Head - Construction Equipment at Tata International Limited

Responsible to lead the performance of the construction equipment-based business in a manner which incorporates the company’s vision and culture. The goal will be to ensure the profitability of the company’s activities to drive sustainable development and long-term success.

Ensures training, managing, and mentoring of employees, as well as making all aspects of the business run more efficiently from marketing and sales to Service and Parts.

Operations Management:

• Steer, develop and maintain a customer focused mindset for the construction equipment based business – Focus on developing a strong and consistent customer base by positioning the business different from the competitors
• Plan and implement strategies basis the subsequent requirements of construction equipment in the market with specific objectives that lead to revenue generation in terms of the overall organizational mission
• Forge a plan to explore un-tapped markets, streams of revenue and partnerships to focus on continued growth in sales
• Ensure adherence to international and local legislative requirements while conducting the operations smoothly in the countries
• Ensure installation of systems and processes to ensure a sustainable business model to ensure smooth sales and operations
• Liaise with customers to resolve application and product issues.
• Liaise with the OEM on what customer needs are and what the future needs will be.
• Plan sales and marketing campaigns.

Leadership & Strategy:

• Provide sustainable leadership, thought partnership and tactical support to all stakeholders ensuring that all organizational systems, policies and practices reflect core values.
• Ensure that the business has adequate and suitable resources to complete its activities (e.g. people, material, equipment etc.).
• Ensure the design and implementation of a long-range strategy to maintain financial health and create sustainability in a time of growth and scaling
• Train and assist the sales people on how to sell the right product
• Equipped to give technical advice to the technical and sales people.

Revenue/Income Streams:

• Drive the construction – equipment business towards growth and oversee the development and surge of direct sales
• Develop business and financial strategy to achieve the quarterly revenue target at even at the ground level
• Be excellent with Tender-based selling for Govt. & institutional customers
• Strategize and Development of any new channel of revenue stream and optimise the existing ones in the construction equipment business

Desired Profile:

• Minimum 12 years’ experience with at least 5 years in sales, marketing and/or operations functions preferably working for a multinational and/or multi-business organization. Substantial P&L management experience is a must
• The candidate must be aware of the applications and conditions in which the machines will operate intimately.
• Knows construction equipment and what specifications will work the best in the region – ensure we spec and order the right equipment for the applications and conditions.
• Knows the customer base already to have a quick start.
• Ability to develop influential customer relationships, plans, sales strategies, presentations, and proposals - Strong sales team leadership skills with a successful sales growth track record.
• Excellent understanding of local and regional economic and market dynamics, competitive issues, legal and statutory aspects as well as understanding and appreciation for the socio-political dimension within the region
• Ability to effectively lead a multi-functional team and operate in a matrix organization
• Proven ability to effectively communicate across a distributed workforce

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