Sales Manager/Regional Sales Manager: Industry

Title                 :    Area Sales Manager  (Maharashtra & Goa)

Department    :    Automotive & Industry

Location           :    Mumbai/Pune

Reports To       :    Head of General Sales

Company Profile

Sika is a specialty chemicals company with a globally leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protection in the building sector and automotive industry. Sika has subsidiaries in 103 countries around the world and, in over 400 factories, produces innovative technologies for customers worldwide. In doing so, it plays a crucial role in enabling the transformation of the construction and vehicle industries toward greater environmental compatibility. With more than 33,000 employees, the company generated sales of CHF 11.2 billion in 2023.

Broad Function and Purpose of Position:

The position exists to maximize revenue, material margin and share of business of Industry products in Maharashtra & Goa. The employee should develop an in-depth understanding of the products, applications, customer needs and use this knowledge to develop and implement sales strategies to maximize the growth and return for the Company.

Primarily responsible for managing existing customer and developing new business opportunities with existing as well new customers to drive sales growth. Key objectives include developing relationships with direct customers and channel partners.

Key Responsibilities:

• Manage existing customers as defined and identify & develop new business opportunities with existing as well new customers to drive sales growth.
• Collection of Account receivables in assigned customer base.
• Leading and motivating the sales team to ensure they are performing at their best, providing coaching, guidance, and support as needed.
• Follow-up and receive periodic material forecast from assigned accounts. Provide forecast to Planning team to manage inventory and meet customers delivery schedules.
• Proactively seek information about customers’ business, application challenges, production bottlenecks and provide solution in consultation with Head of General Sales, Technical Service and respective Customer Group Managers.
• To get recommended Sika solution validated by customer through demonstration/trials, lab tests etc.
• Attend complaints (if any) and develop a sustainable action plan to avoid complaints and improve satisfaction level of customer.
• Conducting regular market research to stay informed about industry trends, competitor activities, and customer preferences, and using this information to refine sales strategies.
• Assess market size, competition, technology etc. and make key move proposal for acquiring new market (geography, market segment, specific customer) with SMART action plan
• Managing commercial efforts at targeted geography in consultation with Head of General Sales, and respective Customer Group Managers
• Building and maintaining strong relationships with key clients, understanding their needs, and ensuring their satisfaction to foster long-term partnerships.
• Conduct marketing events like webinar, seminar, roadshow, technology day at key accounts to update on innovations and best practices globally to create awareness and new opportunities.

• Contributes to team effort by accomplishing related results as needed.
• Providing regular reports to senior management on sales performance, market trends, and other relevant matrics, and offering insights and recommendations for improvement.
• Ensuring that all sales activities comply with company policies, industry regulations, and ethical standards.

KEY SKILLS REQUIRED

• Experience in Sales and Business Development with min. 8-10 experience in related industry.
• In-depth familiarity with Polymers, Coatings, Elastomers industry knowledge is preferred.
• Strong understanding of the Indian market dynamics, consumer behavior, and competitive landscape
• Excellent negotiation, communication, and interpersonal skills.
• Demonstrated self-starter and ability to work independently or within a team.
• Demonstrated ability to build and leverage networks.
• Ability to work effectively in a fast-paced environment and manage multiple projects simultaneously.
• Strategic thinker with a proactive and results-oriented approach.

Qualifications/Experience:

• Masters or Bachelor of Engineering in Polymers, Chemical Eng, Mechanical Eng. Or similar. MBA from premium institute will be preferred.
• Minimum 8-10 years’ experience in Sales, Business Development and Key Account Management.

Competencies:

Functional

KEY INTERFACES - Internal:

• Head of General Sales
• Customer Group Manager
• Technical Services
• Customer Service
• Planning

KEY INTERFACES - External:

• Customers - Value adding, contracting, implementing strategy management, day to day customer support, marketing & sales actions, relationship building, business management. AR control.
• Consultants & Specifiers – Specification, Value adding, problem solving, marketing & sales, documentation

Behavioral

1. Customer centric approach
2. Resilient
3. Proactiveness & Problem solving.
4. Result Orientation
5. Good inter personnel skills with written and verbal English communication.
6. Enthusiastic & Energetic

Qualifications/Experience:

• Masters or Bachelor of Engineering in Polymers, Chemical Eng, Mechanical Eng. Or similar. MBA from premium institute will be preferred.
• Minimum 8-10 years’ experience in Sales, Business Development and Key Account Management.