US Sales Position- Metals and Mining

This is office working, no hybrid unless the person is travelling.

Job Description:

The incumbent is a specialist for International Marketing Group and is responsible for the expansion of international footprint of the organization by maintaining the existing customer base and creating new business opportunities over and above the existing markets.

This position acts a support function for all the BUs within the organization in terms of lead generation and providing project opportunities

The incumbent has a horizontal alignment with all the BUs and on timely basis coordinates/interacts with the respective BU-SPOCs for any recent development or updates regarding the on-going projects or new business opportunities

Financial Accountability

· Acquisition (Nos.)

· BU wise Targets

· At the first level, resolves issues / challenges involved in the collection of payment from the client and ensures timely collection against the services delivered

Business

· Responsible for generating leads and creating business opportunities for the organization.

· Responsible for formulating International and regional strategy to create focus action on “Go-NO GO” decision.

· Responsible for the growth of existing business ensuring business continuity

· Responsible for new customer acquisition in the region / markets

· Incumbent is responsible to access the viability of the project from internal capability aspect and from the client aspect in terms of ability to pay back and existing liabilities

· Responsible for RFP evaluation , bidding process & proposal submission, technical and commercial assessment with the support of BU Sales and handover the agreed contract to the BU – Delivery team for the delivery of the project

· Responsible for new business development and seeking new business opportunities in international markets

· Responsible for existing and new business development activities in the international markets

· Responsible for gathering and understanding new regions/markets and customer base

· Responsible for new logo acquisition

· Responsible for preparing proactive EOIs (Expression of Interest) proposals, physical meets with the client to create new business opportunities

· Responsible for international spread of the business and insulate the business from regional / global shocks

· Responsible for gathering market intelligence about the customer and competitors existing in the market

Key Account and Normal Sales Account Management

· Responsible for relationship management and mining more opportunities in the market

· Responsible for managing key customer account ensuring business continuity & predictability

· Responsible for building / acquiring new customers by managing normal sales accounts

Customer/ Local Partners

· Collects prompt and accurate feedback from customers regarding the services provided on the on-going project deliverables

· Identifies service gaps and establish programs to address the same resulting in improved client satisfaction

· Ensure prompt resolution of customer complaints and review feedback to continually improve services and internal processes

· Customer feedback / CSAT score and number of customer complaints is a key aspect of incumbent’s KRAs

· Responsible for building relationship with local customers and partners

Brand Advocacy

· Builds rapport with customers/key stakeholders/local partners to increase renewals, referrals, and cross-sell and upsell opportunities.

· Advocacy with policy makers, decision makers and key lenders like EXIM, Indian Embassies and Ministries

Role Requirements

· Years of Experience – 10 - 15 years max.

· Multi sectoral / discipline experience in engineering companies is a must. Must have service industry exposure

· B.E./ B.Tech. (Mechanical, Chemical, Electrical, Civil) (MBA in Marketing / Finance / Relationship Management will be an added advantage)

· Needs to have valid authorization to work in the US / US Green Card

External/Internal Stakeholders

· External – International clients, local partners

· Internal – Cluster/BU Heads, BU-Sales/BD Team, Delivery Team, Legal Head, HR Head, CFO and Risk Head