Assistant Manager Sales

Chemelex is looking for people who put their innovation, strengths, and passion to work to advance our and their own success. Join an organization with decades of experiences successfully executed projects and services under the brand names RAYCHEM and TRACER that ensures a more secure world through connecting and protecting our customers with inventive electrical solutions.

What You Will Experience In This Position:

This position is a highly sophisticated sales role serving various industries like the traditional oil & gas, chemicals, pharmaceutical, power, Paint, FMCG and F&B. The role will involve selling electrical heat tracing and thermal management products, services and projects either direct to End-Users or through a variety of different channels , e.g. Specialist Distributor, Wholesaler, Reps. and projects through Contractors like EPC houses.

You will be responsible for developing our local industrial product/projects business, MRO and distributor business for India Region. You will report to the India Industrial Heat Tracing Sales Manager.

Strategic Responsibilities and Activities

• Develop and implement a strategy for the India Region in line with the current regional Industrial Heat Tracing business strategy, which has been created in a combination of direct product & local project business based on value selling and always looking for Upselling possibilities.
• Protect strategic relationships while increasing regional hunting capacity.
  Organize around customer ownership and buying behavior not only state boundaries.
• Engage EPCs early because design-in and approved-vendor status often determine downstream order capture.
• Create repeatable cross-selling motions across heat tracing, tank insulation and industrial leak detection systems (hydrocarbon/ chemicals etc.)
• Build coverage across South and East India; develop PSU, EPC, private industrial and small-industry opportunities; create a new regional funnel.
• Develop a strong focus on Upselling to each client request by understanding clients' needs and identifying the hidden demands through the concept of Value Selling.
• Your focus will be on the Industrial Bizz and thus customers (direct) and actively support efforts related to the industrial product business which is handled by Wholesalers and our partners in India.

Process and Focus areas

• Implement a workflow for the regional upselling.
• Priority segments: South/East EPCs, PSU oil and energy customers, large private industrial groups, ports, terminals, chemicals, steel, mining, power and process industries.
• Create the territory from the ground up: map installed base, industrial belts, consultants, EPCs, distributors/influencers and active capex projects.
• Build a qualified funnel that is balanced between large project pursuits and shorter-cycle retrofit/replacement business. Focus on IHS MRO, products, small project business and channel partner management.
• Generate and qualify opportunities from new projects, steam-to-electric conversions, brownfield upgrades, maintenance/replacement needs and tank/terminal projects.
• Lead the commercial process from discovery through proposal, negotiation, order booking and handover to execution.
• Work with applications/technical teams to translate customer requirements into technically sound, differentiated proposals.
• Influence specifications and approved-vendor lists before RFQ release; build references and application case studies.
• Set up account plans for the key accounts & Partners
• Identify and qualify project opportunities and capture these in Salesforce;
• Use and apply PriceFX for all product quotations and making sure all customers have a pricing agreement or fit in a certain pricing matrix.
• Develop and track actions and activities associated to identified opportunities and account plans.
• Deliver seminars, trainings and face to face meeting at key customer groups / partners on a defined basis.
• In projects of choice and key accounts try to secure strong technical specifications (embedding).
• Build relationships with EPC contractors, consultants, PSU project teams, plant engineering, maintenance, procurement and project management.
• Maintain existing client relationships by promoting new products, services and special applications;
• Report competitor activities, review regional threats, consider any hurdles to success and propose an action plan to overcome.

Skill- and Mindset

• Be an early adaptor and active promoter of Value Selling.
• Creative, innovative, out of the box thinking, curious and interested, positive energy.
• Through a consultative sales approach, deliver additional value and grow scope by providing our customers with specialized solutions and turnkey services.
• Successfully close the final contract negotiations with customers and act as an executive sponsor during the execution of projects to optimize client relationships, project revenue and profitability.
• Provide regular updates in Salesforce and make it your ultimate daily tool.
• Promote new innovative solutions to both existing and new clients including end users, consultants and other stakeholders via frequent direct customer visits.

Metrics

• Follow up quarterly with your line manager on agreed actions, approach and create counter measurements;
• Provide sales forecasts, and activity reports. Maintain project information in CRM system, ensuring regular/weekly follow-up on all open sales prospects and quotations;
• Analyze your hit rate, review, and take actions;
• Follow the Price realization metrics;
• Set and agree upon the Annual sales and profit targets.

You Have:

• 8-15 years of industrial B2B sales experience in process industries, electrical/thermal solutions, insulation, instrumentation, leak detection, MRO or engineered project solutions.
• Demonstrated experience selling through EPCs and into operating companies, preferably in oil & gas, petrochemicals, chemicals, power, terminals, steel, mining, pharma or related process industries.
• Experience with long sales cycles, technical specifications, approved-vendor processes, tenders and project procurement.
• Strong commercial judgment: can qualify opportunities, protect value, manage margins and negotiate with multiple stakeholders.
• Comfort with independent territory building and frequent travel; able to work with technical teams without needing to be the design engineer.
• Strong written and verbal communication in English; Hindi and/or a South Indian language is advantageous.
• Bachelor's degree in engineering, business or a related discipline preferred.
• Highly motivated and self-driven individual focused on achieving results;
  Strong market knowledge and relationships with end users/contractors associated with the refinery, oil & gas, chemicals, petrochemicals, pharmaceutical, FMCG, Paint, F&B, Manufacturing units and power within India region;
• Ability to interpret information and produce reports;
• Demonstrable experience of using initiative and working with deadlines as well as being target driven with prioritizing in the right manner;
• Experience of using Microsoft Office (PowerPoint, Word and Excel) and Salesforce.

Preferred qualifications:

• Basic knowledge of electrical heat tracing or low voltage electrical power distribution
• Detailed knowledge of one or more of the following fields Traditional Oil & Gas, Refining, Petrochemical, Chemical processing, Power Generation and Utilities industries.