Job Overview
To drive business growth for the company's UV Inks, UV Varnishes and Water-Based Coatings by developing new customers, expanding existing accounts, managing key customers and creating strong market presence.
The position requires an experienced sales professional with a strong understanding of the printing industry , preferably having experience in selling Offset Printing Plates, Printing Blankets, Printing Inks, Printing Chemicals or other printing consumables .
The candidate will be responsible for identifying business opportunities, developing customer relationships, managing product trials and validations, converting opportunities into regular business and achieving agreed sales and profitability targets.
Key Responsibilities
A. Sales & Business Development
- Develop and execute the sales plan for the assigned territory/region.
- Achieve agreed sales, gross margin and collection targets .
- Identify new customers and develop new business opportunities.
- Develop business with printers, packaging companies, commercial printers and other relevant segments.
- Build and maintain a strong sales pipeline.
- Identify opportunities for conversion from competing brands.
- Expand the company's presence across different product categories and applications.
- Develop long-term and mutually beneficial relationships with customers.
B. Key Account Management
- Develop strong relationships with key decision-makers including owners, purchase heads, production heads, technical teams and senior management .
- Identify customer requirements and develop customized business solutions.
- Regularly review business potential and growth opportunities with key accounts.
- Ensure customer retention and increase share of business.
- Drive cross-selling and up-selling of the company's complete product portfolio.
C. Product Trials & Validation
- Identify opportunities for UV Inks, UV Varnishes and Water-Based Coatings through customer visits and market interactions.
- Coordinate and lead product trials at customer locations.
- Work closely with the technical/R&D team to ensure successful product validation.
- Understand customer feedback and coordinate necessary product improvements.
- Follow up systematically after trials and convert successful trials into regular orders.
- Develop competitor-conversion opportunities through structured benchmarking and trials.
D. Market Development
- Map the assigned territory and identify potential customers and applications.
- Develop new markets and applications for UV and Water-Based products.
- Monitor competitor products, pricing, market activities and customer movements.
- Provide regular market intelligence and competitor feedback to management.
- Identify emerging market trends and communicate potential product requirements to the technical/product development team.
E. Commercial Management
- Prepare and submit commercial proposals in line with company guidelines.
- Negotiate with customers and close business opportunities while protecting company margins.
- Ensure proper follow-up of quotations and commercial discussions.
- Monitor customer credit limits and outstanding payments in coordination with the finance team.
- Support timely collection of receivables.
F. Customer Service & Coordination
- Act as the primary point of contact for assigned key customers.
- Coordinate with Technical, Production, Supply Chain and Finance teams to ensure smooth customer servicing.
- Ensure timely resolution of customer complaints and technical issues.
- Maintain regular communication with customers regarding orders, deliveries and product performance.
- Ensure high levels of customer satisfaction.
G. Reporting & Planning
- Prepare monthly and quarterly sales plans.
- Maintain an updated customer-wise sales pipeline.
- Submit regular reports covering:
- Sales achievement
- New customer development
- Product trials
- Trial-to-order conversion
- Competitor activities
- Market opportunities
- Collections
- Future business pipeline
- Conduct periodic territory reviews with the Sales/Business Head.
Skills Required
- Graduate in any discipline; MBA in Sales & Marketing will be an advantage.
- 7–10 years of relevant sales experience in the printing industry.
- Experience in selling Offset Plates, Printing Blankets, Printing Inks, Printing Chemicals or other printing consumables is highly preferred.
- Candidates with an existing network among printers, packaging companies and commercial printing houses will be preferred.
- Good understanding of printing processes and customer applications.
- Proven track record of achieving sales targets and developing new business.
- Strong commercial and negotiation skills.
- Good communication, presentation and relationship-management skills.
- Strong analytical and market-development capabilities.
- Willingness to travel extensively within the assigned territory/region.
- Should be self-driven, commercially aggressive and capable of independently developing business.
Technical/Functional Proficiency Required
- Business Development
- Desired Competencies
- Key Account Management
- Strategic Sales Planning
- Customer Relationship Management
- Commercial Negotiation
- Product Conversion
- Market Development
- Technical Coordination
- Competitor Analysis
- Collection Management
- Strong Communication & Presentation
- Ownership & Accountability
- Result Orientation
Preferred Candidate:
Printing Inks / Offset Plates / Printing Blankets / Printing Chemicals / Printing Consumables / Packaging Industry
Target Customer Segments:
Commercial Printers | Packaging Printers | Folding Cartons | Labels | Publishing | Industrial Printing | Other UV & Water-Based Coating Applications