Manager - Sales & Marketing

Kirloskar Ebara Pumps; Kolkata District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Kirloskar Ebara Pumps is seeking a dynamic Sales & Business Development professional in Kolkata to drive territory growth and achieve AOP/QOP/MOP targets. The role demands strong customer development, technical sales for API and non-API pumping solutions, tendering with PSU customers, and cross-functional collaboration to deliver profitable orders.

Responsibilities include strategy development, customer visits, negotiations, and market intelligence to support strategic expansion and robust

Responsibilities

• Drive sales growth and achieve AOP, QOP, and MOP targets for the assigned territory.
• Develop and execute sales strategies to maximize order intake and conversion.
• Identify, evaluate, and develop new customers, markets, and business opportunities.
• Maintain strong relationships with existing customers while expanding the customer base.
• Act as the single point of contact for designated customers.
• Provide technical and commercial support for API Pumps (OH1, OH2, OH3, VS1, VS4, VS5, VS6, BB1, BB2, BB3, BB4, BB5) and Non-API Pumps (GP, Fire Fighting, Cooling Water).
• Analyze customer requirements and coordinate with engineering teams to develop suitable technical solutions.
• Offer customized pumping solutions and obtain customer approvals/deviation clearances where required.
• Manage tendering activities with PSU customers such as IOCL, HPCL, BPCL and coordinate with EPC contractors for project opportunities.
• Review commercial terms (GTC, SPC, BG) and prepare accurate techno-commercial bids for timely submission.
• Prepare budgetary and detailed techno-commercial proposals as per SOPs; coordinate with engineering and vendors for pricing inputs.
• Conduct commercial negotiations and secure profitable orders; participate in customer and kick-off meetings as required.
• Build long-term customer engagement and strengthen key account relationships; conduct visits, presentations, demos, and training sessions.
• Monitor industry trends, competitor activities, pricing strategies, and market developments; share market intelligence with management.
• Prepare sales forecasts and inputs for AOP; generate MIS and pipeline reports; track order status and conversion ratios.
• Ensure timely collection of payments and manage receivables; track collection performance and statutory documents including C-Forms.
• Collaborate with Engineering, Projects, Commercial, Finance, and Supply Chain teams to ensure successful order execution.

Job description

Role & responsibilities:

Sales & Business Development

• Drive sales growth and achieve AOP (Annual Operating Plan), QOP (Quarterly Operating Plan), and MOP (Monthly Operating Plan) targets for the assigned territory.
• Develop and execute sales strategies to maximize order intake and conversion.
• Identify, evaluate, and develop new customers, markets, and business opportunities.
• Maintain strong relationships with existing customers while expanding the customer base.
• Act as the single point of contact for designated customers.

Technical Sales & Product Expertise

• Provide technical and commercial support for:
• API Pumps: OH1, OH2, OH3, VS1, VS4, VS5, VS6, BB1, BB2, BB3, BB4, BB5.
• Non-API Pumps: General Purpose Pumps, Fire Fighting Pumps, Cooling Water Pumps.
• Submersible Turbine Pumps, particularly for petroleum retail outlets and fuel station applications.
• Analyze customer requirements and coordinate with engineering teams to develop suitable technical solutions.
• Offer customized pumping solutions and obtain customer approvals/deviation clearances where required.

Tendering & Contract Management

• Manage tendering activities with PSU customers such as:
• Indian Oil Corporation Limited (IOCL)
• Hindustan Petroleum Corporation Limited (HPCL)
• Bharat Petroleum Corporation Limited (BPCL)
• Coordinate with EPC contractors and consultants for project opportunities.
• Review and understand commercial and contractual terms including:
• General Terms & Conditions (GTC)
• Special Purchase Conditions (SPC)
• Bank Guarantees (BG)
• Commercial offers and contractual obligations
• Prepare accurate techno-commercial bids and ensure timely submission.

Offer Preparation & Negotiation

• Prepare budgetary and detailed techno-commercial proposals as per company SOPs.
• Coordinate with engineering and vendors for technical clarifications and pricing inputs.
• Conduct commercial negotiations and secure profitable orders.
• Participate in customer meetings, kick-off meetings, and project discussions as required.

Customer Relationship Management

• Build long-term customer engagement and strengthen key account relationships.
• Conduct customer visits, presentations, product demonstrations, and training sessions.
• Organize customer events, seminars, and business development programs.

Market Intelligence

• Monitor industry trends, competitor activities, pricing strategies, and market developments.
• Generate and share market intelligence reports with management.
• Support strategic business planning and market expansion initiatives.

Forecasting & MIS

• Prepare sales forecasts and provide inputs for Annual Operating Plan (AOP) preparation.
• Generate periodic MIS reports, sales pipeline reports, and business performance updates.
• Track order status, conversion ratios, and business opportunities.

Collections & Commercial Compliance

• Ensure timely collection of customer payments and outstanding receivables.
• Track collection performance and prepare collection reports.
• Coordinate and ensure collection of statutory documents including C-Forms where applicable.

Cross Functional Collaboration

• Work closely with Engineering, Projects, Commercial, Finance, and Supply Chain teams to ensure successful order execution.
• Participate in Cross Functional Teams (CFT) for new business development initiatives.