AGM - South
Job Description
Key Account Manager
Location: Bangalore, India
Department: Sales, Business Development
Reports To: VP – Regional Sales Head
About PALFINGER
At PALFINGER, we have been lifting people and goods to a new level for over 90 years – with a pioneering and passionate spirit. As a global technology and engineering company, we are the world’s leading manufacturer and supplier of innovative crane and lifting solutions. Our success is driven by approximately 12,700 employees worldwide who contribute their ideas and energy to our vision.
Join a dynamic environment offering excellent opportunities for personal and professional growth and become part of PALFINGER’s global success story.
Position Overview
The Assistant General Manager (AGM) – South Region Sales will be responsible for driving sales growth, market expansion, customer relationship management, dealer development, and business profitability across the South Indian market. The role requires strategic leadership in developing key accounts, government and institutional business, channel partners, and direct sales opportunities for truck-mounted cranes, hookloaders, aerial work platforms, and other lifting solutions.
Key Responsibilities
Sales & Business Development
- Achieve regional sales targets for all assigned product lines.
- Develop and execute annual sales plans aligned with company objectives.
- Identify new business opportunities across construction, infrastructure, logistics, utilities, mining, railways, oil & gas, and municipal sectors.
- Build a strong sales pipeline and ensure effective opportunity conversion.
- Drive market penetration in existing and untapped territories.
Key Account Management
- Develop relationships with major fleet owners, contractors, infrastructure companies, EPC contractors, government departments, and public sector organizations.
- Manage strategic accounts and negotiate high-value commercial agreements.
- Ensure customer retention and long-term business partnerships.
Dealer & Channel Management
- Appoint, develop, and monitor regional dealers and channel partners.
- Support dealer sales teams through training, joint customer visits, and business reviews.
- Monitor dealer performance and profitability.
- Implement channel development strategies to improve market coverage.
Tender & Institutional Sales
- Lead participation in government, PSU, defense, railways, municipal corporation, and utility tenders.
- Coordinate with internal teams for technical and commercial submissions.
- Monitor tender opportunities and project pipelines.
Market Intelligence
- Track competitor activities, pricing, product launches, and market trends.
- Provide regular market intelligence reports to management.
- Recommend strategic actions to improve market share.
Team Leadership
- Lead and mentor regional sales executives, area managers, and dealer sales personnel.
- Establish performance objectives and conduct regular reviews.
- Develop succession planning and talent development initiatives.
Customer Satisfaction
- Ensure high levels of customer engagement and satisfaction.
- Coordinate with service and operations teams for timely issue resolution.
- Drive customer feedback and continuous improvement initiatives.
Forecasting & Reporting
- Prepare monthly, quarterly, and annual sales forecasts.
- Maintain CRM updates and sales reports.
- Monitor sales budgets and profitability targets.
What You Bring:
Education & Experience
- Bachelor’s degree in engineering, Business Administration, or related field.
- 7–12 years of B2B sales experience, preferably in capital equipment, construction equipment, defence equipment, or industrial machinery.
- Proven experience in government sales, defence sector engagements, and tender-based procurement processes.
- Experience working with Indian Armed Forces, paramilitary organizations, PSUs, or government infrastructure projects is highly preferred.
- Strong understanding of public procurement systems, tender documentation, and compliance frameworks.
- Demonstrated success in managing large and strategic accounts.
- Strong negotiation, communication, and stakeholder management skills.
Why Join PALFINGER?
- Be part of a global technology leader where engineering excellence meets entrepreneurial spirit.
- A culture focused on innovation, continuous improvement, and employee development
- Opportunities for professional growth and career advancement
