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Lead a 3-4 person sales team to achieve a 25M-30M Annual Operating Plan for Process Automation in the South Region. Drive order growth, define market and account strategies, build pipeline in Salesforce.com, coach sellers on pursuit and account plans, and engage C-level customers across industries (O&G, chemicals, pharma, power, etc.). Travel within South Region and Sri Lanka ~50%.
South Regional Manager – PA Sales
Key Roles and responsibilities:
Responsible to drive Region-wise PA Sales, deliver AOP sales target, pre-sales activity, manage a team of 2-4 sales personnel and value selling to the customers.
The South Region Sales Manager will lead a team of Sales Personnel to deliver the Annual Operating Plan (AOP) of approximately 25M-30M of orders. The team will be comprised approximately 3-4 sales professionals.
Manage all aspects of engagements with existing and new customers for our Honeywell Process Automation Organization. You will build relationships and understand customer business in order to provide appropriate products or solutions. You will define sales and growth strategy towards key customers while aligning with critical sales business objectives. You will identify opportunities and build credibility with customers. Utilize your product knowledge to deliver the value proposition to the customers
Responsibilities- Drive orders growth in PA within South Region.
- Meet or exceed the Annual Operating Plan (AOP) on a monthly, quarterly and annual basis.
- Define and execute South market strategy to achieve AOP.
- Develop, Coach, and Retain talented sales team to deliver AOP. Provide performance management if required.
- Assign incentive quota targets for all sellers.
- Provide accurate weekly forecast for orders within Salesforce.com platform. Includes overall orders forecast along with forecast for Install and Service lines of business.
- Consistently meet the orders forecast on a weekly, monthly, and quarterly basis.
- Coach and mentor sales personnel in establishing professional relationships with appropriate levels of client decision makers.
- Create a robust pipeline of major pursuits within the South Region and track within Salesforce.com.
- Coach/mentor team to create robust pursuit plans for each pursuit.
- Define key accounts within South Region. Coach/mentor team to create robust account plans for these customers.
- Assess team’s sales activities and forecasts to determine sales progress and required improvements
- Recommend and implement improvements to achieve sales goals
- Understanding & experience in O&G, Chemicals, R&P, Pulp & Paper, Power, Terminals, Fertilizers, Pharma, MMM for Process Automation.
- Special focus on Life Sciences and Industrial Software with prior experience of handling C-Suite customers
MUST HAVE
- 12-15+ year of experience in outside sales with people management skills of atleast 2-3 team reporting
- Ability to travel within South Region and Sri Lanka at least 50% of the time
WE VALUE
- Strong knowledge of South Region
- Ability to coach and mentor team to have a winning sales strategy for their accounts and opportunities
- Strong knowledge of Process Automation Systems (DCS/PLC/Scada/Turnkey Automation and Software)
- Strong skills with Salesforce.com platform
- Strong understanding of direct sales of integrated solutions
- Outcome based selling skills
- Demonstrated ability to consistently meet or exceed Annual Operating Plan
- Coaching/mentoring skills for sales professions
- Strong leadership skills
- Strong communication skills
- C-Level selling skills
- Excellent communication and collaboration skills are required
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