Sales Manager - Equipment

Heidelberg; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Heidelberg in Mumbai seeks a Sales Manager - Equipment to lead customer accounts and drive end-to-end sales of equipment and lifecycle services. You will spearhead the Salesforce-driven sales cycle and collaborate with finance, service, and marketing to deliver value to graphic arts customers.

The ideal candidate has 8–12 years of equipment sales experience in the graphic arts sector, strong English communication, and a willingness to travel extensively.

Qualifications

• 8–12 years of sales experience in equipment selling within the graphic arts industry
• Knowledge of Sheetfed, Prepress and Postpress printing equipment is beneficial
• Graduate in Science/Engineering/Printing Technology or related field
• Strong English communication and willingness to travel extensively
• Experience using Salesforce for sales analytics and pipeline management

Responsibilities

• Oversee customer accounts and act as main customer interface across the organisation
• Lead day‑to‑day sales cycle management using Salesforce
• Manage Equipment & Lifecycle Sales portfolio including consumables, parts and service
• Drive growth by presenting Heidelberg portfolio as a holistic investment to customers
• Monitor market developments and identify new business opportunities
• Ensure customer success and maintain strong relationships with stakeholders
• Qualify leads, negotiate contracts and coordinate with internal teams
• Conduct customer visits and provide market insights and trends
• Coordinate with Finance and Service teams to support customers
• Support marketing campaigns and dealer network initiatives
• Drive timely collections as per credit guidelines

Skills

Sales analytics

Salesforce

Interpersonal skills

English communication

Travel readiness

Education

Graduate in Science/Engineering/Printing Technology

Tools

Salesforce CRM

Job description

Designation: Sales Manager - Equipment

Location: Mumbai

Desired Profile:

1. Graduate with Science/Engineering/Printing Technology background is prefered.

2. Incumbent with sales experience of 8 to 12 years in selling

a. Hands-on experience in selling Equipment in Graphic art industry

b. Specialization in selling Sheetfed, Prepress, Postpress printing Equipment would be an added advantage

c. Knowledge in Consumables like offset Inks, Pressroom Chemicals, Coatings, Plates, Blankets & Rollers.Spare parts of Sheetfed, Prepress, Postpress and Flexo machineries.

3. Essential skills like sales analytics and usage of Sales Force tool is highly preferred.

4. Interpersonal skills is highly required to collaborate with other sales and service partners.

5. Willing to take ownership and deliver results especially when the market situation is volatile and uncertain.

6. Excellent business communication in English is essential.

7. Willing to travel extensively.

Job Summary

• Overall responsible for customer account management and be the main interface to the customer, orchestrating the support from all relevant drivers from the organisation.
• Leading the day-to-day management of the sales cycle using Sales force tool.
• Manage the entire product portfolio including Equipment &Lifecycle Sales (Consumables, Parts and Service) and apply a consultative sales approach with customers.
• Facilitating the growth of overall sales by providing the customer a comprehensive approach to invest in Heidelberg portfolio now and in the future.
• Maintaining and increasing knowledge of market development as well as customers situation in order to accurately assess new business opportunities.
• Ensure customers success thus creating business.
• Use sales analytics including Smart Sales“ from Sales Force Tool for planning, leading and closing the business deals.
• Collaborate to learn and support equipment sales with fellow Lifecycle sales account manager (Consumables, Parts and Service)
• Involve support from Finance team to further support customers.
• Partner with service team and share timely necessary information to support the customers for their end to end requirements.
• Seek necessary feedback from all the stakeholders and improve performance as a best team player.
• Take ownership for timely collection of the products sold as per the credit guidelines and update finance and sales coordinator.
• Plan and achieve sales targets and earn quarterly incentives.

Key Responsibilities

1. Achieve Sales targets periodically with all product lines including consumables and 2S.

2. Achieve TASP targets, financials and NWC targets. All reporting requirements are met in time. Contribution to the regions’ and product strategies

3. Interact closely with customers’ buying centre. Achieve Parent and Child opportunity by focusing on product mix and work closely with life cycle sales team to achieve consumables and 2S targets.

4. Consult with Sales Head and Product Specialists and conduct deal review check periodically during every deal.

5. Understand and consult customers with the aim to add value to their business, especially with regards to O.E.E., alternative business models and profitability. Actively generate new business opportunities within allocated customers while maintaining excellent, professional customer relationships. Ensure all different interests of decision makers are addressed properly

6. Generate sufficient sales opportunities to achieve over-all sales targets.

7. Qualify all sales leads, negotiate sales contracts and liaise with all business areas to ensure an open and transparent information flow thus maximizing sales and customer satisfaction levels

8. Conduct customer visits as per defined frequency plan and ensure customers are contacted via alternative chanels when deemed suitable in order to ensure full market coverage. Provide new business ideas and market trends to customers.

9. Review of market trends, competitor analysis, product portfolio, customer potential, scope & prospects.

10. Support for development of new products and improvements in existing products.

11. Co-ordination with Technical Support team in Trials & Resolving key customer issues.

12. Support LSAM to improve dealer network by appointing potential dealer to improve consumables sales.

13. Understand and consult customers with the aim to add value to their business.

14. Actively generate new business opportunities within allocated customers by maintaining excellent, professional customer relationships.

15. Actively use Salesforce as “the sales management tool” on daily basis and ensure optimum and accurate data quality. Report competitor activities regularly in salesforce .

16. Support Heidelberg’s marketing activities and specific product campaigns

17. Support other tasks and projects that may be assigned from time to time.

18. Encourage and qualify sales leads on time as shared by service team members