Sales Manager – Furnace

Department: Sales & Marketing

Description:

The Sales Manager – Furnace is responsible for driving sales, business development, and customer relationship management for industrial furnaces within the assigned South India region. The role focuses on achieving sales targets, expanding the customer base, developing new business opportunities, managing key accounts, understanding customer technical requirements, and coordinating with technical, design, production, and service teams to deliver customer satisfaction and profitable business growth.

Roles & responsibilities:

Sales & Business Development

Achieve monthly, quarterly, and annual sales targets for industrial furnaces.
Develop new business opportunities with steel plants, foundries, forging industries, engineering industries, and other industrial customers.
Expand market presence within the South region through effective territory coverage and market mapping.
Identify potential customers and generate new sales leads.
Conduct product presentations, customer meetings, site visits, and technical discussions.
Understand customer requirements and propose suitable furnace solutions.

Tendering & Commercial Activities

Identify and track relevant industrial, government, PSU, and private-sector enquiries/tenders.
Coordinate with the tendering/commercial department for quotation and proposal preparation.
Understand technical specifications, customer requirements, scope of supply, and commercial terms.
Support negotiations and finalization of contracts, pricing, payment terms, and delivery schedules.
Follow up with customers from enquiry stage through order finalization.

Key Account Management

Maintain strong relationships with major customers, industrial groups, consultants, EPC contractors, and business partners.
Conduct regular meetings with key clients to understand upcoming projects and furnace requirements.
Resolve customer queries and coordinate with internal teams for technical and commercial issues.
Ensure effective follow-up for repeat business and future opportunities.

Marketing & Competitor Analysis

Monitor competitor activities, pricing trends, product offerings, and market developments.
Identify new market opportunities and potential customers in South India.
Provide feedback to management and technical teams regarding customer requirements and market trends.
Represent the company at exhibitions, seminars, industrial events, and customer meetings.

Coordination with Internal Teams

Work closely with design/engineering teams for technical clarifications and customized furnace requirements.
Coordinate with production and planning teams regarding manufacturing and delivery schedules.
Collaborate with the service team for installation, commissioning, and after-sales support.
Ensure smooth coordination between customers and internal departments throughout the project lifecycle.

Skills required:

Strong technical understanding of industrial furnaces and induction melting/heating systems.
Good understanding of furnace applications in steel, foundry, forging, and other industrial sectors.
Strong sales and business development skills with a target-oriented approach.
Excellent communication, negotiation, presentation, and relationship-building skills.
Ability to understand customer technical requirements and explain suitable solutions.
Strong market analysis, lead generation, and problem-solving ability.
Self-motivated with strong regional mobility and willingness to travel across South India.

Qualifications

B.E./B.Tech/Diploma in Electrical, Electronics, or a related engineering discipline.
MBA in Marketing/Sales would be an added advantage.
8–18 years of relevant sales/business development experience in industrial furnaces, induction furnaces, steel plant equipment, foundry equipment, heating equipment, or related industrial products.

Performance Metrics (KPIs)

Achievement of regional sales targets.
New customer acquisition and business expansion.
Lead generation and enquiry-to-order conversion.
Order booking and sales conversion.
Customer satisfaction and retention.
Market development and competitor tracking effectiveness.
Timely follow-up of enquiries, quotations, and customer requirements.
Development of new business opportunities across the South India region.