Area Sales Manager

Job Function :    Field Sales

Job Family     :    Sales 

Job Title         :    Area Sales Manager

Reporting       :    Regional Sales Director

Location         :    Coimbatore

Functional Objectives

• To develop and grow both existing and new business within the target market sectors, via any channel, of the HARTING products.


• Contribute to HARTING’s long term growth expectations with strong profitable sales growth within the territory.


• Use Sales Methodology of the Company and its Ideal Sales Process (Solution Selling/Opportunity Centric).


• Input and regularly maintain forecast information for the area of responsibility.

Roles and Responsibilities:

• Sales & Marketing, Business Development for Railways, Metros, Signalling


• Establishing product pricing, sales/ revenue targets and performance reviews; and account review/planning/Forecast.


• Steering business operations for the profit center with a view to realize pre-planned sales and revenue targets; formulating profit center budget for operational / business development activities


• Dealt with customers like Alstom, Siemens, BEML, GE, CAF, CGL, BHEL, RDSO, CLW, DLW, DMW, Kolkata Metro, DMRC, CAF, TWL NCRTC, MCF, RCF, ICF, Electric and Diesel Loco Sheds , Regional Railway HQ & Sheds. 


• Management and growth of the business within the defined territory with existing and new customers for the complete range of HARTING products and solutions


• Managing and sustaining the sales funnel according to the Ideal Sales Process


• Development of system solutions with the customer, including all HARTING products and services, as well as the use of third-party products


• Professional project management (internal and external) and coordination of key customers on a local and international level


• Presentation of the HARTING Technology Group, as well as technical and business management special topics


• Monitor, communicate and regularly report on competitor activity within Markets and Customers


• Ensure CRM for area of responsibility is fully always maintained


• Develop business with local Distribution/Agents Network (if applicable)


• Coordination of technical support for Distribution/Agents in conjunction with the Product Managers / Product Specialists


• To implement and maintain all contract and purchase agreements for the area


• Demonstrates convincing technical and commercial arguments when negotiating contracts with the Customer


• Share Product, Application and Market knowledge to aid the development of the total company.


• Ensuring Customer Complaints are progressed to the appropriate Internal dept and outcomes communicated in a timely manner

Education and professional knowledge:

• Qualification in Electrical Engineering, Communications technology, Mechatronics, or Instrumentation Engineering.


• Must have selling experience to Machinery, Energy, Railway or process industry customers.


• Knowledge of Connectors / Cables / Cable assemblies in Machinery and Robotics, Energy or Railway market is desirable.


• Previous experience in Solution Selling, Complex Sales, Applications in similar Industry


• Project Management


• Excellent communication and social skills


• Good English knowledge (written and verbal)


• PC skills (MS Office, Internet) also Business Reporting and CRM tools


• Ability to work on own initiative and as part of a team

Culture Competencies:

• Become better everyday


• Break new ground


• Champion customers satisfaction


• Demonstrate ownership


• Trust and collaborate