Varuna Electric
Website:
varunaelectric.com
Job details:
About the Company:
KOEL Fluid Dynamics Business Unit (earlier known as La-Gajjar Machineries Private Limited) , is a premier provider of water pumping solutions and now a 100% wholly owned subsidiary of Kirloskar Oil Engines Limited (KOEL). Founded in 1935 in Ahmedabad by the visionary Mr. Laljibhai J. Gajjar, the company has evolved into an international leader through its renowned brand, Varuna Pumps. Our commitment to technical innovation led to the introduction of India's first oil-based submersible pumps in 1991, and we have since expanded our portfolio to include over 1,000 models of energy-efficient submersible pumps and motors.
Key highlights of our operations include:
- Engineering Heritage: Over 80 years of expertise with a state-of-the-art 100,000 sqm infrastructure.
- Market Leadership: Leading provider of agricultural and domestic pump sets, with an extensive reach of over 1,500 dealers and 500 plus authorized service centres across India.
- Global Presence: A government-recognized Star Rated Export House exporting to more than 50 countries.
- Quality Standards: ISO 9001:2008 accredited production facility with CE and ISI certified products.
- Following our complete acquisition by KOEL in 2022, we continue to leverage our combined strengths to provide new-age engineering solutions and expand our footprint in the global electric pump market. Feel free to peruse our website www.kirloskaroilengines.com for more details about our organization.
AGM Sales (Small Engines/Gensets) -Pune
Job Summary:
The incumbent will be responsible for Small Engines and Gensets and will drive volume growth and revenue expansion across the low-to-medium power segment (typically engines, portable generators and light industrial equipment). This role balances strategic channel management with active field-level execution to penetrate retail, agricultural, construction, and residential markets.
Key Responsibilities
1. Channel Network Expansion & Governance
- Partner Recruitment: Identify, evaluate, and onboard high-performing retail dealers, multi-brand distributors, and sub-dealers to eliminate white spaces in the assigned territory.
- Dealer Performance Management: Design, implement, and track monthly, quarterly, and annual sales targets for channel partners.
- Inventory & Stock Liquidation: Monitor dealer stock levels to prevent over-stocking or stock-outs; implement liquidation strategies for slow-moving models.
- Dealer Governance: Conduct periodic audits of dealer facilities to ensure compliance with branding standards, credit terms, and service capabilities.
- Relationship Programs: Launch dealer loyalty programs, annual meets, and incentive schemes to maximize mindshare over competitors.
2. Market Penetration & Field Business Development
- B2B Bulk Accounts: Pitch directly to regional institutional buyers, including construction contractors, event rental companies, telecom tower sub-vendors, and agricultural cooperatives.
- Localized Marketing (BTL): Conceptualize and execute Below-the-Line (BTL) marketing activities, including van activations, village roadshows, market-yard demos, and trade expo participations.
- Competitor Intelligence: Continuously map competitor pricing structures, dealer margins, credit terms, and product feature updates to adjust regional positioning.
- Influencer Engagement: Build strong professional networks with local electrical technicians, mechanics, and small-scale consultants who influence end-user buying decisions.
3. Techno-Commercial Operations & Lifecycle Management
- Technical Application Sizing: Guide clients and dealers through load calculations, advising on fuel choices (petrol, diesel, LPG, or CNG) and phase configurations (single vs. three-phase).
- Pricing & Margin Management: Structure commercial quotes, manage localized discounting approvals, and maintain healthy gross margins within corporate boundaries
- Tender & Bid Operations: Source, track, and lead the technical and commercial submission process for local municipal, institutional, or government supply tenders.
- Product Feedback Loop: Collect and relay field performance data, recurring product issues, and market demand for new features back to the R&D and product manufacturing team
4. Supply Chain, Recovery & After-Sales Alignment
- Sales & Operations Planning (S&OP): Provide accurate, data-backed rolling sales forecasts to manufacturing and logistics teams to optimize supply chain timelines.
- Credit Control & Collections: Take absolute ownership of the accounts receivable ledger. Enforce strict credit limits and execute timely collections from dealers to minimize Day Sales Outstanding (DSO).
- Service Ecosystem Support: Coordinate with the regional service team to ensure dealers maintain an adequate inventory of genuine spare parts and fast-moving consumables.
Required Qualifications and Experience:
Academic & Professional Background
- Education: Bachelor’s degree in mechanical engineering, Electrical Engineering, or a closely related technical discipline. An MBA/PGDM in Sales, Marketing, or International Business from a recognized institution is highly preferred.
- Experience: Up to 12 years of core field experience in channel-driven B2B or B2C sales of industrial capital goods.
- Domain Expertise: A proven track record in selling small internal combustion engines, portable generator sets, agricultural pump sets etc.
Technical Competencies
- Small Engine Engineering: Deep understanding of 2-stroke and 4-stroke internal combustion engines, fuel injection systems, digital controllers, AVRs (Automatic Voltage Regulators), and alternator windings.
- Channel Distribution Math: Mastery over distributor ROI calculations, primary vs. secondary sales dynamics, pipeline management, and trade margin structures.
- ERP & CRM Literacy: Proficiency in managing sales pipelines via CRMs (like Salesforce, HubSpot, or Zoho) and handling transactions via ERP systems (such as SAP or Oracle).
Behavioral & General Competencies
- High Mobility: Willingness and physical stamina to travel extensively within the assigned territory (up to 50–60% of the time), often to rural or semi-urban industrial belts.
- Negotiation & Hustle: Strong interpersonal, persuasion, and closing skills, with a natural ability to connect with grass-roots dealers as well as corporate procurement heads.
- Data-Driven Mindset: Ability to analyze regional market metrics, demographic data, and sales trends to build actionable territory growth plans.
Reporting Structure
- Reports to: Business Head
- Direct Reportees: Sales Team
Click on Apply to know more.