Our client is Chennai headquartered India’s leading Speciality Chemical distribution and manufacturing company. The group has a rich legacy of over 40 years with group.
The Paper Chemicals Solutions Business Unit of the client offers a comprehensive range of chemicals for the entire pulp-to-paper production process. Their distribution business holds over 40% market share in the southern region of India.
Role purpose : The primary purpose of this role is to build and lead a high-performing team to achieve set CAGR and market share goals.
Key responsibilities :
- Sales Strategy : Developing strategies to meet short- and long-term business objectives.
- Sales Planning and Budgeting : Preparing regional sales and manpower plans, and annual budgets for the sales function.
- New Client Acquisition : Leading and guiding the team to acquire new clients, overseeing product trials, and ensuring successful product acceptance tests.
- Application Development : Supporting the technical team in customizing products to meet client needs.
- Price Negotiation and Finalization : Leading price negotiations and facilitating the sign-up process according to SOP and pricing guidelines.
- Key Account Management : Managing newly acquired key accounts.
- Services Management : Overseeing the services division to ensure high-quality client service.
- Team Potential Management : Motivating and guiding team members to exceed performance targets.
- Receivables Management : Achieving collection targets as per policy guidelines.
- Cost Control : Monitoring and maintaining operational costs within budget.
- MIS and Reporting : Developing robust reporting systems for performance review.
- Marketing : Initiating BTL marketing activities for brand awareness and lead generation.
- Logistics Management : Coordinating with the logistics team to ensure on-time product delivery.
- Inventory Management : Maintaining optimal inventory levels to prevent disruptions and minimize working capital impact.
- Process Automation : Collaborating with Technology Partners to automate order booking and delivery processes.
- CRM Tools : Adopting suitable CRM tools to enhance customer experience through on-time delivery and excellent after-sales service.
Preferred profile :
B.Tech / M.Sc in Paper Technology / Chemical Engineering, preferably with an MBA in Marketing.At least 12+ years of experience in B2B sales, with the last 4+ years in the specialty chemicals business.Expertise in consultative and institutional sales.A proven track record of consistently achieving sales targets.Experience in leading and managing a sales team of at least 10 members.Willingness to travel extensively within the southern region (at least 15+ days per month).