Territory Sales Person

The Kardex Group is one of the world’s leading manufacturers of dynamic storage, retrieval and distribution systems. With over 2,500 employees worldwide, we develop and manufacture logistics solutions that are used in many different sectors such as industrial manufacturing, retail and administration.

Kardex India Pvt Ltd is seeking a motivated self-starter to join our New Business Team in the role of Territory Sales Person to be based remotely at Kolkata in India.

The purpose of the roles is:

- Develop the Market for Kardex Products and solutions in the East region of India

- Reach and exceed sales targets in the territory and relevant segments

- Create, qualify and develop leads and close sales according to Kardex Sales process.

- Fully utilize the Kardex CRM tool to track all leads and opportunities

- Actively contribute to the growth of Kardex in Eastern part of the Indian market

Major task and responsibilities:

TARGETS

Net Sales

• Offers (value)
• Order intake (units/solutions/value)
• Net Sales
• Others to be elaborated during induction process

Customers

• Giving proactive support to existing customers
• Identify and develop new customer for Kardex Solutions
• Follow the Kardex industry segment focus and develop solutions in these targeted segments

Internal

• Forecast precision (Bookings/Net Sales)
• Deliver tasks within agreed time
• Defined reporting delivered on time
• Follow the Kardex sales process using the Miller Heiman sales methodology
• Report all sales activities via the Kardex CRM tool

RESPONSIBILITIES

• Reach and exceed agreed sales volume
• Support and develop territory in lead generations, qualification, and order intake

Customer visits

• Develop solution and value proposition for customer
• Offer making, contract and price negotiations.
• Initiate and participate in business development projects
• Initiate, implement and follow up sales campaigns

Reporting

• Sales Force/ CRM updated weekly
• Monthly forecasting/weekly forecast update
• Other sales reporting requested.

REQUIREMENTS

• Education: Tertiary education in related field.
• Minimum 5-7 years of experience in Intralogistics with high exposure to wholesale, retail, e-commerce, 3PL, electronics and/or Bio-Pharmaceutical industries.
• Multi-year experience of high level and complex B2B sales, with solution selling.
• Commercial background with good technical understanding or vice versa.
• Formally trained in sales and key account management.
• Experience in development and negotiation of complex contracts.
• Good understanding of logistical processes, and software supported working processes.
• Experienced in using Strategic Selling Framework like Miller Heiman, SPIN selling and CRM, e.g. SalesForce
• Experienced in solution selling at high level.
• Creative and solution oriented.
• Patient, persistent and enduring working style.

Behaviours required to perform this role:

• Able to extract diagnostic data in order to ascertain root cause of reported fault.
• Logical and forward thinking
• Logical approach to fault analysis/problems.
• Able to follow laid down procedures and policies.
• Able to evaluate situations and respond appropriately.
• Self-motivated, self-disciplined and maintain positive attitude.
• Able to cope with varying levels of stress and pressure.
• Able to make decisions/judgements.
• Able to work beyond working hours if required (on weekends and public holidays).