Sales and Marketing

1) Job purpose:

To be able to work and execute following fields of work within the domain

· Competition product and feature benchmarking analysis

· Industry & Market analysis

· Marketing material

· Sales support

· Product Pricing

· Conferences, Exhibitions & Events support and execution

· Product Training

· Customers’ factory visit facilitation

· Order Loss Analysis

· Product improvements

2) Dimensions:

Ø Position Responsibility (Area Covering): Backhoe loader, Compaction and Skid Steer loaders. All other products based on requirement.

3) Key Result Areas (KRAs) / Measures of Performance (MOP’s):

Competition analysis · Visit competitor machines to understand features/benefits · Conduct performance and feature benchmarking · Prepare selling against arguments · Hire competitor machines for benchmarking inside plant · Create product attribute chart of CASE vs competitors · Set performance benchmark and targets for CASE products · Tracking new launches by competitors

Industry &

Market analysis · Conduct primary research by meeting customers & machine users to understand customer needs · Internal research – Study the product, Prepare questionnaire, Customer interviews, preparation of report for management · Study of new applications, sector opportunities, suggestions and development with customer trials · Study market/segment trends, key drivers & Segmentation for targeting markets

Marketing

material · Prepare cue cards, product presentations, walkaround videos, selling against presentations, walkaround scripts · Content for brochures, mailers, standees, spec sheets and approve designs

Sales support · Respond to queries of sales team over mail/phone · Tender Support · Raise request and support in creation of new variant code

· Collection of costs for new features required · Confirmation of availability for special attachments/variants · Regular communication to field on Product Upgrades · Generating new variant configuration in SAP modules & should be very well conversant with SAP Transaction codes and utility. · Updating of maintenance cost data and communication to field

Pricing · Pricing Meeting Inputs from Plant · Collect competitor prices/invoices and discount structure- new & current products · Presentation to Management on Price Positioning

Conferences,

Exhibitions &

Events · Product walkaround & presentation · Prepare the content for message boards for display for Case products · Training of manning list for Case team for our stall · Study competition machines for details on new features and messages

Training · Respond to queries on product specification, attachments, pricing, lead time for development · Training online and offline · Meeting customers during plant visits- gain feedback on customer needs and experience on Case products- escalate issues if feedback provided by customer

Customer’s

factory visit · Product walkaround to customers

Product

improvements · Raise product improvement proposal for development of new features and variants · Provide target costs & volumes · Define design parameters & features · Review the design if meeting the requirements · Release marketing flash for new features

4) Background Information and Main Activities:

· Should have worked on similar product lines for 8 years or more.

· Should have experience with full cycle of new product launch for Stage 4 models of Construction Equipment.

5) Work Relationship: –

Internal Contacts Sales team, After-market support team, Manufacturing Engineering, Product Development and Platform team.

External Contacts Customers, Dealers, Agencies for Artwork/ Brochures/

6) Qualification and Experience: –

Education BE/B.Tech- Mech or Auto Engineering

Professional Qualification- MBA/ PgDM marketing (Optional)

Experience 8 – 10 Yrs.

Age Not applicable