Head - Sales - Aerospace

Please note candidates from Aerospace industry with Sales experience will only be considered.

General background : The ideal candidate is an engineering graduate with a post-graduate qualification in Sales and 20+ years experience including at least 10 years at a Sales head role leading a team and, managing sales function. Candidate should have handled engineering application- oriented solution sales for last at least 5 years preferably in "produce to application / customer design" environment.

Role & responsibilities

1. Strategy formulation towards business growth, increasing penetration in the market and scope of entering newer areas with innovative business models.

2. Define the approach for the overall sale of new business and account retention.

3. Develop a comprehensive sales and distribution strategy to maximise sales opportunities.

4. Develop sales and distribution policies that reflect the organisation's goals.

5. Direct the Sales team in generating proposals that define a clear path to client satisfaction and revenue growth.

6. Establish customer relationship management (CRM) systems and guidelines to manage customer relationships.

7. Establish internal guidelines for personal data protection based on applicable legislations, to manage customer data.

8. Foster relationships with new partners to achieve desired revenue.

9. Influence senior stakeholders within customers' organisations and premier buyers in the industry.

10. Investigate factors impacting sales performance.

11. Leverage innovations to maximise revenue of traditional and digital assets and products.

12. Monitor changes in the industry and leverage them for business opportunities.

13. Outline objectives in key target areas such as sales volume, market share, distribution channels and profit margins to guide promotions and sponsorships.

14. Participate in forums to keep abreast of new changes in the industry and practices

15. Promote positive relationships with major customers to understand their needs.

16. Provide advice when preparing bid documents and integrated proposals for key accounts.

17. Provide input on sales incentive structure and key performance indicators to help monitor targets.

18. Provide input to the Content Development team based on customer and industry feedback.

19. Recommend changes in pricing structures in product lines or products.

20. Review sales performance by analysing performance reports.

Preferred candidate profile

The incumbent will be responsible for plans and strategies for developing business and achieving the companys sales goals. Establish and foster partnerships and relationships with key customers both externally and internally. Assists in the development of the sales plan, prepare forecasts and KPI reporting for the sales leaders, CRO, and upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning.

ref : iimjobs.com)