Converter Sales Specialist, Pune

3M; Pune District; On-site; INR 900,000 - 1,500,000; Full time

Job summary

3M in Pune is seeking a Converter Specialist to drive profitable growth by acquiring new customers and expanding wallet share with existing accounts through application-based solutions.

This role requires strong converter and end-customer engagement, disciplined execution to meet sales targets, and collaboration with marketing, supply chain, and finance to optimize the deal value and cash flow. Travel 50-70% within the territory is expected.

Qualifications

• Candidate must have a Bachelor's degree in engineering, Science, or Business.
• 3–7 years of field sales experience in industrial/B2B sectors.
• Experience in converter, adhesives, tapes, or related industries is preferred.

Responsibilities

• Achieve revenue targets and drive growth within the assigned territory.
• Prospect new customers and manage pipeline with solution-based selling.
• Coordinate with technical teams to run trials and close deals.

Skills

Solution selling

Negotiation

CRM experience

Data analysis

Territory management

Communication skills

Education

Bachelor's degree in engineering, Science, or Business

Tools

Salesforce

Excel

Job description

3M has a long-standing reputation as a company committed to innovation. We provide the freedom to explore and encourage curiosity and creativity. We gain new insight from diverse thinking, and take risks on new ideas. Here, you can apply your talent in bold ways that matter.

Job Description

Role Summary

The Converter Specialist is responsible for driving profitable growth within an assigned territory by acquiring new customers, expanding wallet share with existing accounts, and delivering value through application-based solutions. The role requires strong Converter and end customer engagement, solution-selling, and disciplined execution to meet sales, margin, and collection targets.

Key Responsibilities

Sales & Growth

• Achieve monthly/quarterly/annual revenue and product mix targets.
• Drive new business development (NBD) through prospecting, lead conversion, and pipeline management.
• Execute account plans and opportunity strategies in alignment with OP (Operating Plan) and OLCG goals.

Customer Engagement & Solution Selling

• Conduct regular customer visits, technical demos, trials, and joint application development.
• Possess and/or develop skill sets in Converter and automation processes.
• Identify customer needs and recommend adhesives/tapes solutions that improve process efficiency.
• Coordinate with technical service/application engineers to ensure successful trials and adoption.

Territory & Funnel Management

• Manage territory coverage, call cycles, and visit frequency to maximize reach and productivity.
• Maintain a healthy opportunity funnel with accurate stage definitions, value, and probability.
• Use the designated CRM for lead tracking, meeting notes, action plans, and forecasting.

Commercial Excellence

• Prepare and negotiate proposals within pricing and discount guardrails.
• Ensure on-time invoicing, collections, and DSO adherence; resolve billing and payment issues proactively.
• Monitor competitor activity, market trends, and customer risks; update counter-strategy plans.

Cross-Functional Collaboration

• Partner with marketing for Ad Merch programs, campaigns, and promotion-led demand generation.
• Collaborate with supply chain for stock allocations, backorder mitigation, and aged inventory liquidation.
• Align with finance on credit limits, CIR impacts, and budget adherence.

Compliance & Governance

• Adhere to company policies on ethics, safety, EHS, trade compliance, and documentation.
• Maintain accurate records of trials, approvals, contracts, and regulatory requirements.

Required Qualifications

• Bachelor’s degree in engineering, Science, or Business (Mechanical/Chemical/Production preferred) or equivalent experience.
• 3-7 years of field sales experience in industrial/B2B (adhesives, tapes, industrial consumables, or related).
• Converter business experience would be preferable.
• Proven track record in solution selling, negotiation, and closing.

Preferred Qualifications

• Experience with OEMs, Converters and key accounts in automotive, electronics, packaging, construction, or general manufacturing.
• Hands-on exposure to process lines (e.g., lamination, assembly, die cut, bonding); understanding of substrates and surface prep.
• Proficiency with CRM (e.g., Salesforce), Excel, and data-driven forecasting.

Core Competencies

• Product & Application Knowledge – Understand bonding mechanisms, test methods, and ROI/TCO.
• Consultative Selling – Diagnose problems and build value-led proposals; handle objections.
• Territory Discipline – Plan visits, optimize routes, and maintain call cadence.
• Negotiation & Margin Protection – Balance price, value, and terms within guardrails.
• Data Literacy – Use CRM and reports for pipeline, forecast accuracy, and performance tracking.
• Resilience & Ownership – Target orientation, self-motivation, and bias for action.
• Collaboration – Work seamlessly with technical, marketing, supply chain and finance.

Key Performance Indicators (KPIs)

• Revenue vs OP; OLCG contribution.
• NBD wins: number/value; conversion cycle time.
• Funnel health: coverage (≥3×), stage progression, forecast accuracy.
• Visit productivity: calls/week, qualified meetings, trial-to-adoption rate.
• DSO, collection efficiency, and overdue reduction.
• Ad Merch program effectiveness (leads, trials, conversions).
• Customer retention, expansion, and satisfaction.

Travel & Work Conditions

• Field-intensive role; ~50-70% travel within territory.
• Customer site work may require PPE and adherence to plant safety norms.
• Early starts or early visits as per customer production schedules.

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Safety is a core value at 3M. All employees are expected to contribute to a strong Environmental Health and Safety (EHS) culture by following safety policies, identifying hazards, and engaging in continuous improvement.

At 3M we apply science in collaborative ways to improve lives daily as our employees connect with customers all around the world.

Learn more about 3M's creative solutions to global challenges at www.3M.com or on Twitter @3M or @3MNews.