Area Sales Manager Industry

Title                 :     Area Sales Manager - Industry

Department :       Automotive & Industry India

Location           :    Hyderabad, India

Reports To       :    National Business Manager-Transportation

Company Profile

Sika is a specialty chemicals company with a leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing and protecting in the building sector and manufacturing industry. Sika has subsidiaries in 101 countries around the world and manufactures in over 200 factories. Its more than 19,500 employees generated annual sales of CHF 8.11 billion in 2019.

Broad Function and Purpose of Position:

The position exists to maximize revenue, material margin and share of business of Industry products in Andhra Pradesh, Telengana and Kerala. The employee should develop an in-depth understanding of the products, applications, customer needs and use this knowledge to develop and implement sales strategies to maximize the growth and return for the Company.

Primarily responsible for providing technical and commercial support to existing key accounts to drive sales growth. Key objectives include developing relationships with potential direct customers.

Roles & Responsibilities:
 

• Proactively seek information about customers business, application challenges, production bottlenecks and provide solution in consultation with National Business Manager-Transportation, Technical Service and respective Customer Group Managers.
• To get recommended Sika solution validated by customer through demonstration/trials, lab tests etc.
• Identify new opportunities with existing key accounts and develop new accounts.
• Attend complaints (if any) and develop a sustainable action plan to avoid complaints and improve satisfaction level of customer.
• Obtain market feedback, competitor information (Technology, pricing etc.) for continuous improvements and communication with Business Head-Industry and other internal contacts.
• Development of process & conducting analysis of present market size, competition, technology & process.
• Managing commercial efforts at targeted geography in consultation with Business Head-Industry and respective Customer Group Managers
• Establishing periodic forecast for assigned accounts. Provide forecast to supply chain to manage inventory and meet customers delivery schedules.
• Establish strong business relationship with key decision makers.
• Collection of Account receivables in assigned customer base.
• Conduct marketing events like webinar, seminar, roadshow, technology day at key accounts to update on innovations and best practices globally to create awareness and new opportunities
• Contributes to team effort by accomplishing related results as needed.

Specific Responsibilities: KEY SKILLS REQUIRED

• • Experience in Sales, Business Development, Key Account Management roles with min. 10 years in related industry
  • In-depth familiarity with Polymers, Coatings, Elastomers industry knowledge is preferred.
  • Demonstrated effective interpersonal and communication skills.
• • Demonstrated self-starter and ability to work independently or within a team
  • Demonstrated ability to build and leverage networks.

Qualifications/Experience:

• • Qualifications preferred - Masters or Bachelor of Engineering in Polymers, Chemical Engg, Mechanical Engg. Master’s in business administration will be preferred.

• KNOWLEDGE/ EXPERIENCE SKILLS:

Minimum 10 years’ experience in Sales, Business Development and Key Account Management.

Competencies:

Functional

KEY INTERFACES - Internal:

• National Business Manager-Transportation - Reporting, business monitoring
• Customer Group Managers

• Technical Services
• Supply Chain Manager – Demand Planning & imports to ensure control of inventory

KEY INTERFACES - External:

• Customers - Value adding, contracting, implementing strategy management, day to day customer support, marketing & sales actions, relationship building, business management. AR control.

Behavioral

1. Proactiveness
2. Result Orientation
3. Good inter personnel skills with written and verbal English communication.
4. Enthusiastic & Energetic