Business & Market Intelligence: Analyze market needs, relevant trends and competition to derive

new business opportunities for ABBs markets. Deliver regular analysis on markets competitors and
industries to senior management in the regions and countries to help know the pulse of the market
and make informed decisions.

Strategy, Business Plan: - To develop in close consultation with country/Division management a

business strategy and business plan for new market opportunities aligned to identified market needs
and growth areas. To foster and support the implementation of the business plan across the local
division and synchronize the country growth plans.

Market Update Reporting: Scan the business newsfeeds for the Region, and provide weekly update
on relevant news items of interest for Division/Country management.

Macroeconomics: Provide input to business plans and strategies for entering / growing in
Geographic areas of interest / white spots. Analyze country macroeconomic situation and advise on
appropriate ABB strategy.

Job Description

Develop, own and execute a countrys PD sales strategy for power distribution components.

Hire, review, on-board, train and motivate direct reports to accomplish specific sales objectives.
Act appropriately to ensure that employees are treated fairly; guide discipline/performance
management process as necessary.

Own the strategic planning and profit plan process for Eatons PD sales organization in India that
includes CPC and Bussmann teams.

Responsible for key customer relationships, key job negotiations, and commercial issues to
maximize customer affinity and effectiveness of the business.

Responsible for promotions, channel programs, association networking and lead process to
maximize the pipeline for growth and return on sales. Coordinate Eatons response to commercial
issues and lead activities to ensure prompt response.

Support the development of a locally relevant pricing/positioning strategy to maximize price

realization and provide input to centralized price team to improve opportunity hit rate.

Drive local coordination of the tendering process, leveraging the centralized bidding team to meet
local customer expectations.

Support/Assist in the development of localized sales tools and marketing material for the Indian
market.

Master Eatons power distribution product offering and build expertise to support local customer
requirements

Basic Qualifications (Including Educational Requirements)

 Bachelors Degree in Engineering, Business Administration or Marketing is required. A Masters
degree is highly desirable.

Previous management or supervisory experience required.

Requires extensive product application knowledge for UPS, data centres, switchgear, switchboards,
circuit breaker components, and/or motor control centers as well as working knowledge of the
electrical industry. EPC Sales Experience is preferred.

Requires solid negotiation skills and market knowledge including competitor products. Sales and
marketing experience in product offering is highly recommended.

Minimum of 10 years field sales or product line marketing/manufacturing experience is

recommended.

Strong interpersonal skills used for review, motivation, and development of direct reports are
strongly recommended.

To target the set of target accounts and create a pipeline of qualified opportunities in conjunction
with key stakeholders in LOBs.

2. To continuously refine the target set of accounts database based on the customer buying
behaviour, external competition and internal capabilities in the given territory

3. To follow up with potential clients leading to a sales presentation, demos or other sales
opportunities for the target accounts

4. To leverage the organization capabilities and map the key people in prospect organization with
appropriate people from the internal organization

5. To ensure compliance to sales process and ensure periodic reporting to the Regional Head.

6. To maintain an ongoing and productive relationship with clients specially where the potential for
business is high

7. To ensure revenues and collections are as per target

8. To manage the local alliance/sales partners and source business through them

5 Year Career Progression Plan:

As per RBEI HR Role progression for Sales and Marketing. In 2 to 3 years, the BDM should mature
enough to take the responsibility of the region OR any vertical segment in the region.

Desired Candidate Profile:

1. Should have good knowledge of manufacturing / engineering domain and must have experience in
Solution Selling
 2. Must have done consultative solution sales. Candidates who have sold MES products, industrial
automation solution OR PLM products in manufacturing organization are preferred candidate.

3. Experience in ERP solution sales OR core solution sale will be advantage. Core solutions are
referred as - Production scheduling, Inventory Optimization, Warranty Management in
Manufacturing organization

4. Must be able to understand customer requirements, make presentations on solutions without

pre-sales support

5. Proven track record of selling software solutions to enterprise customers (Enterprise Customers -
Turnover greater than 800 MUSD)

6. Demonstrable evidence of opening business in large enterprise customers in India

7. Demonstrable evidence of working with different business units in the organization in order to
come up with a winning proposal.

8. Evidence of proactive selling solutions to CXO and senior business people in the organization

9. Knowledge of contracts/ financials

10. Negotiation skills

11. Strong Articulation skill

12. Should have done at least 5 years of solution sales.

Key Performance Metrics:

1. No of new TAL (Target Account List) accounts opened

2. Revenue from accounts opened in LTM (Last 12 Months)

3. Profitability (Profit Before Tax)

4. Service line revenue

5. A/R performance and Operational Effectiveness (Billing, Contracts closure etc.)

6. Customer Satisfaction

Create and respond to market needs.

Monitor and report the performance of sales and marketing functions
Provide strategic inputs on multiplication of business several folds.
Collate market information about competition as well as competing technologies
Interact with engineering and execution teams for order transmittals.
Manage long term customer relationship through continuous interaction till project
closure to pave way for future orders
Build up and grow sales with focus on revenues and profitability.
Lead a team of young professionals to achieve targets
 Desired Skills and Experience
Around 14 to 16 years of sales experience in Business to Business (B2B) sales in the
Manufacturing IT systems and solutions like MES, M2M and Advance Analytics for the
Industrial sector; the last role should have been in a leadership position.
Exceptional abilities in concept selling of high value products & solutions at CX levels
with demonstrated results.
Very good exposure to process automation and MES business.
Experience of setting up and managing a right team grounds up including sales,
marketing and business development
Self-driven, results-oriented with a missionary zeal to exceed goals
High on personal & professional integrity
Mature, credible and comfortable in dealing with different levels of customers
A leader with fire in the belly, who can nurture, energize and motive the sales team to
deliver results.
A quick learner and a good listener

Supervisory Responsibilities and KRA's

Sales teams across geographies India, Japan, EU, UK and US reports to you.

