DESIGNATION/ TITLE - Asst. Manager / Deputy Manager – Sales, Railway Market, FCS India
REPORTING TO - Local Business Head
MOBILITY -55-60%
LOCATION- Bangalore
OBJECTIVE/MISSION
Responsible for driving growth of Stäubli's electrical and mechanical connector solutions in the Indian Railway market through business development, specification selling, account management, and solution-based selling. The role focuses on developing new opportunities, expanding existing customer relationships, and increasing adoption of the complete connector portfolio.
Roles and Responsibilities:
The job encompasses but is not limited to the following Roles and Responsibilities:
Business Development
- Identify and develop new customers within Railway market (Propulsion System and Rolling Stock OEMs, system integrators, Indian Railway, Metro rail organizations etc.)
- Develop relationships with engineering, design, procurement and project teams.
- Identify and qualify new business opportunities at early project stages.
- Drive specification-in activities with engineering / design teams of OEMs.
- Monitor upcoming railway projects, tenders and modernization initiatives.
- Develop account penetration plans for strategic customers.
Account Development & Portfolio Expansion
- Promote the complete Stäubli connector portfolio including electrical and mechanical connector solutions.
- Identify opportunities where existing electrical connector customers can adopt mechanical connector products for current or future applications.
- Analyze customer applications and recommend suitable interconnection solutions across product families.
- Drive wallet-share growth through cross-selling and solution bundling.
Strategy
- Monitor Railway market trends, customer needs, and competitor activities.
- Develop and execute assigned account growth plans.
- Identify new business opportunities and drive customer acquisition.
- Capture customer voice and competitor information
- Customer retention/addition tactics
Business
- Prospection and new prospect generation according to strategy
- Build and maintain a robust project pipeline within the assigned accounts
- Responsible for achieving the assigned accounts business plan-Sales, Order Booking, Receivables
Account management
- Responsible for the complete sales process
- Drives customer satisfaction, account retention and increase in business share/wallet share
Sales excellence
- Planning self-sales visits to key Railway stakeholders.
- Proactively develop and manage a healthy sales pipeline through opportunity identification, qualification, proposal management, and CRM updates. o Leading sales negotiations and order closures
- Ensure timely order processing, including PO acceptance, order booking, and order acknowledgment to customers.
- Controls customer - overdue and ensures payment terms are as per TSI guidelines
Data transparency and reporting
- Managing the CRM database - potential, contacts, visit reports, offers, order loss analysis, opportunities, leads etc.
- Visit report creation in CRM database
**Any other responsibility as per discretion of management
KEY INTERFACE
External
Customers- Design, Purchase, Supply chain, Leadership o
Distributors/agents •
Internal
Local Business Heads
Supply chain & Warehouse- Local
Local application Engineering
Inside sales, Sales Administration
Finance- Account receivables
YEARS OF EXPERIENCE
Minimum 5 years and more of relevant Industrial (B2B) sales experience in capital goods/ consumable components, preferably in a MNC company
B.E./B.Tech. in Mechanical, Electrical, Electronics, or related Engineering discipline. MBA in Marketing preferred but not mandatory.
Technical Competencies
• Railway industry knowledge
• Solution & value selling
• Key account management
• CRM & pipeline management
• Contract negotiation
Behavioral Competencies
• Customer Orientation
• Relationship management
• Result orientation
• Business acumen
• Communication & influencing skills
• Collaboration
#LI-PB1