Regional Sales Manager - Aftermarket Compressor (Steel & Metals)

• The Regional Sales Manager shall drive business growth and profitability for Compressors After Market Segment within the region which comprises mainly Spares, Retrofits, Services / Annual Maintenance Contracts / Long Term Service Agreements, Repairs and digital solution (Uptime)
• Proactive management of the customer base to obtain customer RFQ’s, to position Howden as a preferred supplier and to drive profitable growth of bookings.
• Promote / Market Howden Products & Solutions to existing as well as develop new customers / markets.
• Collecting, ranking, analyzing and evaluating information about existing and new markets, customers, competitive relationships, products.
• Communicate Market Expectations from End-users as well as competitors / other OEM’s information & define the strategy to increase the penetration (Using tool viz. SABRE).
• Initiate and implement improvement initiatives in line with the strategic direction.
• Development, improvement and monitoring of Funnel and Order Conversion
• Ensure Regular visits to Customers & Review New Enquiry Generation.
• Identify the Key Accounts and allocate the same within the team (Using tool viz. Boston Matrix).
• Enquiry Generation, Funnel Management, Contract Negotiations, and Contract Closure.
• Follow the Howden Guidelines on Contractual conditions & Payment Terms – for all Spares, Field Service, Repair, Revamp, Retrofits requirements of Product Business Units.
• Ensure On time response to customer RFQ, TQC and others.
• Clearly communicate the Expectations & provide timely Reports via regular review calls.
• Escalate the issues adversely affecting business in time with counter measures.
• Ensure SOX Processes are followed and accuracy of data in the CRM system is maintained.
• Reporting on opportunity funnel, Booking forecast, and variance with respect to budget to protect business interests and mitigate risk.
• Support for on time receipt of outstanding payments
• Collaborate closely with Proposal / Operations team on Revamp / Retrofit Solution, Long Term Service Agreements, Rate Contracts (ARC/AMC), Up-time bookings.
• Annual Budget (Targets) Planning and ensure smooth Execution.
• Define the KPIs and ensure regular review via. Workday.
• Undertake initiatives in time to ensure that KPIs and or targets are achieved (Using Apex Tools)
• Conduct periodic Customer Satisfaction Surveys
• Lead and promote a continuous improvement culture
• Ensure an integrated solid EHS performance and development of an interdependent safety culture

Qualification And Experience:-

• Relevant degree within Engineering / Business
• Experience from similar role of 10+ years coupled with broad experience of Aftermarket business within engineered rotating products viz. Compressors, Blowers, Steam Turbines etc.
• Relevant commercial business experience with engineered products as well as services and in managing sales in Steel & Metals Industries.
• Experience of working across multiple locations and cultures, understanding the constraints and working culture within them
• Self-Starter and strong capabilities to deliver results and work with cross-functional teams
• Strategic focus with the ability to analyze, formulate and implement strategies
• Good team player
• Strong inter-personal skills
• Pragmatic, no-nonsense approach
• Sets personal deliverables and works to high standards
• Accurately captures, analyzes and communicates information
• Good communication skills at all levels, written and verbal
• Ability to multi-task and prioritize work
• Advanced competency in MS Office, including Word, Excel, Project & Power Point

Location:-

• Pune, Maharashtra.

Company Overview:-

Howden is a leading global provider of mission critical air and gas handling products. We support customers across a broad and diverse range of industries, enabling their vital processes to achieve environmental and operational compliance and efficiencies including decarbonisation of operations. We have over 160 years of heritage as a world-class application engineering and manufacturing company with a presence in 35 countries. Howden manufactures highly engineered fans, compressors, rotary heat exchangers, steam turbines, and other air and gas handling products, services and solutions.