Aftermarket Head | Sales Services

The Big Picture: Howden products have made a valuable difference for our clients for the past 100 years. Howden India are now looking for a Leader who will join our team and assist us in making a valuable difference in the century to come. The Team Lead Sales will be a core member of our Compressor and Fan Business. The Team Lead Sales drives business growth and profitability by leading the experienced Sales team in the Regions (India and neighboring Countries). The Team Lead Sales is responsible for leading the Compressor and Fans Sales teams and driving the growth of the business. This position is for the one who enjoys working in a challenging environment. Key Responsibilities: Budget • Annual Budget (Targets) Planning and ensure smooth Execution • Define the KPIs for the Sales Team and ensure regular review • Achievement of Targets as per defined KPIs • Undertake initiatives in time to ensure that KPIs are achieved (Using Apex Tools) Account Management • Identify the Key Accounts and allocate the same within the team (Using tool viz. Boston Matrix) • Communicate Market Expectations from End-users as well as competitors / other OEM’s information & Define the strategy to increase the penetration(Using tool viz. SABRE) • Customer Relationship Management (Self + Team) • Ensure Regular visits & Review New Enquiry Generation • Handling Customer requirements / complaints • Ensure On time response to customer RFQ, TQC and others • Establish and maintain close relationship with Customers to Grow the business • Clearly communicate the expectations to Product Business Units via regular review calls • Escalate the issues adversely affecting business in time with counter measures • Handling Reliability issues in conjunction with Case Managers/Product Specialists Service Sales • Team Management, Enquiry Generation, Funnel Management, Contract Negotiations, Contract Closure, Follow the Howden Guidelines on Contractual conditions & Payment Terms – for all Spares, Field Service, Repair, Revamp, Retrofits requirements of Product Business Units • Support accounts and finance department for on time receipt of outstanding payments Business Development • Promote / Market Howden Products (Compressor and Fans) & Services to existing as well as develop new customers / markets • Revamp / Retrofit Solution, Long Term Service Agreements, Rate Contracts (ARC/AMC), Up-time etc. Reporting • Responsible for on-time reporting to management for various MIS reports • Conduct and Participate in Daily Management along with Team • Ensure that his/her reporting line also ensures accurate and timely submission of data as and when required by Management for Business Analysis • Weekly and Monthly Forecasting of Bookings & Sales • Monthly AFM report • Monthly Review Meetings with Product Business Units on Important Topics • Backlog Reports, etc. Quality and non-Financial KPIs • Conduct periodic Customer Satisfaction Surveys along with Team (Voice of Customer) • Clearly communicating the Strategic vision of the Company/ Department to the reporting line while making the expectation clear to drive the high performing team • Create and Monitor a development plan for the team analysing the skill gap and support in bridging the gap in terms of skills and knowledge (as required) • Monitor that the Sales Tools & Processes are used and accuracy of data in the CRM system is maintained • Support internal as well as external audits ( as required) What do you need to bring? Essential Skills, Knowledge & Behaviours • Bachelor’s Degree in an Engineering or related field or experience commensurate with a degree. • Relevant commercial business experience with engineered products, as well as services and in managing distribution and sales channels, Industrial, PCOG & heavy industries. • Ability to create and maintain strong relationships with customers, sales reps and internal stakeholders. • Preferably with 12-15 years of experience. • Strong interpersonal skills, negotiation and customer issue resolution skills. • Team Handling and Leadership Skills • Integrity and high moral and ethical standards. • Able to work independently managing time, schedules and customer interface. • Proficient in Microsoft Office Products – Word, Excel, PowerPoint, Outlook, etc. • Proficiency in both written and spoken English is essential. • Hands on product & application knowledge of the complete Howden product range Desirable Skills, Knowledge & Behaviours • Experience working within the region and industries. Understanding of the diversity and cultural differences and how to operate effectively in the Indian region. What will you get in return? We offer great opportunities for personal and professional development in an international company. The role comes with a competitive salary package and various benefits. Furthermore you will be a part of dedicated group of colleague who value teamwork and collaboration. We offer a dynamic working environment, with dedicated colleagues, opportunities for personal and professional development, and of course an attractive salary package