This individual will be tasked with significantly increasing Beck actuator sales in India working along with the existing Beck India team. Expected activities include, but will not be limited to:
Develop and execute a plan to increase sales revenue and build market share for Beck through retrofit and project sales with both new and existing customers.
Develop 3rd party relationships as necessary to facilitate business development
Expand the Company's customer base by developing new end-users. This will be accomplished through plant contact identification, making sales visits and performing actuator demonstrations to educate prospects as well as following through on all technical and administrative details.
Provide technical support to both prospects and customers by reviewing applications and specifying appropriate actuators.
Provide feedback on the Indian market (competitors, pricing, product needs) through established communication methods.
Evaluate potential outside the power and cement industries for business growth opportunities.
Education and Experience Required:
Engineering degree required. BSEE or BSME preferred, An advanced business degree is desirable.
Minimum 15 yrs in a technical sales position dealing with industrial products and/or services.
Some supervisory experience is preferred
Technical experience with coal-fired power generation required and familiarity with cement, steel and aluminum processes preferred. Prior experience with NTPC, BHEL and large engineering consultants is desired.
A background in solution-based selling (not price negotiation only) is required (please provide examples with CV)
General Job Requirements:
Demonstrated organized approach to sales and territory management
Excellent communication and listening skills including fluency in both written and spoken English,
Demonstrated ability to earn customer trust and build long term relationships.
Ability to maneuver heavy items including demo cases up to 30kg, climb ladders, travel extensively by air or car,
Personal traits humble but confident, independent and driven by personal achievement but engaged with the company goals and willing to defer to the needs of the business as a whole.
Specific Job Expectations:
Complete detailed written reports, including:
Daily emails with immediately relevant issues
Monthly Travel Plan (Brief strategy)
Prior Weeks Sales Call Reports (Detailed)
Project & Opportunity Report (Detailed) updated at least monthly,
Travel up to 3 weeks per month as necessary while meeting multiple customers on each trip.
Metrics to be met include (early stage metrics, ongoing modifications will apply):
meet 15 customers per month on average
conduct several actuator demonstrations per month
identify and provide quotes on eight (8) new prospect/project opportunities per quarter
add two (2) new end-users per quarter.