About this role
Position Summary: Responsible for building market position by developing and closing business at targeted
Foodservice Accounts in India and Middle East. Working from a target list and other leads generated from
various sources to acquire new business. The International Sales Manager – India and Middle East is the
regional point of contact with Key Accounts and channel partners. Responsible for acquiring new business
and developing new opportunities with prospective target accounts within defined segments.
Essential Role Responsibilities
Identifies new markets and closes business opportunities
Locates or proposes potential business deals by contacting potential customers and identifying their
needs via a consultative sales process.
Screens potential business deals by analyzing market strategies, deal requirements, and financial
impact.
Develops negotiating strategies and positions by studying integration of new venture with company
strategies and operations; examining risks and potentials; estimating partners' needs and goals.
Closes new business deals by coordinating requirements; developing and negotiating contracts;
integrating contract requirements with business operations.
Collaborates with and supports Global Key Account Managers on Global Strategic Accounts, and
actively maintains Strategic Account relationships and expands business within the defined territory.
Manages channel partner network as primary point of contact, drives new account acquisition and
brand awareness of companys capabilities within the region.
Protects organization's value by keeping information confidential.
Updates job knowledge by participating in educational opportunities; reading professional
publications; maintaining personal networks; participating in professional organizations.
Enhances organization reputation by accepting ownership for accomplishing new and different
requests; exploring opportunities to add value to job accomplishments.
Works closely with internal and external stakeholders when responding to a request for proposal
(RFP) to inform them of market conditions, pricing issues and the current competition on the
program.
Makes presentations to various groups within the customers organization when needed.
Acts as the lead person on preparing the written proposal in response to customers RFP,
coordinates all information from the different disciplines and arranges the formal response to the
customer internal documentation protocol.
Acts as technical representative to the customer during the initial contact and readily involves
Antunes Technical and/or Culinary support throughout the sales process as required.
Attends trade shows along with different conferences, both educational and customer oriented.
Maintains relevant and current data into existing CRM software package.
Attends and presents during regularly scheduled sales meetings.
Qualifications
Essential Skills & Role Qualifications
Outside Sales Skills: Closing Skills, Prospecting Skills, Sales Planning, Selling to Customer Needs,
Market Knowledge, Presentation Skills, Meeting Sales Goals
High visibility; ability and experience dealing with executives and other key stakeholders
Self-directed with the ability to work as part of a team as needed
Meets residency requirements
Essential Education & Experience
Proven track record on developing new markets and closing new business
Outside sales experience of commercial kitchen equipment preferred
Experience working with top global foodservice chain accounts preferred
Bachelor's degree in Business or Marketing; MBA preferred or relevant professional experience
Ability to travel up to 50% of the time both locally and Internationally
Knowledge and experience managing CRM
Knowledge and experience with MS Office software package