Category Management

• Be responsible for Sales of the category
• Acknowledge enquiries received through various channels – emails, website, telephone for the product category
• Coordinate with the sales team to ensure they are generating enquiries for their product category
• Guide the field Sales executives in closing technical enquiries
• Train the sales team on the product category
• Resolve queries of discounts & deliveries with partners
• Represent the product category at various trade shows that company participates in
• Undertake business tours to analyze consumer trends in the allocated region
• Give feedback received from clients and the marketplace about products and services to Management/Marketing team thereby resulting in product development
• Keep updates about competitor products and services and share information about the same to Management team thereby resulting in product development/sales strategy development

 Key Account Management

• Establish productive and professional relationships with key personnel in assigned customer accounts
• Attend to customer enquiries from those accounts and fix meetings with them
• Visit customers as per aligned meetings
• Understand the as-is and requirements of customers
• Coordinate with the sales support team to develop appropriate presentations and quotations.
• Negotiate with customers by conveying ‘Why Us’ from both business and technical perspectives.
• Ensure closures of contracts
• Attend to all issues related to sales, marketing and deliveries

 Lead Generation (for the product category)

• Prepare a database of potential customers by mining data through various sources – online and offline (trade fairs, networking events and marketing campaigns)
• Cold call on the generated database to build a pipeline of leads
• Qualify the leads by understanding current infrastructure, specified and potential needs
• Follow up on a regular basis to convert qualified leads to opportunities
• Identify key decision makers for opportunities identified and schedule meetings with them to initiate the Sales Process

Sales Operations

• Prepare a visit plan
• Update CRM
• Prepare sales reports
• Prepare visit reports

Key Result Areas

1. Category Management
2. Key Account Management
3. Lead Generation
4. Sales Operations

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