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Sales Director - India job in Mumbai

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Job Ref:  RMD00778
Employer:  Interserve
Job Type:  Permanent
County/State:  -
City:  Mumbai
17/10/2016 00:06
Hourly Rate Bands N/A Salaried/Hourly-Paid Salaried

Job purpose
  • T he role is to head up the RMD Kwikform India sales team.
  • To manage and develop the existing business as well as to formulate and implement a sales strategy for ongoing profitable development and growth of business.
  • To maximise sales and customer service efficiency whilst managing, developing and motivating the sales team.
  • To instil a customer driven culture throughout the sales territory, enhance the company brand within India and achieve objectives by working through others.

Key Accountabilities:

1. Ensuring Sales team members achieve set and agreed targets
  • Standards of performance relating to the above are achieved when:
  • Hire, New Sale and Ex-Hire Sale revenue targets for each Sales Representative (SR) are met.
  • The performance is achieved within the level of authority established for the role.
  • Personal KPI's are embraced and improvements achieved.
  • Using Sales force/Radian Score to identify a "gap analysis" of the business.
  • Establish Sales Performance Targets and Customer Development/Generation Plans ensuring that sales targets are met and the Company's Customer base is broadened in line with the opportunity within the territory.
2. Key Customer Development
  • Developing relationships at a senior level with the current key customers within the territory and broadening the base by winning target accounts which will impact favorably on the performance of the territory and the India business. This will require:
  • Identifying the customer's needs and from this, the opportunities for RMDK.
  • Working with the MD to develop Business Plans which provide a strategy for the continued growth and profitability of the business.
  • Ensuring that the supporting disciplines within RMDK (on a Regional basis when appropriate) are capable of delivering the desired against the Business Plan.
  • Enlisting the support of SM's and MD in the region (as appropriate) to ensure that the Customer regards us as their first choice of supplier, in the region.
3. Sales Process and Pipeline
  • Standards of performance for the Indian Sales Director and Regional Sales Managers relating to the above are achieved when:
  • Each Sales Representative has a managed and maintained pipeline capable of identifying the full potential from within their allocated territory and delivering their target over a rolling 3 month period.
  • Individual monthly reviews are held with each direct reporting SR to monitor current and future Customer activities, establish immediate performance objectives and action dates to manage the "gap", between secured and target revenues, noting reasons for any "slippage" against target.
4. Reporting Activities, Records and Conforming Administration Systems
  • Standards of performance relating to the above are achieved when:
  • The monthly sales report is submitted to the Managing Director on time, reflecting the current and future performance of the territory, assessment of the individual SR's and their performances against the established KPI's in the format provided.
  • The individual consolidated SR's Sales force/Radian Score reports are validated and received by the SM in time for submission to the MD, RMDK ME Management Board and the Group Board of Directors.
  • Ensuring that each SM and SR achieves the agreed standard and timeliness for administration for; call reporting, weekly planning and customer record cards.
  • Serious Customer complaints that remain unresolved and will lead to a financial claim are brought to the attention of the MD.

5. Territory Coverage and the Customer Base
  • Standards of performance relating to the above are achieved when:
  • Each SR's customer base is graded and a sales strategy is agreed and implemented for; existing customers, lapsed customers and target customers.
  • Time is spent in the field with each SR at frequency which allows the individual performance and progress to be assessed against their personal objectives. The time together should also identify their training needs so as to provide the platform for future development or, if appropriate, to create a corrective action plan for under achievement.
  • Contacts are established and maintained with the key SR's Customers and business influencers with a view to account development through targeted actions/activity's.
  • Clear contact is maintained with the other SM's regarding specific Customer contacts outside of the particular territory to further develop the business and relationship with these Customers.
6. Motivation, Training and Discipline
  • RMDK's goal is to create an environment where individuals succeed and achieve targets. There will however be times when an individual performance falls short of company expectations and the role of the SM will require action to correct unacceptable levels of performance. This will be achieved when:
  • Formal annual Personal Development Reviews are conducted with each direct report.
  • Agreed personal Learning and Development plans are in place with date specific actions.
  • Monthly territory sales meetings are held and chaired by the SM.
  • The Sales team are trained and aware regarding the Health and Safety requirements for their position including conforming to clients' particular Health and Safety regulations when visiting customer premises and sites.
  • Advising customers on the safe and efficient use of RMDK equipment and measures as to how to ensure that it is in good condition at all times.
  • Conforming to the RMDK Car Policy and being competent to drive safely.
  • Written communications are clear, concise and on time.
  • Devise and implement an Induction Program for recruits which will involve training and interaction with established SR's.
  • Expected performances by SM's and SR's that fall short of Company expectations are handled by the SM in accordance with the Company's Disciplinary Procedure and Policy.
7. Territory Financial Performance
  • Standards relating to the above are achieved when:
  • Personal results and those of the individual RSM & SR's are achieved within the current published authority levels.
  • The cumulative territory results achieve or exceed the established targets for a given period.
  • Actual sales costs are monitored regularly against budgeted costs.
  • Detailed and accurate revenue information for each RSM, SM's and SR's area is provided for the territory's annual budget preparation and submission.
8. Personal Standards
  • Standards of performance relating to the above are achieved when:
  • The Sales Director is seen by the Sales team to "lead from the front" with a "can do" approach.
  • Maintaining a smart appearance at all times, wearing appropriate clothes for the situation whilst at work so as to conform to Health and Safety regulations.
  • Hours are worked in order to achieve the desired result for the Company which may include staying away overnight or attending events from time to time so as to promote the development of RMDK's business.
  • The SM sets about developing their personal knowledge of the Company's business, the industry and their personal sales and management skill set by reading around the subjects.
  • Administration time is less than one day per week.
  • All orders and enquiries from the territory are presented in a complete and accurate format, ideally electronically, to the RMDK Operations, Engineering and Finance/Administration disciplines.
  • Monthly reports for the MD and the consolidated weekly RSM's submissions to the SD are on time, concise and accurate.
  • The SD ensures that the individual territory sectors are covered allowing for holiday and any long term absence.
  • The SD is in possession of a current and valid driving license.
  • All company property is handled within the RMDK policy and well maintained to a high personal standard.
  • Be aware of and adhere to the Company's Health & Safety policies and procedures.

Knowledge skills & experience
  • Engineering Graduate with Management Qualification preferred.
Knowledge & Experience:
  • Proven Sales track record.
  • Experience in Scaffolding and Formwork Industries as Sales Manager preferred.
  • Local experience essential to the success of this role.

Skills and Personal Q ualities:
  • Excellent sales and negotiation skills
  • Good business sense
  • Initiative and enthusiasm
  • Excellent communication and 'people skills'
  • The ability to work calmly under pressure
  • Good IT, budget and report writing skills
  • A full driving license.
  • Passion
  • Integrity
  • Positive Attitude
  • Leadership by example
  • Loyalty
  • Availability
  • Motivation
  • Continuous Learning

About the company
RMD Kwikform provides formwork, falsework and shoring solutions to the global construction industry.

With operations in over 20 countries, RMD Kwikform has the ability to provide a truly local service, backed up by significant international experience.

With a diverse product range, designed to maximise safety, on site effectiveness and lowest in use cost, matched with our engineering excellence, RMD Kwikform provides it's customers with the most effective solution to get the job done.

RMD Kwikform is a business built on people. They are what ensure that RMD Kwikform surpasses customer's expectations time after time. As we rely heavily on the skills of our people to remain successful and continue growing, our people must grow with us, which is why RMD Kwikform is committed to working towards the principles of the Investors in People Standard (IIP) in all of its companies.

For more information on our business and our products, please visit NA
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