Assistant Manager Sales

Chemelex is a global leader in electric thermal and sensing solutions, protecting the world's critical processes, places and people. With over 50 years of innovation and a commitment to excellence, we develop solutions that ensure safety, reliability, and efficiency in diverse environments - from industrial plants and data centers to people's homes. We deliver future-ready technologies, advanced engineering capabilities and local expertise backed by global standards.

Our offering includes a leading portfolio from our trusted brands:
Raychem, Tracer, Nuheat and Pyrotenax.

Chemelex is looking for people who put their innovation, strengths, and passion to work to advance our and their own success. Join an organization with decades of experiences successfully executed projects and services under the brand names RAYCHEM and TRACER that ensures a more secure world through connecting and protecting our customers with inventive electrical solutions.

This position is a highly sophisticated sales role serving various industries like the traditional oil & gas, chemicals, pharmaceutical, power, Paint, FMCG and F&B. The role will involve selling electrical heat tracing and thermal management products, services and projects either direct to End-Users or through a variety of different channels , e.g. Specialist Distributor, Wholesaler, Reps. and projects through Contractors like EPC houses.

You will be responsible for developing our local industrial product/projects business, MRO and distributor business for India Region. You will report to the India Industrial Heat Tracing Sales Manager.

• Develop and implement a strategy for the India Region in line with the current regional Industrial Heat Tracing business strategy, which has been created in a combination of direct product & local project business based on value selling and always looking for Upselling possibilities.
• Protect strategic relationships while increasing regional hunting capacity.
  Organize around customer ownership and buying behavior not only state boundaries.
• Engage EPCs early because design-in and approved-vendor status often determine downstream order capture.
• Create repeatable cross-selling motions across heat tracing, tank insulation and industrial leak detection systems (hydrocarbon/ chemicals etc.)
• Build coverage across South and East India; develop PSU, EPC, private industrial and small-industry opportunities; create a new regional funnel.
• Develop a strong focus on Upselling to each client request by understanding clients' needs and identifying the hidden demands through the concept of Value Selling.
• Your focus will be on the Industrial Bizz and thus customers (direct) and actively support efforts related to the industrial product business which is handled by Wholesalers and our partners in India.

• Implement a workflow for the regional upselling.
• Priority segments:
  South/East EPCs, PSU oil and energy customers, large private industrial groups, ports, terminals, chemicals, steel, mining, power and process industries.
• Create the territory from the ground up: map installed base, industrial belts, consultants, EPCs, distributors/influencers and active capex projects.
• Build a qualified funnel that is balanced between large project pursuits and shorter-cycle retrofit/replacement business. Focus on IHS MRO, products, small project business and channel partner management.
• Generate and qualify opportunities from new projects, steam-to-electric conversions, brownfield upgrades, maintenance/replacement needs and tank/terminal projects.
• Lead the commercial process from discovery through proposal, negotiation, order booking and handover to execution.
• Work with applications/technical teams to translate customer requirements into technically sound, differentiated proposals.
• Influence specifications and approved-vendor lists before RFQ release; build references and application case studies.
• Set up account plans for the key accounts & Partners
• Identify and qualify project opportunities and capture these in Salesforce;
• Use and apply PriceFX for all product quotations and making sure all customers have a pricing agreement or fit in a certain pricing matrix.
• Develop and track actions and activities associated to identified opportunities and account plans.
• Deliver seminars, trainings and face to face meeting at key customer groups / partners on a defined basis.
• In projects of choice and key accounts…