key-account development.
• Technical understanding of industrial-pump applications.
• Strong sales and commercial negotiation skills.
• Team-management and motivational ability.
• Analytical and solution-oriented approach.
• Strong presentation and communication skills.
• Good business judgment.
• Planning and organizational capability.
• Initiative, enthusiasm and customer orientation.
• Willingness to travel frequently.