Company Description
Rotork is a market-leading provider of flow control solutions for oil and gas, water and wastewater, power, chemical, process and industrial applications. We help our customers to increase their operational efficiency, reduce environmental impacts and provide safer working environments through our innovative research and development, comprehensive product portfolio and global service capability.
Job Description
Purpose of the Role
Execute the sales strategy and delivery of Valve Automation solutions across the Chemical, Process & Industrial (CPI) markets in West India. Achieve sales targets, expand customer relationships, and drive market growth through both project-based and account-based selling. Manage key stakeholders including End Users, EPCs, OEMs, and Consultants and serve as the voice of the customer within the business.
Key Responsibilities
Sales Strategy & Delivery
- Deliver sales performance in line with agreed targets for the Western India region.
- Develop and implement territory-specific sales plans to drive growth.
- Drive customer penetration, profitability, and long-term relationships across assigned accounts.
- Provide technical advice and consultative support to customers on Rotork products and solutions. Especially in Tunnel Ventilation Projects.
- Manage sales through direct engagement and in collaboration with distributors.
Sales Forecasting & Project Management
- Ensure accurate and transparent sales forecasting.
- Build and maintain a healthy project pipeline, tracking opportunities across the sales cycle.
- Lead efforts to position Rotork products onto Approved Vendor Lists and project specifications.
- Provide regular updates on project pipeline and sales performance to management.
Channel & Market Development
- Identify, qualify, and onboard new customers to expand revenue streams.
- Apply business development strategies to increase market share across the CPI sector.
- Lead new product introductions, sales campaigns, and industry events as required.
- Gather and share market intelligence to inform the company’s value proposition and commercial strategy.
Customer Focus & Regional Voice
- Act as the primary contact and voice of the customer for the region.
- Conduct regular customer visits, presentations, and technical training sessions.
- Build long-term, trusted relationships with key stakeholders including EPCs, OEMs, Consultants, and End Users.
Internal Collaboration & Sales Support
- Work cross-functionally within a matrix structure (Application Engineering, Internal Sales, Customer Support).
- Ensure operational excellence and exceptional customer service across all touchpoints.
- Collaborate with internal teams to support product positioning and delivery.
Budget Management & Reporting
- Fulfill all reporting responsibilities, including sales plans, forecasts, and KPI tracking.
- Maintain accurate records of customer interactions, opportunities, and sales activities in Rotork CRM.
Leadership & Values Alignment
- Lead by example and embody Rotork values in daily work.
- Drive change and foster business growth through entrepreneurial thinking and responsible corporate citizenship.
Qualifications
Essential
- Bachelor’s degree in engineering (Mechanical, Instrumentation, or Electrical preferred).
- Minimum 7-8 years of technical sales experience in Valve Automation, Flow Control, or related industrial engineering sectors.
- Proven track record of meeting/exceeding sales targets in project-based sales environments.
- Deep understanding of selling to CPI end-users, EPCs, OEMs, and Consultants in the Western India market.
- Sound knowledge of sales methodologies, pipeline management, and forecasting.
- Strong command of English (spoken & written); proficiency in Hindi is preferred.
Desirable
- MBA/PGDM or equivalent postgraduate qualification in Sales or Marketing.
- Experience working in a multinational or matrixed business environment.
Personal Specification
Essential
- Demonstrates integrity and honesty.
- Strong communication skills across all organizational levels.
- Collaborative and able to operate effectively in cross-functional teams.
- Culturally aware and capable of working across diverse customer segments.
- Thrives in dynamic, fast-changing environments; adaptable and solution-oriented.
- Entrepreneurial flair with a passion for business growth and innovation.