Job Description-
Own revenue, margin, and receivables outcomes for an assigned territory. Build and grow key accounts, develop pipelines, execute sales processes with discipline, and partner closely with Technical, Supply Chain, and Marketing to deliver an exceptional customer experience.
Key Responsibilities
1) Deliver the Plan for the Area
- Achieve sales, gross margin, and working capital targets.
- Drive price realization and mix optimization per guidance.
- Maintain accurate monthly forecasts and a healthy funnel in CRM.
2) Customer & Market Management
- Manage a portfolio of F&B manufacturing customers (dairies, beverages, breweries, processed foods, etc.).
- Run structured QBRs/MBRs, track NPS/CSAT annually, and execute account growth plans.
- Prospect and convert new logos; map decision makers and influencers.
- Monitor competition; prepare win plans and defend/expand share.
3) Sales Process & Discipline
- Execute the full sales cycle: prospecting → discovery → value proposal → trials → validation → closure → onboarding.
- Use value selling tools (TCO, hygiene risk assessments, productivity/sustainability impact).
- Ensure CRM hygiene: activities, opportunities, probabilities, dates, next steps.
4) Commercial & Financial Controls
- Drive DSO improvement; coordinate with Finance for collections.
- Adhere to discount controls, contract terms, and pricing approvals.
- Plan inventory (consumables & spares) with Supply Chain; minimize aged stock.
5) Cross-Functional Collaboration
- Partner with Technical/Application Specialists for audits, trials, and commissioning.
- Coordinate with Marketing for campaigns, case studies, and references.
- Work with Supply Chain/Service to ensure OTIF delivery and service SLAs.
- Share market intelligence and VOC to inform product/segment strategy.
6) Compliance & Ethics
- Uphold safety, quality, and compliance standards at customer sites.
- Ensure integrity in all dealings and adherence to company policies.
Success Metrics (KPIs)
- Sales vs. AOP (monthly/quarterly)
- Gross margin % and price realization
- Pipeline coverage (≥3× of target) & forecast accuracy (±10%)
- DSO/collections vs. target; aged inventory reduction
- New logo wins & retention rate
- CSAT/NPS and service SLA compliance
- Documentation accuracy in CRM/Workday/finance systems