Product & Business Development Manager - Hitachi Hightech India private limited

Location:

Mumbai, Maharashtra, India

Job ID:

R0049882

Date Posted:

2024-04-18

Company Name:

HITACHI INDIA PVT. LTD

Profession (Job Category):

Other

Job Schedule:

Full time

Remote:

No

Job Description:

Job Title: Product & Business Development Manager
Grade: Manager
Location: Mumbai, Maharashtra
Company: Hitachi Hightech India private limited
Salary Range: As per the industry

Company Overview:

Hitachi High-Technologies specialized scientific instrumentation portfolio with Oxford Instruments’ rich 45-year heritage of innovative analytical instruments and services.

Job Purpose:

Assume responsibilities of developing business for Hitachi Spectroscopy, Chromatography & other analytical Products across India. Achievement of budgeted sales, margin realization, payment collection, key account management, application support, distributor & channel management.

Job Responsibilities:

• Establish comprehensive coverage for agreed territory and products (with a special focus on Spectroscopy and Chromatography Products) in consultation with the Sales & Other concerned Managers of the respective business verticals including the following:

• Study the business opportunities for the above-said products and submit short term and long-term business plans to management.

• Based on approved business plan/s in consultation with management execute the same within given timelines.

• Supporting existing distributors and managing / hiring new distributors/channel partners if required.

• Product promotions and comprehensive market coverage.

• Generate sales leads and convert them into opportunities with help of distributors.

• Understand customer applications to suggest suitable products and solutions.

• Conduct demonstrations and discuss appropriate technical applications related to Spectroscopy and chromatography products as may be necessary.

• Prepare and issue quotations using approved templates in case if required.

• Funnel management and weekly & monthly reporting to immediate line manager and functional managers.

• Pre and Post sales Application support for existing and new customers, wherever required.

• Propose and contribute to marketing initiatives e.g. direct mailing, trade shows, conferences advertising etc.

• Ensure end-user customer satisfaction, taking corrective action as & when necessary.

• Uphold Hitachi / Hitachi High Tech brand integrity with end customers / distributors / agents and operate in a manner consistent with the Hitachi brand values.

• Propose and agree targets for: Sales by product, market segment, product mix, cash collection and gross margin. Propose and agree strategic objectives in region.

• Provide regular reports in an agreed format.

• Achieve the agreed targets, within an agreed expense budget.

• Build and maintain close and effective working relationships with team members / distributors.

• Closely work with sales, service, product, and marketing teams to help to create regional business and marketing plan to increase regional growth.

• Manage specialized projects in case required with external partner companies for product promotions etc. with help of the concerned functional team members.

• Interface with existing office team members within and outside of India.

• Maintain professional awareness of relevant external technical and business developments and of competitor activity.

Indicative Performance Measures:

• Sales Volume and Value

• Bid / Win Ratio

• Sales / Cost of Sales Ratios

• Manage Distribution and channel management.

• Gross Margin (or equivalent)

• Application Knowledge on Spectroscopy & Chromatography products etc.

• Profitability

• Product and Customer Mix

• Cash Collection

• Relationships with Key account Customers

• Hitachi Brand Integrity

Education & Qualification:

• Relevant technical degree preferred or business degree if appropriate market experience can be demonstrated.

• Post Graduate degree in chemistry with specialization in analytical instrumentation technology and science.

Professional Skills & Abilities:

1. Technical:

• Understands and manages within a technical environment.

• Able to develop distributor and other channels for the business as and required.

• Able to work & coordinate sales & marketing work in direct sales, distributor & channel management environments.

• Able to explain the technical features, advantages, and benefits of relevant products. Studies and understands competitive market scenarios and growth opportunities for the products assigned for sales.

• Over 5 years working experience in quality or R & D pharma and non-pharma labs and sound application knowledge of general Spectroscopy (UV-VIS, Fluorescence, NIR instruments) and Liquid Chromatography product discipline and / or instrumentation industry.

2. Financial:

• Able to conduct demonstrations and discuss applications at customer sites.

• Strong application knowledge of Spectroscopy & Chromatography products in Pharma, non-pharma, Petrochemicals / commercial testing labs / academia etc.

• Understands the key factors which influence the performance of own area of the business. Evaluates activities and decisions from a commercial perspective, achieving short-term financial efficiency and longer-term business objectives.

3. Marketing:

• Understands the relevant market dynamics and economic factors influencing business scenario.

• Has an appreciation of the external marketplace and its requirements and appreciates the importance of providing feedback mechanisms to central marketing. Applies this to own planning and decision making.

• Adept at exploiting distributor strengths and manage their weakness areas in developing Hitachi brand image and awareness.

• Maintain well-coordinated and smooth communication mechanism with different functions and external partners, end customers.

• Has experience in working with global companies and familiar with working culture like business development, reporting’s, escalations etc.

Personal Qualities:

• Experience of a high technology environment, or experience of working in the relevant industry sector (pharma preferred).

• Fluency in English (written and spoken both), Hindi and well versed with at least one of the prominent local regional languages.

• High personal credibility within the own company & end-user customers.

• Willing to travel up to 80% of their time.

• Proficient PC / IT skills including MS Office, other sales & marketing online tools especially Sales Force like CRM tools.