Account Manager - Industrial Refrigeration

About the Role
As the Account Manager - Industrial Refrigeration, F&B, you will play a pivotal role in the development and implementation of the sales plan aimed at acquiring new clients while maintaining existing relationships within the food and beverages refrigeration segment. Your primary objective will be to achieve departmental business sales targets, with a strong emphasis on customer satisfaction.

Responsibilities

• Acquire major accounts to maximize sales.
• Achieve sales targets and margins set by the company.
• Generate enquiries and visit potential customers to prospect for new business.
• Manage existing client accounts to ensure high levels of customer satisfaction.
• Promote the company as the industry leader and market our full range of industrial refrigeration solutions to key decision-makers and influencers in the food and beverages market.
• Develop key end-user relationships across regions, particularly in food and beverages.
• Study and understand customer requirements (tenders/email inquiries), prepare technical offers, and attend negotiation meetings, including closing sales and negotiating terms.
• Conduct cost estimations and prepare solution presentations for clients.
• Understand local authorities, their regulations, and company registrations necessary for the solutions marketed.
• Develop and achieve the business development and growth plan, including specific sales objectives and financial targets.
• Fully adopt the company's CRM tool – Salesforce.com.
• Collaborate with sales, engineering, and operations teams to achieve assigned booking targets.
• Develop the food and beverage business with our joint venture partner across the region.
• Conduct market analysis for F&B refrigeration plants.
• Maintain and develop relationships with existing customers via meetings, calls, and emails.
• Handle various industrial verticals for refrigeration products in the region.
• Promote and specify large food and beverage systems with industrial consultants.
• Regularly meet with customers to address their technical queries.
• Negotiate terms and conditions and handle other commercial issues to close sales.
• Ensure collection of payments as per order terms and conditions.
• Execute various phases of the sales life cycle, including lead generation, prospecting, understanding customer requirements, proposal preparation, and presentations.
• Acquire market and customer information and effectively convey product advantages.
• Actively participate in review meetings with the reporting manager.

Requirements

• Required:
  • B.E/B. Tech (Mechanical/Equivalent) is preferred.
  • 10 to 12 years of relevant professional experience in sales within the industrial refrigeration market, particularly in food and beverages, marine, and commercial refrigeration.
  • Strong communication and presentation skills.
  • Ability to communicate effectively both internally and externally at high levels.
  • Customer-focused orientation with strong influencing and negotiation skills to gain broad acceptance.
  • High business acumen with strategic agility.
  • Systematic and logical with a drive to achieve goals and objectives.
  • Proven experience in identifying and promoting solutions to local authorities, end users, and decision-makers.
  • Familiarity with Salesforce.com or other CRM systems (training is provided).
  • An existing experience and client base in food and beverage or adjacent markets.
  • Proven track record of selling technical service solutions and achieving outstanding results.
  • Autonomous yet a proactive team player.
  • Resourceful with excellent customer engagement skills.
  • Strive for continuous improvement and effective bid management.
  • Willingness to travel.