Business Manager OEM

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Purpose of the Job:

OEM & Component Foam – Business Development & Sales Management: Lead sales growth, secure new OEM accounts, and expand market share within the Transportation, Industrial and HVAC sectors.

Develop and maintain strategic relationships with key decision-makers across Automotive OEMs from Tier-1s to Tier -4, Including EVs, Buses, Automotive Battery Mfg, Rail & Metro, End Customers/ OEMs from Industrial Segments (Pharma, Process & Miscellaneous Segments) and HVAC OEM segments to drive specification upgrades, strengthen brand preference, and achieve sustainable revenue growth and standard margin enhancement.

Key Dimensions:

Net Sales Value

Standard Direct Margins

New Product Sales

Specification Generation & Upgrade

Generic Conversions (FG/MW/EPS/PUF/XLPE/EPDM to NBR)

Relationship Management - End Customers OEMs / Key Accounts associated with Segment

Description of main tasks:

The Incumbent is responsible for the following tasks:

Business Development

• To develop & implement plan to proactively hunt for target organizations & establish communication with all the customers & stakeholders and different decision makers in all the Sub- Segments in the respective area (i.e. North- NCR & West II)

• To conduct marketing activities, seminars, exhibitions and other brand building business development activities the in the respective area along with Marcomm team, based on the Yearly budgeting allocation

• To develop & implement plan to continuously identify new business opportunities by finding out new applications of product for new markets for increasing market share of products in area

• Account Management: Build strong relationships with tier-1 to tier-4 automotive, Industrial and HVAC manufacturers.

• New Business: Identify and target new clients and projects to increase revenue.

• Technical Sales: Present product solutions, specifications, and technical benefits to key decision makers and buyers.

• Cross-Functional Work: Collaborate with Plant Team, NPD and supply chain teams to meet customer needs.

Sales & Revenue

• To develop & implement business plan to create project pipeline to grow the Sales from Direct OEM clients, Clients thru’ distributors in designated area with speed and satisfaction to achieve required revenue & profitability targets.

Monthly Reporting

• To generate forecast of sales and continuously monitor and release monthly report to various key people in the company.

Business Analysis

• To continuously identify, analyze and report market perception, competition, product performance, innovative applications of existing products in all Segment.

Market Intelligence/Competitive information

• Collate market information to analyze trends and identify business opportunities and Market Intelligence - Competitive information.
• To continuously identify, analyze and report market perception, competition, product performance, innovative applications of existing products in all Segments & align a Pricing Strategies suitably

Job Specifications

Professional Education

Min Qualification: Min Graduate – Science/Technical/Technical Diploma

Preferred Qualification: B.E. Mechanical/ Production/ Automotive/ Industrial OR Technical Diploma

Professional Experience (how long)?

10 to 15 Years

In which areas?

• Sales, BD & Marketing in Transportation Industry, Foam Insulation, NVH, HVAC Material Industry
• Must have good experience in dealing with End customers, OEMs in Transportation & Industrial Segment in the region
• Must have good track record of relationship management with customers
• Must have business cases where the candidate was able to create strong brand pull or upgrade the product specifications and get the order with better price and margin realization.
• Must have good presentation skills

Other specific skills/ knowledge?

• Strong achievement Orientation – Demonstrates patience, resilience, initiative, and a strong commitment to delivering results despite obstacles and challenging circumstances.
• Technical Ability – Must possess strong technical acumen to understand customer requirements and effectively assess the strengths and limitations of own products.
• Good Cognitive Competencies – Critical Thinking, Strategic Orientation, Logical Reasoning, Research Skills, Root Cause Analysis, Problem Solving
• Relationship Management – Proven skills to form and sustain long term association with customers for regular business.
• Entrepreneurial / Business Skills – Should be able to independently handle customers, challenges and coordinate with multiple functions within and outside the company
• Influencing Skills – Ability to influence key decision-makers and effectively position own products as the preferred choice.
• Negotiation Skills – Proven success in converting difficult opportunities and winning business from a disadvantaged competitive position.
• Conflict Resolution – Must have past track record of ability to resolve conflicts constructively while maintaining positive stakeholder relationships
• Knowledge of Decision Making Process in the Building Material & HVAC industry in the Region
• Basic Knowledge relating to Thermodynamics, Automotive Systems, EV, HVAC systems, equipment's Insulation, and Heat Transfer etc

Language skills

English, Hindi

Comments / Additional requirements

Require High Energy & Proven track record in exceeding sales and profitability goals

Must have stability (No frequent job hopping in last 3 to 5 years)

Experience with CRM software like Salesforce

Working knowledge of MS Excel, Outlook, Teams etc

Must have good relations with major customers, consultants and PMCs in the region

Travel – North-NCR, Gujarat/MP/CG; Min 14-16 days out side base location

Time Type:

Full time