Territory Manager - IPD - North & East India

Graco India

Gurgaon, India

Salary : 15,500 - 19000

 

                                     JOB PURPOSE STATEMENT

JOB TITLE :

Territory Manager– IPD/AFD (Automotive), 

North/East India

ORGANISATIONAL UNIT / LOCATION :

Graco India Pvt. Ltd,Gurgaon,India

REPORTS TO :

National Sales Manager – Transportation & Automation India (IPD/AFD) & Process-India

PREPARED BY :

Navneet Kumar Thakur

DATE :

20.06.2024

PURPOSE OF JOB

The purpose of the Territory Manager, Industrial Products Division (IPD)/Applied Fluid Division (AFD) position is to accomplish Graco AP’s mission of developing and maintaining a profitable customer base for Graco Finishing  by working with key Automotive and General Industry Distributors and key End User, Material Supplier and Integrator customers in the assigned Territory (North & East India).The objective is to meet Graco sales and contribution objectives by targeting the Industrial  Equipment Industry Segments as well as material manufacturers, robot manufacturers, OEMs and system houses. 

 

JOB RESULT AREAS

1. Sales growth.

2. Distributor management and development.

3. Develop knowledge of product, application and industries.

4. Planning and communication.

5. Co-ordinate Graco opportunities through global contacts

 

PRINCIPAL ACTIVITIES / DUTIES

1. Sales:

  • grow sales and profits.
  • develop distributors with application expertise capable of selling application intensive products,
  • train distributors, end users, OEMs, material suppliers, integrators.
  • stay abreast of competitive activity (products, applications, strategies, promos) and communicate same, help determine competitive benchmarks.
  • demonstrate equipment and conduct training to key end-users.
  • implement timely and effective territory and promotion plans.
  • qualify and follow-up leads in a timely manner and report back on results, track.
  • make sales presentations on new products and application solutions to material manufactures, end users, integrators, and OEMs.
  • actively participate in, and achieve all goals in, the Asia Pacific  Sales Activity Program.

 

2. Distributor management and development:

  • Build a distributor base of ever growing “performing” distributors (establish goals and plans to achieve goal).
  • Develop annual sales volume targets and action plans with key distributors to increase sales / service effectiveness to end-users.
  • Review distributor coverage annually and plans to add or delete distributors.
  • Actively seek new speciality distributors, OEMs and other channels to improve coverage, penetration and sales of GRACO products.
  • Develop distributors’ sales and technical abilities through joint sales and/or troubleshooting calls, training sessions on products and applications.
  • Help distributor to specialize to Industrial application needs.
  • Resolve conflicts, complaints and problems with distributors at all levels.

 

3. Develop knowledge of product,  application and industries.

  • thorough knowledge on features / benefits, operation, selling and troubleshooting and application of key automotive and general industry solutions portfolio.
  • thorough knowledge of pump basics, concepts, product families and application technologies.
  • assists as required in new product testing.
  • Thorough knowledge of Finishing  & Sealants industries and their applications.

 

4. Planning and communication.

  • Develop annual forecast and expense budgets.
  • Develop a yearly territory sales plan and key account plan with each distributor on a quarterly basis.
  • Follow ISO compliant and approved procedures.
  • Administer GRACO special pricing requests from distributors.
  • Manage demo account within agreed upon limits.

 

5. Help co-ordinate global Graco opportunities.

  • Work closely with all industrial sales teams
  • Communicate effectively across Graco regions (AP, US and Europe) to maximize Graco’s global sales and profitability.
  • Develop with the regions a global planning process for Industrial products opportunities.

 

 

POSITION REQUIREMENTS

Essential:

  1. 5 to 8 years successful related sales experience.
  2. Bachelor’s degree in technical, business or marketing area or equivalent experience.
  3. Demonstrated ability to deal effectively with all organizational levels and personal styles.
  4. Evidence of in-depth understanding of the market place and competition.
  5. Effective training skills.
  6. Demonstrated ability to work successfully without close supervision.
  7. Knowledge of hydraulic, pneumatic, electrical systems and product application.
  8. Effective communication skills – written, oral and presentation.
  9. Evidence of leadership and professionalism.
  10. Willingness to travel up to 50-60% of the time.
  11. Ability to work from a home-based office.

 

 

Desirable:

  1. Graco product knowledge
  2. Marketing education or experience.
  3. Bachelor’s degree in business or engineering (mechanical, chemical or electrical)
  4. Other languages.