Manager - Sales - North Region

Overview

Morgan Advanced Materials is a business rich in history and innovation. Founded in the UK in 1856, we have grown into a global organisation with 70 sites in 18 countries. Our model to serve our customers where they need us has led to a diversified product range using our unparalleled expertise in ceramic and carbon materials, which we exploit to solve difficult problems for our customers across a diverse range of markets.

We are a purpose driven organisation. Our purpose is to use advanced materials to make the world more sustainable and to improve the quality of life. We deliver on that purpose through the products that we make, and the way that we make them.

The Molten Metal Systems business of Morgan Advanced Materials manufactures an extensive range of high-performance crucibles and foundry consumables for non-ferrous metal melting applications We provide melting solutions for foundries, die-casters and melting facilities working with zinc, precious metals, aluminium, copper, brass, bronze and other non-ferrous metals.

Key Figures: Revenue £1,114.7m (2023), ~8,500 employees, manufacturing in 20 countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK.  Listed on London Stock Exchange; Member of the FTSE 250 Index.

Responsibilities

Job Purpose:

The primary purpose of this role is to drive revenue growth through effective sales generation, payment realization, and dealer management. The Sales Manager will ensure the profitability and sustainability of operations in the North India Region and other assigned territories by maintaining pricing structures, improving gross margins, and enhancing customer satisfaction. The role also includes providing technical support to customers and channel partners while formulating business and operational plans to achieve the organization’s strategic objectives.

Key Responsibilities:

• Achieve monthly and annual sales targets in line with the agreed budget.
• Identify and pursue new business opportunities in the assigned territory.
• Enhance market share for Morgan products in North India and other designated regions.

• Conduct periodic performance reviews of channel partners.
• Provide technical and commercial support to dealers to enhance their performance.
• Build and maintain a year-on-year track record of dealer activities and visits.

• Analyze and restructure pricing to ensure competitive positioning and profitability.
• Continuously monitor and improve gross margins.

• Ensure customer satisfaction by addressing technical and commercial complaints promptly.
• Establish strong relationships with key customers to increase the share of wallet.

• Ensure timely collection of payments from customers.
• Monitor and reduce daily sales overdue (DSO).

• Identify untapped regions and new customer segments.
• Develop strategies to convert competitor customers.

• Collaborate with internal teams, including planning, logistics, and production, to meet customer requirements efficiently.
• Provide application support as required.

Key Performance Indicators (KPIs):

• Achievement of monthly and annual sales targets.
• Improvement in gross margins and profitability.
• Timely payment collections and reduced DSOs.
• Expansion of customer base and market share.
• Enhanced performance of channel partners.
• Customer satisfaction and retention rates.

Qualifications

Required Skills and Competencies:

• Sales Expertise: Proven track record in achieving sales targets and revenue growth.
• Technical Knowledge: Ability to provide technical support and application guidance to customers and partners.
• Analytical Skills: Strong proficiency in pricing analysis, gross margin calculations, and market trend evaluation.
• Communication: Excellent interpersonal, negotiation, and presentation skills.
• Relationship Management: Expertise in managing dealers, channel partners, and customer relationships.
• Coordination and Planning: Ability to coordinate with internal teams and develop business plans.

Qualifications and Experience:

• Education: Bachelor’s degree in Engineering is must. PG-MBA is preferred.
• Experience: Minimum 10-15 years of experience in sales and channel management, preferably in industrial or technical products.
• Technical Skills: Familiarity with industrial products and applications. Proficiency in CRM tools and Microsoft Office Suite.

Languages: Fluency in English and Hindi. Knowledge of other regional languages is an advantage.

Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer Ind-1