Tridiagonal Solutions Pvt. Ltd. (www.tridiagonal.com) is one of the premium consultants providing innovative process engineering and technologically advanced solutions to fortune 100 companies globally.

What we do: We leverage advanced Modeling & analytics, workflow automation, and data science techniques to provide solutions to the process industry verticals like food, pharma, Chemicals, and Oil & Gas.

We are one of the thought leaders in our space due to unique/niche expertise we possess and collaborate with process excellence teams of world’s largest corporate houses in the US and Europe such as P&G, Unilever, Pfizer, J&J, Mondelez, Chevron, Shell, Adidas, etc.).

Purpose: The Sales Manager is responsible for developing the targeted market (Process Industry) with intensive Business Development initiatives and generating revenues. Achieve sales quota in the assigned product / services lines by penetrating into key accounts / new markets. Establish productive, professional relationships with key personnel in assigned customer accounts.

The Digital Transformation Sales Manager supports Chemical 4.0 tech stack to uncover, develop and close business opportunities, in the area of: IT/OT, Advanced Process Control (APC), Asset Performance Management (APM), Digital solutions for smart factory, etc. for the process industry. The BDM will closely work with various application engg. teams, strategic account leads and competency practice leads. Focus is to secure high-level relationships with qualified targets and decision makers, to develop effective sales strategies, manage the pursuit process and act as a key advisor throughout the sales process.

Essential Duties and Responsibilities:

• Co-innovate with our clients to outline transformation roadmaps.
• Opportunity Identification by conducting detailed Process Discoveries &/ Customer Journey Mapping
• Develop Innovative solutions which helps in addressing the identified people, process, technology opportunities.
• Lead Digital transformation discussion with the clients during pre-sales meetings, client orals, Due Diligence, site visits, business review meetings, innovation councils and Consulting engagements.
• Work closely with project management, IT, delivery teams to implement solutions as designed and monitor.
• Focus on generating new business for high-value solutions and services in Spec Chem, Pharma, Consumer Products, Food & Fragrance, Oil & Energy, Metals & Mining, etc.
• Leverage network and contacts to explore business, identifying target accounts, generate prospect funnel, handle the sales cycle, map accounts and close business.
• Responsible for revenue target accomplishment in the specific territory.
• Create a plan to address the assigned markets & execute on the plan to achieve business/ revenue targets.
• Emphasis on responsive, professional and knowledgeable follow-up on sales leads
• A technical aptitude with the ability to discuss and quickly grasp use cases and demonstrate product/services offerings across a range of markets.
• Manage the sales process for new business opportunities in the assigned geography/accounts.
• Engage and close sales opportunities from the company’s lead generation efforts.
• Provide outbound follow-up to nurture and progress selected accounts through the sales pipeline.
• Manage the new customer evaluation process.
• Preparing and presenting pricing proposals to prospects
• Upselling to current customers
• Ongoing account management, including client contact with all managerial levels to support specific current and future client needs.
• Meets assigned targets for profitable sales growth in assigned product/services lines.
• Collaborate / work closely with Service Delivery Team & Marketing team.
• Demonstrate executive presence throughout the sales cycle owning relationships with customers C-Levels and Executives delivering value in each interaction.
• The role demands strong Solutions Selling background with good understanding of the Pharma, Consumer products, Food and Fragrance, Specialty Chemicals Industries, etc. An ability to translate this knowledge into strong relationships in the Process Industry and selling Program-level engagement models (Centre of Excellence, Enterprise-wide solutions, etc.)

Key Competencies:

• International Business development Experience
• Solutions Selling Experience (Industrial Automation solutions, IT-OT integration, Process Simulation tools, Business Applications, PLM, Process Analytics, Industry 4.0 solutions, etc.)
• Excellent verbal and written communication are a must.
• A go-getter attitude, passionate, confidence and a desire to drive revenue.
• Being a people-person with an outgoing personality, strong interpersonal and follow-up skills
• Experience of selling in process solutions / Engineering Design Services to OEMs, Owner-Operators with a good track record of achieving sales targets
• Experience / Exposure to Plant & Process, Consumer goods, Pharma, Food & Beverage, Spec Chem will be preferred.
• Experience in B2B Sales of Engineering Services in Chemical, Pharma and Oil & Gas Sector
• Should be able to establish & nurture client relationship.
• Should be able to consolidate, finalize & monitor sales plan.
• Should drive expansion strategies by establishing presence in new market and ensuring client retention.
• Experience across the entire sales cycle in Program-level selling, Outsourcing / Off-shoring business model, etc.
• Proven ability to achieve goals in a fast-paced, high growth environment.
• Willingness to travel, ability to work independently, self-motivated and results driven.
• Ability to work independently as part of a global sales team.
• Highly organized!! Highly responsive!!
• Strong MS Word, Excel and PowerPoint skills required.
• Pro-active and self-motivated
• Consistent attention to detail and accuracy
• Is energetic and aggressive in identifying new business opportunities.
• Passion for working with and meeting new business owners daily.
• Should be carrying a passion to sell the ideas, concepts, value creation, negotiation and understanding the pulse of customer.
• Should serve as Single Point of Contact right from client requirement till project delivery.
• Should have an acumen to conduct Market Survey/Analysis of customers, Pricing & Competitors
• Should have ability to analyze, formulate and implement sales strategy to increase profits & procurement strategies to reduce the cost specific to assigned territory/target customer group.
• Experience in Technical evaluation of requirements received from customer and preparing competitive design using proprietary design tools/Excel Sheets etc.
• Experience in pre-bid equipment selection, defining project scope & determining project costing.
• Experience in Comprehensive Technical and commercial Offer preparation in line with guidelines.
• Experience in negotiating tender and contract terms and conditions with customer to meet both clients and company needs.
• Should be able to plan /arrange/coordinate technical meets /promotional activities or participate in trade shows in order to establish brand.
• Experienced in post-sales documentation including payment follow up.
• Experience in Preparing MIS report and updating same to management on regular basis.
• Should be excellent in oral and written communication.
• Must be able to create a good rapport with Indian as well as international clients.

Accountabilities and Performance Measures

• Achieves assigned sales quota.
• Supports initiatives that ensure (product /services) profitability.
• Achieves growth targets in the assigned geography or account base.
• Maintains high customer satisfaction ratings (through Account Management) that meet company standards.

Education/Skills/Experience:

• Bachelor’s / master’s degree in Electronics, Electrical, Mechanical, Chemical or equivalent master’s in business administration (Preferable)
• 8-12 years of experience in different functions of sales such as Market Research, International & Domestic Business Development, Marketing, Presales, Indirect Sales, Bid Management, Account Management, Customer Service
• 10 years of exposure to oil & gas /process industries would be an added advantage.
• 5 years of direct Sales Experience in International market with a good track record of achieving sales targets
• Experience of using CRM/sales software

Base Location: Pune (Work from office). Open for domestic and/or international travel as a part of role. Willing to attend off-office calls/ meetings with clients on MS Teams.

Remuneration:

• Compensation as per industry standards. (Fixed Compensation Target based Sales Incentives)
• Benefits would be detailed in the final offer.

Contact Details: Ms. Apeksha Jadhav (Sr-HR Manager) – apeksha.jadhav@tridiagonal.com or hr@tridiagonal.com