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Sales Area Manager, India

Date: Jan 2, 2019

Location: Mumbai, MH, IN, 400069

Company: W. R. Grace & Co.

Job Description

Purpose of Position:  

The Sales Area Manager is responsible for growing the Materials Technologies business by establishing and converting target accounts in their region or segment; and maintaining and penetrating existing accounts in their portfolio.  


Key responsibilities:

  • Identify leads and opportunities within your territory
  • Maintain close contact with assigned accounts by establishing strong relationships with key decision makers
  • Utilize advanced offering knowledge and understanding of the customer's business to develop customized proposals
  • Forecast revenue potential for each account and prioritize time accordingly
  • Develop strategies focused on expanding client base within defined market segments
  • Conduct business reviews and account development activities within existing accounts
  • Conduct sales persuasion activities (presentations, conference calls, negotiations)
  • Conduct proposal back office activities (quote / proposal management, pricing approval, contract generation, etc.)
  • Channel Partner Management
    • Develop and grow channels (collaborate with assigned Distribution partners’ sales reps to implement planned activities, pursue sales opportunities, and hunt for new customers)
    • Partner contract review and compliance
  • Provide on-going customer service as required to maintain account
  • Perform sales administration & reporting activities as required (develop market / account forecasts, attend internal meetings, entering and managing deals in salesforce, etc.)
  • Engage TCS resources and Associate Territory Rep during the sales process as necessary
  • Engage with Demand and Supply Planners to review customer demand and determine lead times
  • Engage with Plant Managers to determine product availability and shipment dates
  • Effectively collaborate with Key Accounts Manager on large account coordination

Required Skills

  • Strong Networking and Relationship-building skills – internal and external
  • Results-oriented and able to multitask in a fast-paced environment
  • Proven ability to gain and maintain lasting customer relationships
  • Proven ability to understand and sell a technical product portfolio
  • Well organized with strong customer orientation
  • Excellent listening and teamwork skills
  • Able to work independently with little guidance

Required Experience

  • 5+ Years of successful B2B sales experience
  • Experience in Chemical Industry preferred

Preferred Qualifications

  • Bachelor’s degree in Chemical Engineering