Assistant Manager - Sales, Railways

DESIGNATION/ TITLE - Asst. Manager / Deputy Manager – Sales, Railway Market, FCS India

REPORTING TO - Local Business Head

MOBILITY -55-60%

LOCATION- Bangalore

OBJECTIVE/MISSION

Responsible for driving growth of Stäubli's electrical and mechanical connector solutions in the Indian Railway market through business development, specification selling, account management, and solution-based selling. The role focuses on developing new opportunities, expanding existing customer relationships, and increasing adoption of the complete connector portfolio.

Roles and Responsibilities:

The job encompasses but is not limited to the following Roles and Responsibilities:

Business Development

• Identify and develop new customers within Railway market (Propulsion System and Rolling Stock OEMs, system integrators, Indian Railway, Metro rail organizations etc.)
• Develop relationships with engineering, design, procurement and project teams.
• Identify and qualify new business opportunities at early project stages.
• Drive specification-in activities with engineering / design teams of OEMs.
• Monitor upcoming railway projects, tenders and modernization initiatives.
• Develop account penetration plans for strategic customers.

Account Development & Portfolio Expansion

• Promote the complete Stäubli connector portfolio including electrical and mechanical connector solutions.
• Identify opportunities where existing electrical connector customers can adopt mechanical connector products for current or future applications.
• Analyze customer applications and recommend suitable interconnection solutions across product families.
• Drive wallet-share growth through cross-selling and solution bundling.

Strategy

• Monitor Railway market trends, customer needs, and competitor activities.
• Develop and execute assigned account growth plans.
• Identify new business opportunities and drive customer acquisition.
• Capture customer voice and competitor information
• Customer retention/addition tactics

Business

• Prospection and new prospect generation according to strategy
• Build and maintain a robust project pipeline within the assigned accounts
• Responsible for achieving the assigned accounts business plan-Sales, Order Booking, Receivables

Account management 

• Responsible for the complete sales process
• Drives customer satisfaction, account retention and increase in business share/wallet share

Sales excellence 

• Planning self-sales visits to key Railway stakeholders.
• Proactively develop and manage a healthy sales pipeline through opportunity identification, qualification, proposal management, and CRM updates. o Leading sales negotiations and order closures
• Ensure timely order processing, including PO acceptance, order booking, and order acknowledgment to customers.
• Controls customer - overdue and ensures payment terms are as per TSI guidelines

Data transparency and reporting 

• Managing the CRM database - potential, contacts, visit reports, offers, order loss analysis, opportunities, leads etc.
• Visit report creation in CRM database

**Any other responsibility as per discretion of management

KEY INTERFACE

External

Customers- Design, Purchase, Supply chain, Leadership o

Distributors/agents •

Internal

Local Business Heads

Supply chain & Warehouse- Local

Local application Engineering

Inside sales, Sales Administration

Finance- Account receivables

YEARS OF EXPERIENCE

Minimum 5 years and more of relevant Industrial (B2B) sales experience in capital goods/ consumable components, preferably in a MNC company

B.E./B.Tech. in Mechanical, Electrical, Electronics, or related Engineering discipline. MBA in Marketing preferred but not mandatory.

Technical Competencies

• Railway industry knowledge

• Solution & value selling

• Key account management

• CRM & pipeline management

• Contract negotiation

Behavioral Competencies

• Customer Orientation

• Relationship management

• Result orientation

• Business acumen

• Communication & influencing skills

• Collaboration

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