Dear Candidate,

Greetings for the day!!

We are hiring for one of our esteemed clients who are in India's largest manufacturer of multilayer co-extruded company for the below mentioned profiles.

• Designation: Manager or Senior Manager (depending on the candidate’s experience and current level)

• Location: Mumbai (Vile Parle)

• Experience: 5 to 6 years 

• Position: Permanent 

• Qualification: Graduate in engineering, science, plastics or polymer technology, or a graduate with an MBA in Marketing. A qualification from the Indian Institute of Packaging will be an added advantage.

Key Responsibilities

A.Business Development (new customer acquisition)

• Build and maintain a pipeline of prospects in the surface protection film segment across target industries and

geographies.

• Generate leads through market mapping, industry databases, exhibitions, referrals, cold outreach, distributor and agent networks, and competitor tracking.

• Identify the correct entry route into each target account, including the right decision makers across purchase, production, quality and management.

• Understand the customer’s existing film usage, application conditions, current supplier, and pain points such as adhesion failure, residue, edge lift, tunnelling, ageing, weathering, printing or slitting issues, along with cost pressures.

• Position and introduce the appropriate Ecoplast product, or recommend a development, working with the technical and R&D team where a customised structure is required.

Drive the sample and trial process end to end: sample specification, plant coordination, dispatch, trial follow up, feedback capture, and iteration until approval.

• Prepare and present quotations, technical proposals and commercial terms. Negotiate and convert the trial into a commercial order.

• Convert leads into regular, repeat, volume generating accounts, not one off orders.

B. Account Management (retention and growth)

• Pricing. Own pricing negotiations for the assigned accounts, including revisions linked to polymer price movement, while protecting contribution margin targets.

• Product knowledge. Maintain working technical command of the product range, structures, adhesion grades, thickness ranges, application and removal behaviour, and the relevant test parameters, sufficient to hold a technical discussion with the customer without support.

• Forecast and order booking. Secure monthly orders against agreed forecasts and against the assigned budget or target. Maintain a rolling forecast per account and flag deviations early.

• Order tracking. Track every order through its internal stage, from order receipt to planning, production, slitting, packing, QC clearance and dispatch. Proactively update the customer on realistic timelines and delivery schedules, and own the communication when a schedule slips.

• Commercial terms. Negotiate payment terms and freight terms, and ensure that the terms agreed are documented and adhered to.

• Collections. Ensure payments are received on time and within agreed credit terms. Own the outstanding position for the assigned accounts, and escalate and resolve disputes and deductions.

•Inventory discipline. Ensure that no excess work in progress or finished goods lies in our factory against the assigned customers. Manage customer schedules, lifting commitments and stock and sell arrangements so that ageing FG does not build up.

• Relationship. Maintain regular planned customer visits and review meetings. Build relationships at multiple levels within the account so that the business is not dependent on a single contact.

• Market intelligence. Report competitor pricing, new entrants, product developments and customer capacity changes back to management.

Support Structure and Scope

The candidate will have access to shared sales support executives, who are pooled across the sales team, for the following work only:

• Punching orders into the ERP

• Basic follow up with the plant on order status

• Basic follow up with the customer on payment reminders

All other activity is to be carried out personally by the candidate, including customer identification and entry, technical discussion, trial management, quotation and negotiation, escalated plant coordination, delivery commitments to the customer, collection of overdue and disputed payments, and inventory control for the assigned accounts.

Candidates who are accustomed to working through a large support team, or whose experience is limited to servicing an inherited set of accounts, are not a fit for this role.

4. Key Performance Indicators

• New business- Number of new accounts opened and commercialised per year, and the trial to conversion ratio

• Volume - Monthly and annual dispatch volume in MT against target, split between developed and inherited accounts

• Value and margin-  Revenue and contribution per kg against budget

• Forecast accuracy-  Actual monthly offtake versus forecast, per account

• Collections - Days sales outstanding, and overdue as a percentage of total outstanding

• Inventory - Ageing finished goods and work in progress held against the assigned customers

• Service On time delivery performance and closure of customer complaints

5. Candidate Profile

Essential

• Minimum 5 to 6 years of B2B industrial or technical sales, with demonstrable independent business development

and not only account servicing.

• Track record of opening new accounts from scratch and taking them to regular monthly business.

• Comfort with a technical product, and with plant level and shop floor discussions.

• Strong commercial ability across pricing, terms negotiation and collections.

• Willingness to travel extensively across India, and to support export customers as required.

• Working knowledge of ERP based order and dispatch processes, with competence in Excel and structured

reporting.

• Graduate in engineering, science, plastics or polymer technology, or a graduate with an MBA in Marketing. A

qualification from the Indian Institute of Packaging will be an added advantage.

Preferred

• Experience in plastic films, packaging, adhesive tapes, specialty chemicals, or building materials such as ACP,

laminates, PPGI, steel or glass.

• Existing relationships in one or more of our target user industries.

• Exposure to export markets, and to agent or distributor led sales.

Attributes

• Takes ownership end to end and follows through without being chased.

• Structured and disciplined in reporting and pipeline hygiene.

• Persistent through a long sales cycle, since trials and approvals can run for several months.

• Direct and credible with customers, and able to hold a position on price where required.

If interested kindly share your updated resume to hrm@mmenterprises.co.in