Purpose of the Role
Execute the sales strategy and delivery of Valve Automation solutions across the Chemical, Process & Industrial (CPI) markets in West India. Achieve sales targets, expand customer relationships, and drive market growth through both project-based and account-based selling. Manage key stakeholders including End Users, EPCs, OEMs, and Consultants and serve as the voice of the customer within the business.
Key Responsibilities
Sales Strategy & Delivery
- Deliver sales performance in line with agreed targets for the Western India region.
- Develop and implement territory-specific sales plans to drive growth.
- Drive customer penetration, profitability, and long-term relationships across assigned accounts.
- Provide technical advice and consultative support to customers on Rotork products and solutions. Especially in Tunnel Ventilation Projects.
- Manage sales through direct engagement and in collaboration with distributors.
Sales Forecasting & Project Management
- Ensure accurate and transparent sales forecasting.
- Build and maintain a healthy project pipeline, tracking opportunities across the sales cycle.
- Lead efforts to position Rotork products onto Approved Vendor Lists and project specifications.
- Provide regular updates on project pipeline and sales performance to management.
Channel & Market Development
- Identify, qualify, and onboard new customers to expand revenue streams.
- Apply business development strategies to increase market share across the CPI sector.
- Lead new product introductions, sales campaigns, and industry events as required.
- Gather and share market intelligence to inform the company’s value proposition and commercial strategy.
Customer Focus & Regional Voice
- Act as the primary contact and voice of the customer for the region.
- Conduct regular customer visits, presentations, and technical training sessions.
- Build long-term, trusted relationships with key stakeholders including EPCs, OEMs, Consultants, and End Users.
Internal Collaboration & Sales Support
- Work cross-functionally within a matrix structure (Application Engineering, Internal Sales, Customer Support).
- Ensure operational excellence and exceptional customer service across all touchpoints.
- Collaborate with internal teams to support product positioning and delivery.
Budget Management & Reporting
- Fulfill all reporting responsibilities, including sales plans, forecasts, and KPI tracking.
- Maintain accurate records of customer interactions, opportunities, and sales activities in Rotork CRM.
Leadership & Values Alignment
- Lead by example and embody Rotork values in daily work.
- Drive change and foster business growth through entrepreneurial thinking and responsible corporate citizenship.
Essential
- Bachelor’s degree in engineering (Mechanical, Instrumentation, or Electrical preferred).
- Minimum 7-8 years of technical sales experience in Valve Automation, Flow Control, or related industrial engineering sectors.
- Proven track record of meeting/exceeding sales targets in project-based sales environments.
- Deep understanding of selling to CPI end-users, EPCs, OEMs, and Consultants in the Western India market.
- Sound knowledge of sales methodologies, pipeline management, and forecasting.
- Strong command of English (spoken & written); proficiency in Hindi is preferred.
Desirable
- MBA/PGDM or equivalent postgraduate qualification in Sales or Marketing.
- Experience working in a multinational or matrixed business environment.
Personal Specification
Essential
- Demonstrates integrity and honesty.
- Strong communication skills across all organizational levels.
- Collaborative and able to operate effectively in cross-functional teams.
- Culturally aware and capable of working across diverse customer segments.
- Thrives in dynamic, fast-changing environments; adaptable and solution-oriented.
- Entrepreneurial flair with a passion for business growth and innovation.