Responsible for Sales of Product engineering, IT and IOT solutions

KRAs

Responsible for non-captive revenues and profitability of RBEI

Plan, develop and implementing sales and marketing strategy of RBEI

Provide vision and leadership for sales team

Role Dimensions

1. Financial Performance and Long-Term goals

You along with the team is responsible in running the day-to-day operations, Consistently delivering
slated financial performance year on year. You will Strategise, create the required competencies and
prudently utilize resources to achieve both short term and long term objectives of RBEI.

2. Customer Relationship Management

You should be able to forge strategic business relationships in the target customer segments
(Manufacturing, Auto and Hi tech) and bring in a effective Key Account Strategy. You should be able
to anticipate changing customer expectations and act pro-actively and create competitive
advantages through innovative Sales and Marketing methods. You will confront challenges,
overcome resistance and deal with setbacks creatively. Establish, maintain and utilize a broad
network of contacts in order to keep a pulse on various issues and make informed decisions. Build
sustainable relationships with other Bosch entities which will be useful in achieving RBEIs strategic
objectives.
3. Strategizing & Planning

You will develop the sales strategy for RBEI with specific reference to the markets of APAC, Japan,
EU, US and UK. Special emphasis on EU since it is a market where the Brand synergy is relevant for
Bosch. Will analyse and recognize macro-level indicators and external factors that influence the
market performance & demand-supply situations, including growth of related markets. Will identify
business risks and counter the same with adequate mitigation plans.

4. Leadership

You will be responsible for the welfare and career growth of the team. By setting a vision and
channelizing the entire unit to achieve the business objectives. You will have to ensure appropriate
systems are in place to address critical performance parameters of process, systems and people. By
setting your own example, have to create a highly engaging work culture where people achieve
RBEI's objectives along with their own career objectives.

Desired Skills and Experience

Competencies

Functional Knowledge

Knowledge of Sales, Sales Management, Account Management. On a technical side exposure to

Product Engineering, IT, and IOT. Ability to develop the overall sales strategy for the organization for
different regional markets

Customer Focus

Understands the importance of customer relationship as a strategic requirement for the

organization

not only in the context of existing customers but also potential customers. Looks for new business

Opportunities and forging strategic business relationships.

Networking & Relationship Building

Ability to establish, maintain and utilize a broad network of contacts in order to keep a pulse on

Market and make informed decisions.

Knowledge of Market

Knowledge of local as well as global customers (Auto and manufacturing) and competitors (existing
as

well as potential ones) Knowledge of macro-level indicators and external factors like political

situations influencing market performance & demand-supply situations, including growth of related

markets.
 Business Focus & Strategic thinking

Understands how the economic and political environment (local and global) affects the business. Has

a futuristic view on the direction the business should take. Ability to formulate effective sales
strategies

based on business knowledge. Ability to take a holistic long-term view, assessing options and

implications. Anticipates potential threats and opportunities.

Team Management, Coaching & Development

o Coach & develop members and provide strategic inputs to his team.

o Encouraging an environment where diverse opinions are freely expressed & valued.

o Creating an environment that optimizes employees performance.

The Ideal Candidate

Engineering degree with a MBA , Around 20 years of overall experience with atleast 10
years in Sales

Proven track record in acquiring new businesses and managing accounts

Experience in a multi-national company managing Global sales team

Ability to successfully bridge the differences in working culture between geographically

distant teams

(EU, US, India, others).

Highly motivated, hands-on self-starter.

Exceptional written and verbal communication skills. An effective communicator with

excellent

leadership, relationship building & interpersonal skills.

Well networked in organizations in India and globally

Proficient in stakeholder management preferably with international experience.

 Looking for an entrepreneurial minded, proven business leader who is passionate in
building a successful company.
Be responsible for Sales and Operations, work directly with the CEO to develop and
execute strategy for designing and deploying sustainable and impactful PROLIM
technology solutions in India
Be responsible for leading PROLIM India and Sales Head, build business in APAC and
Europe regions.
As India head, manage and oversee delivery of operations and services provided to
customers on existing and new projects/programs.
Support CEO in annual strategic activities to include annual budgets, rolling monthly
forecasts, business case analysis, contract negotiations, pricing, proposals, and P&L
management.
Establish appropriate job specific performance standards, and holds supervisory staff
accountable with regard to standards and expectations and targeted monthly, quarterly
and yearly goals.
Build Competency center in PLM Software Engineering, Infrastructure Management, IT
Services etc. to guide the team in understanding the assigned projects or talent search
requirements.
Take active part in growing business and will be responsible for pre-sales and business
development.
Actively lead and manage processes with all functions including Accounts, HR and
Recruiting, Business Development, Pre-Sales and IT.
Develop and maintain exceptional customer working relationships and ensures the
delivery of contracted and new services.
Establish and maintain confidence and respect of the Executive Leadership Team,
Operations Managers, Delivery Managers and customers.
Oversee and monitor staffing and skill levels for all teams. Responsible for recruitment
and representing the company during recruitment drives in campuses across the
country. Also responsible for initial and on-going training of resources.
Enforce highest standard of quality control. Additionally, follows up to resolve problem
situations that arise in this process.
Demonstrate excellent interpersonal, communication and customer service skills, being
able to work effectively with all levels of employees and various types of clients.
Participate in monthly / weekly business reviews as directed by CEO.
Develop and administer cost containment/reduction activities across the division
Evaluate work performance of all direct/in-direct reports quarterly and annually.