Country Sales Leader OFS

Job Description

The Country Leader will drive the business in India for Oil Free vertical and ensure a balance of strategy and execution to achieve double digit services led profitable growth. He/she should be able to collaborate well with functional leaders across MEIA territory to drive the business. He/she will be based in Gurgaon.The Country Leader will motivate and lead the regional team of sales, service, sales support and inside sales employees, and oversee all customer-related activities in the region, in compliance with all sales and service management processes. Country leader will lead execution of Go to market strategy related to Account management, OFS specialist as well as effectively use advanced sales management tools like Sales Force, CPQ etc.Main responsibilities:

1. Manage and develop Key customer relationships at strategic level and engage territory leader to complement these relationships.

1. Provide strategic guidance to all regions in India

• Provide bottom-up inputs to IR strategy for India for next 3- 5 years for double digit growth in completes & services
• Provide inputs in national sales strategy and be directly involved in implementing key strategic initiatives Oil Free Vertical
• Provide inputs & coach team on product and solution roadmap

1. Define, drive and own sales and profitability targets for different regions

• Develop region-wise sales and profitability targets for products in agreement with Marketing & PGT
• Drive and own revenue, profitability and cash collections for both completes & services portfolio for all regions in OF Vertical.
• Focus on marketshare and saturation of customers
• Drive & manage direct sales. Grow the base of partners & customers
• Monitor and execute pricing strategy/ discounts across regions within delegated authority
• Drive and own bundled services sale across regions and drive support from marketing
• Drive collaboration across regions by ensuring timely issue resolution & best practice sharing
• Identify new territories for expansion, plan coverage in new areas/cities .Appointment of people and partners to increase reach and revenues

1. Identify levers to improve commercial effectiveness across regions

• Engage with existing accounts across regions to discover opportunities to grow revenue and share of wallet.
• Guide RL s in identifying and adding uncovered accounts
• Identify and implement levers to improve direct sales through various mediums
• Identify and implement levers for reducing cost of sales in the Region
• Provide guidance to regional leaders in Sales Excellence. I.e. effective utilization of SFA, MDI, etc.
• Identify and implement levers for increasing productivity across regions
• Drive higher CSI across regions

1. Develop people capabilities

• Build culture of Services & performance driven in the team
• Hire and develop direct reports to realize national sales strategy and financial targets
• Guide region heads in multi-skilling the sales force to ensure one face to customer approach.
• Facilitate and resolve any issues concerning inter-regional and region & functional collaboration

Qualifications :

• BE & Business Master s degree, with 15 to 20 years of work experience and a proven track record in sales management preferably mix of distribution and direct sales from the organizations dealing with industrial utilities.

Competencies

• Previous experience of managing teams of sales and service people, ideally including remote teams across cultural boundaries. Good level of negotiation skills at all levels
• Previous experience of working in a matrix management and collaborative environment
• Self-starter, able to work independently and take initiatives within Ingersoll Rand framework. Strong growth and people orientation.
• Written & oral fluency in English. Willingness to travel 50% + throughout the region.

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Keyskills :
salesoperationsservicemanagementaccountmanagementtoolsproductionuppframewtransp