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T he Big P ict u r e

Howden are a global engineering business who focus on providing clients with industrial products that help multiple sectors improve their everyday processes. Howden’s core focus is on providing quality solutions for air and gas handling, and have over a century of experience in doing so.

This position will drive business growth and profitability by leading the Sales in a global market place and in contact with the regions. The Team Lead Sales is responsible for leading the Compressor and Fans Sales teams and driving the growth of the business. This position is for the one who enjoys working in an international and challenging environment.

W hat Needs T o Be Do n e?

• The Regional Sales Manager shall drive business growth and profitability for Fans End User Market Segment within the region which comprises mainly New Equipment Sales, Retrofits , Spares , Services / AMC / LTSAs, Repairs and digital solution (Uptime)

• Proactive management of the customer base to obtain customer RFQ’s, to position Howden as a preferred supplier and to drive profitable growth of bookings.

• Promote / Market Howden Products (Fans) & Solutions to existing as well as develop new customers / markets.

• Collecting, ranking, analysing and evaluating information about existing and new markets, customers, competitive relationships, products.

• Communicate Market Expectations from End-users as well as competitors / other OEM’s information & Define the strategy to increase the penetration (Using tool viz. SABRE).

• Initiate and implement improvement initiatives in line with the strategic direction.

• Development, improvement and monitoring of Funnel and Order Conversion

• Ensure Regular visits to Customers & Review New Enquiry Generation.

• Identify the Key Accounts and allocate the same within the team (Using tool viz. Boston Matrix).

• Enquiry Generation, Funnel Management, Contract Negotiations, and Contract Closure.

• Follow the Howden Guidelines on Contractual conditions & Payment Terms – for all Spares, Field Service, Repair, Revamp, Retrofits requirements of Product Business Units.

• Ensure On time response to customer RFQ, TQC and others.

• Clearly communicate the Expectations & provide timely Reports via regular review calls.

• Escalate the issues adversely affecting business in time with counter measures.

• Ensure SOX Processes are followed and accuracy of data in the CRM system is maintained.

• Reporting on opportunity funnel, Booking forecast, and variance with respect to budget to protect business interests and mitigate risk.

• Support for on time receipt of outstanding payments

• Collaborate closely with Proposal / Operations team on Revamp / Retrofit Solution, Long Term Service Agreements, Rate Contracts (ARC/AMC), Up-time bookings.

• Annual Budget (Targets) Planning and ensure smooth Execution.

• Define the KPIs and ensure regular review via. Workday.

• Undertake initiatives in time to ensure that KPIs and or targets are achieved (Using Apex Tools)

• Conduct periodic Customer Satisfaction Surveys

• Lead and promote a continuous improvement culture

• Ensure an integrated solid EHS performance and development of an interdependent safety culture

W hat Do Y ou Ne e d T o B r in g ?

• Relevant degree within Engineering / Business

• Experience from similar role of 10+ years coupled with broad experience of Aftermarket business within engineered rotating products viz. Centrifugal / Axial Fans, Blowers, Compressors, Steam Turbines etc.

• Relevant commercial business experience with engineered products, as well as services and in managing sales in Cement & General Industries.

• Experience of working across multiple locations and cultures, understanding the constraints and working culture within them

• Self-Starter and strong capabilities to deliver results and to build cross-functional teams

• Strategic focus with the ability to analyze, formulate and implement strategies

• Good team player

• Strong inter-personal skills

• Pragmatic, no-nonsense approach

• Sets personal deliverables and works to high standards

• Accurately captures, analyzes and communicates information

• Good communication skills at all levels, written and verbal

• Ability to multi-task and prioritize work

• Advanced competency in MS Office, including Word, Excel, Project & Power Point

W hat W ill Y ou G et in Ret u r n?

You will have the opportunity to work for a global engineering organization in a challenging and dynamic role with great development opportunities. We offer a competitive salary along with a great benefits package.

T he a d v an t ages of w o r ki n g at H o w den:

W o r ld w ide business – Liaise with our colleagues in 27 countries.

We offer glo b al and local oppo r t unitie s – 6000 employees and world leading engineers, who create cu tt ing ed g e de v elo p me n t s – You will be a part of over 160 years of innovation and development that continues today with our digital solutions. At Howden we have a s t r ong corp o ra t e i den t i t y and pu r pose – You will be a member of our team, shaping the future of the world and tackling some of the most pressing issues facing the planet.

Our products and organisation are R e v ol v ing A r ound Y ou – Our culture promotes individual

development to enhance our most important asset – our people.