Location
Kolkatta | India
Job description
About our client
Our client is an international European MNC that has a strong global presence and a market leader in engineering innovation and digitalization.
Job
MOD Manager sets short-term and long-term sales and customer relationships targets aligned with the unit’s overall sales targets. He/she leads the process and team to achieve the sales & project execution targets by coaching and developing the team.
Responsibilities:
Modernization - Sales Development
- Ensures effective deployment of improvement activities and company sales development programs in the units in his/her Area.
- Follows and ensures the progress and speed of units’ development actions/projects are well defined and measured.
- Reviews and ensures that the key elements of the sales management model are used and updated with good quality in all units (e.g. individual sales plans, sales cockpit) and coaches the sales teams to use the tools.
- Deploys, coaches and follows up the Pricing Excellence model in the area.
- Ensures pricing committees running in Front Lines with required focus and decisions.
- Coaches unit sales teams in communicating value to customers in different segments.
- Coaches unit sales teams in analyzing internal and external data for sales planning, sales target identification and in defining new target markets and customers.
- Drives effective sales competence development in the Area by ensuring regular sales competence assessments and related training actions are performed in the units.
- Maintains strong connections with other colleagues within company to share best practices and to understand current and future requirements.
- Collaborates with global sales management team to further develop the sales management model.
- Ensures Front Lines follow/monitor their sale funnels, and coaches Win Plan Process in FLs.
- Ensures early engagement practices are in place, supported by solution-selling approach.
- Supports MP strategy by ensuring specific MP Sales follow-up is in place.
Customer Relationship Management and Sell
- Drives Sales Development/campaign actions.
- Supports in communicating benefits and value to customers in different segments.
- Participates in customer meetings and events.
Site Supervision Process :
- Accountable for the delivery of the installation project.
- Accountable for Site Safety.
- Responsible for securing efficient management of environmental aspects of the installation (waste handling, hazardous material, minimization of travel).
- Accountable for the financial result of the project (cannot be responsible for costs associated with changes in factory prices or exchange rate variables).
- Participates to the sales/installation hand-over and validates the term of the order received from the customer together with the salesperson.
- Prepares the overall installation program and resource planning.
- Responsible for planning and organizing the delivery and storage of materials and tools to the site and placing the orders to subcontractors and factory material suppliers.
- Responsible for site preparations and follow-up of site readiness.
- Accountable for use of correct installation methods throughout the installation.
- Ensures cost control as per action plans during budget, and pre-calculated CM2% towards achieving the R80 targets.
- Responsible for administrative activities of the project including daily human resource management (absences, timesheet review/approvals) and reports project progress (schedule, installation hours, fitter time sheets, budget and risks) to his superiors.
- Responsible for maintaining project documentation.
- Updates information to company management systems (eg S-plan milestone updates).
- Collaborates with Accounts payable / Controlling to ensure site activities are planned and executed in accordance with contractual payment terms and actual payments received.
- Accountable for final testing of the equipment and handover to maintenance.
Customer and Sub-contractor Relationship Management :
- Accountable for customer satisfaction and quality of installation.
- Accountable for Sub-contractor quality and Safety performance.
- Single point of contact towards the customer during installation regarding site management, responsible for internal and external communication during the project.
- Aims at achieving allocated sales targets and add-on sales and variations during installations.
- Develops and maintains a cordial and professional relationship with the sub-contractors.
People Management / Leadership :
- Accountable for people (site operatives) development and wellbeing, and managing the performance of the team and individuals.
- Determines objectives, plans as well as organizes, communicates, controls, and motivates the installation team.
- Identifies field operative training needs and manages training plans.
Requirement:
- Bachelor’s degree in Electrical / Mechanical Engineering preferably with M.B.A.,
- Minimum 12 to 15 years of Direct Sales experience (preferably from the Elevator industry).
- Good understanding of Elevator & Escalator products and Site Safety.
- Experience in handling sub-contractors and Customer relationship.
- Self-Driven professional with great enthusiasm.
- Excellent Communication skills, Interpersonal skills and Presentation Skills.
Job tags
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