SR MGR Sales ICT India

Job Overview

The Sales Manager is responsible for developing and leading a regional sales strategy to drive maximum revenue growth (via direct and indirect sales), account penetration and customer satisfaction for all accounts within their region.  The Sales Manager may have Account managers and/or Field Application Engineers as direct or indirect reports.  Responsible for promoting TE technology and position TE for long-term growth, Communicate VOC to internal stakeholders, managing programs from concept to completion, and setting strategic vision of the account to key stakeholders and direct reports.                                                      

Responsiblities

Create multiple strategic territory plans for Key and Global accounts.
•    Research and develop the data for PAM, TAM, SAM will be utilized in developing a customer strategy. Will present to BU Leaders
•    Instrumental in the development/creations of customer roadmaps and communicating through the organization.
•    Identify competitive landscape and ability to perform competitive analysis.
•    Consult on overall market and technology that will influence near and long term strategy.
•    Knowledge of smaller/emerging competing and complementary business and mitigate the risk
•    Collaborate with Sales Leaders in creating and executing a growth plan for near and long term
•    Communicate and influence growth plan to internal stakeholders
•    Global/Yearly negotiation including, but not limited to contracts, and pricing.  Will interact with customers at all levels.
•    Seen as a role model and championing a diverse workforce through inclusion and development.
•    Build customer partnerships by continually demonstrating a strong value proposition and ECE.
•    Utilize the results of the Voice of the Customer's and communicate impact to internal stakeholders. Including development of solutions and influencing business directions.
•    Accounts Receivable, work with Account Managers and TE accounts payable to ensure all past due accounts are paid. In extreme past due conditions works directly with customer to resolve issues
•    Utilize influencing skills through relationship management, strong communication, and synthesize information in a coherent and impactful way.
•    Determine actions after reviewing dashboards and as appropriate may direct work to other functions.  Will communicate priorities to next level manager.
•    Prepare materials for customer visits including, create PPT, analyze data/research specific to customer.
•    Drive thought leadership and ECE through positive Customer communication and touchpoints with both internal and external customers.  May drive or sponsor ECE initiatives.
•    Understands PAM, TAM, SAM and market influencers and conditions.  
•    Drive/influence our current/future product positioning to gain or re-gain market share.   This also includes identifying the right selling methodology.  
•    Understands key components of a Competitive Landscape: customers’ needs and how you can address those needs; how you compare against your competitors in meeting those needs.  
•    Drives brand awareness and positioning with our customers (solutions and capabilities).
•    Aligns marketing strategies specific to our customers and selling channels.
•    Promote BU technologies and product capabilities with the customer.
•    Understands TE products and capabilities across multiple BU
•    Mentor/Coach by other Sales Team Members (extended team).
•    Manages and develops a team of Account Managers

Competencies