[Fluent spoken English is a must! Must attach English Resume!]
[Location:Homebase]
Job Description：
1. Develop, implement an OEM strategy for lubricants in support of marketing strategies, and maintain an understanding of industry trends to inform strategy, identify business development opportunities and target product development.
2. Identify key OEMs to deliver strategy and provide insights on industry trends and develop relationships and maintain differentiating recommendations endorsements and approvals from OEMs.
3. Identify and develop strategic collaborations with the OEMs.
Negotiation and Relationship Management
1. Building customer relationships at strategic levels with both existing and potential new customers. Develop contacts at the selected OEM Accounts across a broad range of disciplines to include both the commercial and the technical.
2. Ability to understand the needs of the customer from his lens and build a sustainable long term business relationship.
3. Understands the roles of various internal stakeholders in OEM development/service and collaborates effectively. And drives the objectives to grow through effective negotiation skills and drives closure on key decision points.
4. Build ‘partnership’ instead of just being 'supplier' wherever appropriate and develop business partnership plans with customers/trade partners. and share and work with other functions to deliver on account plans.
Commercial Acumen
1. Identify the gaps & opportunities based on the market and competition analysis to maintain competitive edge.
2. Develop & deliver an OEM business plan and growth plan including topline, volumes, market share, infrastructure, working capital requirement, profitability, and marketing.
3. Provide insights to Product Management Group, Sales and other PLI functions from the OEMs’ perspective. Help to shape the offers to realize more value for PLI and making PLI Compelling to the targeted OEMs.
Product Knowledge and Market Insight
1. Lead Recommendation of the product basis its application to the customer with an aim of value selling and exclusive approval of PLI products wherever.
2. Detailed understanding of the PLI offerings and ability to recommend off the shelf /newly developed need-specific product from the offerings.
3. Ensure effective connection between OEM activities and the NPD process. Work closely with the GAM team to develop offers for partner OEM’s and identify new commercial opportunities.
Qualification& Experience:
? Graduate in Mechanical/Industrial Engineering, Management degree (Preferred)
? Minimum 6-8 years’ experience in Sales and Marketing of Industrial consumables is essential.
? Substantial experience in managing Sales or Key Account management with Industrial OEM’s, Earth Moving Equipment Manufacturers Injection Molding Machine Manufacturers, Gear Box Manufacturers, Mining Equipment Manufacturers, Hydraulic Press manufacturers.
? Extensive knowledge of the Industrial Market with Insights of lubricants category would be a definite advantage.
? Experience in Industrial Consumables Sales & Marketing will be an added advantage.
? Ability to effectively network and build relationships on a continuous basis are critical for successful performance in the position.
? Self-starter, some-one who can think and work independently.
? Strong bias for action and performance focus.
? The incumbent must be able to interpret different market situations and OEM development evaluations.
? The individual must be able to manage all stakeholders including internal and external.
Competencies/Skills:
? Negotiation and Influence – Expert Level
? Project & Relationship Management - Mastery
? Generating and applying customer and consumer insights – Skillful
? Ownership and Collaboration
? Market Knowledge/ Understanding - Mastery
? Analytical Reasoning and Logical Ability