JOB DESCRIPTION

NAME FUNCTION New Business

TITLE Territory Sales Manager (TSP) LINE MANAGER Director New Business – India

OFFICE TBD POSITION ☐ Temp ☒ Permanent

COUNTRY India EMPLOYMENT ☐ Part time ☒ Full time

POSITION DESCRIPTION

The job description is giving the employee guidelines for his priorities and main tasks.

 Develop the Market for Kardex Products and solutions in South of India
 Reach and exceed sales targets in the territory and relevant segments
 Create, qualify and develop leads and close sales according to Kardex Sales process.
 Fully utilize the Kardex CRM tool to track all leads and opportunities
 Actively contribute to the growth of Kardex in the Indian market

RESPONSIBILITIES AND TASKS

TARGETS
o Net Sales
 Offers (value)
 Order intake (units/solutions/value)
 Net Sales
 Others to be elaborated during induction process

o Customers
 Giving proactive support to existing customers
 Identify and develop new customer for Kardex Solutions
 Follow the Kardex industry segment focus and develop solutions in these targeted segments

o Internal
 Forecast precision (Bookings/Net Sales)
 Deliver tasks within agreed time
 Defined reporting delivered on time
 Follow the Kardex sales process using the Miller Heiman sales methodology
 Report all sales activities via the Kardex CRM tool

RESPONSIBILITIES

o Reach and exceed agreed sales volume

o Support and develop territoryin lead generations, qualification and order intake
o Customer visits
 Develop solution and value proposition for customer
 Offer making, contract and price negotiations.
o Initiate and participate in business development projects
o Initiate, implement and follow up sales campaigns
o Reporting
 Sales Force/ CRM updated weekly
 Monthly forecasting/weekly forecast update
 Other sales reporting requested.

1 of2 pages
AUTHORITY/DESICIONS
Typical topics that needs to be approved by a higher level:

 Financial decisions outside scope of role and budget.

 Exceptions to Kardex processes and procedures.
 Full adherence to the Kardex standard T&C’s with input from F&A

Economic and/or other authorisations:

 Negotiate within set guidelines.

 Make necessary decisions according to job description and Kardex procedures and within approved budget.

SKILLS/COMPETENCIES
Language skills:

Local Language + English

Education:

 B.Eng with MBA preferable

Relevant work-experience:

7+ Years’ Experience in B2B Sales of Capex equipment.

Should have prior experience of working in Strategic Selling Framework like Miller Heiman etc., and CRM tools
Good understanding of intralogistics processes, and software supported working processes.
Creative and solution oriented.
Patient, persistent and enduring working style.
Good knowledge in Excel, Word, and Power point.
Excellent oral and written English language skills. To be proficient in managing local language
Detailed knowledge of CRM tools and sales methodologies

Behaviors required to perform this role:

 Ability to understand customer needs and see how our products and solutions can add benefits and help them
being successful.
 Ability to create business cases together with customers.
 Ability to stay focused – talk when you should, listen when you should, multitasking ability, be sensitive and
particular with how to use time best.
 Strong negotiation skills.
 Drive, team oriented, focus on winning
 Build reports and relations. Networking ability at all levels in organisation from board room to warehouse.
Create and gain trust in and outside organisation. Be and create reputation of professional and fair behaviour.

CORE VALUES

 Respect
o Believe in, respect and trust your colleagues
 Passion
o Everyone stands for an open, direct and honest communication
 Reliability
o Deliver according to your responsibilities and deadlines
 Team spirit
o Share best practices and support each other to succeed

DATE
DATE

EMPLOYEE LINE MANAGER

This job description is signed in two copies, one for each of the parties
2 of2 pages