Purpose of the job

Expand brand awareness and create demand in the market by establishing and maintaining strategic relationships with audio professionals like sound engineers, operators, rentals, artists, musicians, artist management teams, key influencers etc.

Main Responsibilities

Customer Acquisition and Prospecting

• Managing and growing existing strategic accounts and end-user relationships for future opportunities.
• Managing and growing existing strategic accounts and end-user relationships for future opportunities.
• Building, maintaining, and retaining relationships with KOLs (key opinion leaders) that are influential \ among their peers and have good visibility/clout, that brings opportunities to promote the Sennheiser brand.
• Analyze end-customer needs and outline opportunities.
• Understand end-customer structure and decision-making process.
• Develop strong relationships with the relevant stakeholders (decision-makers)
• Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.
• Retain the existing customers, and approach and create demand with the new customers.
• Identifying project opportunities at end-customers and responsible for managing a 18-month pipeline.
• Responsible for managing projects end-to-end as main point of contact for the end-customer.

Business Development and Active Selling

• Responsible for meeting and exceeding opportunity value goal and regional sales objectives as well as the assigned KPIs
• Working closely with sales managers and channel partners and ensuring closures and desired results.
• Generate/maintain customers’ database for the region.
• Research new models or markets and assess trends and competitive actions to identify new growth
• opportunities and potential areas of expansion within the region.
• Propose schemes and promotional activities for the assigned region and share the same with Reporting Manager.

Customer Support
• Handling technical queries of customers, giving them thorough product demos, conducting application, and hands-on trainings/workshops, well-verse with product specifications, USPs, and their applications.
• Giving on-site support for Sennheiser gear during critical demos/events/shows etc. and ensuring favourable results.
• Effectively circulating the demo inventory across the country, keeping its track and reconciliation.
• Responsibility for upkeep, listings and locations of any item on loan, hire, demo stock, including memo loans.
• Pre and Post sales support.
• Closely working with the TAE (technical application engineering team)
• Close coordination with service and logistics team ensuring prompt after-sales service support, and
• timely delivery of material, meeting customer expectations and maximising their satisfaction.

Market Intelligence

• Continuous observation & reporting on competition, trends, industry shift, users’ needs & behaviour.
•. Sharing in-depth market/product/technical feedback – acceptance, challenges, new trends, requirements etc.
• Acquire, maintain, and analyse data on the market activities, trends and competitor strategies, and formulate value propositions for customers & counter strategy accordingly.
• Update on forthcoming business opportunities, any new product development in the market, special
• on-going promotions/schemes etc.
• Gather market and customer information to share feedback on future buying trends.

Marketing

• 1. Propose and initiate marketing strategies to increase the market share.
• 2. Working closely with trade and digital marketing team for full utilization of marketing opportunities for the segment.
• 3. Collaborate with the marketing dept. to provide content for marketing initiatives, events, exhibitions, etc.

Forecasting/Monthly Reports & MIS

• 1. Manage pre-order, planning, forecasting, procurement and fulfillment process of project purchase orders and other requirements as well.
• 2. Share all the fortnightly, monthly, and quarterly reports well on time.
• 3. Maintaining regular CRM and sales funnel.
• 4. Document the visits, activities, leads, opportunities, projects etc. in CRM

Key Dimensions

• Strong team spirit and clear communication required.
• Demonstrate a strong positive work ethic that embodies the company’s culture and corporate values.
• Expertise in collaborating with various stakeholders of business and making sure that projects are executed smoothly.

Interfaces

Internal:
• Manager, Business Development
• Sales Managers
• Technical Application Engineering
• Internal Sales Representative
• Internal Sales Support
• Trade Marketing

External:

Sound Engineers, Artists, Musicians, Artist Management Team, Rentals, HOW, Theatres, Auditoriums Distributors, Dealers, Key Accounts

Essential Skills and Requirements:

1.Demonstrated and proven abilities in identifying, strategically approaching and acquiring new end customers as well as the ability to assess their needs and offer solutions.
2. Ability to effectively engage in relationships and strategically develop long-lasting accounts.
3. Ability to generate, pursue opportunities and convert them into sales.
4. Ability to generate demand and pull-factor in the market.
5. Good understanding of pro-audio industry & its business ecosystem.
6. Good understanding of market dynamics, key drivers, and interrelations
7. Good influencing, convincing and persuading skills.
8. Good presentation, product demonstration and communication skills.
9. Good analytical and time management skills.
10. Willingness to take accountability and end-to-end ownership.
11. Ability to travel up to 4 days per week across India.
12. Passionate, go-getter approach and zeal to continuous learning.

Education/Experience:

1. Master’s in business management / marketing.
2. 6+ years sales, marketing, business development experience
3. Preferably from pro-audio or related industry.

Competencies

• Industry, market & Business Development
• Technical & Solution knowledge
• Acquisition, prospecting & active selling skills
• Solution development skills
• Relationship & interpersonal skills
• Self management skills

Note: The role is PAN India but location preference is NCR or Mumbai.

Budget is 20 to 28L (80% fixed & 20% Variable)