Senior Manager (DGM Sales)

Role Purpose:

To drive sales growth, profitability and market share for the companys castings in domestic and export markets. There are two openings:

• Existing Business: to retain and grow business with existing customers in the water, sewerage and municipal infrastructure sector.
• New Business Development: to develop new customers and markets in the defense, agriculture, OEM and railway sectors, in India and overseas.

Target Sectors:

• Water, Sewerage and Municipal Infrastructure: manhole covers, gratings and frames for water utilities, municipal bodies, infrastructure contractors and distributors.
• Defense: castings for defense public sector undertakings and private defense manufacturers.
• Agriculture: castings for tractor and agricultural equipment manufacturers.
• OEM: castings for automotive, pump, valve, compressor and general engineering OEMs.
• Railway: castings for railway production units, approved vendors and railway OEMs.

Roles and Responsibilities:

Sales Planning and Revenue

• Prepare the annual sales plan with targets by customer, sector, product and geography.
• Achieve sales volume, revenue, margin and receivables targets.
• Lead pricing and commercial negotiations, including raw material cost pass-through.

Existing Business

• Retain and grow existing accounts and increase share of business.
• Negotiate long-term supply agreements and rate contracts.

New Business Development

• Identify and convert new customers in the defense, agriculture, OEM and railway sectors.
• Complete vendor registrations, product approvals and tenders with target customers.

Exports

• Develop business with international customers, importers and distributors.

Data and Reporting

• Maintain accurate data on enquiries, orders, approvals and sales by customer, sector and geography.
• Report monthly sales results and forecasts, with variance against plan, to the Chief Executive Officer.

Candidate Requirements:

• 10–15 years of experience in sales and business development of castings, forgings or engineering components.
• Proven track record of achieving sales targets and acquiring new customers.
• For the New Business Development opening: experience of vendor registration, product approval and tendering with defense, railway or large OEM customers.
• Experience in export sales will be an added advantage.
• B.E./ B. Tech with MBA (Marketing).