# Sales Manager

**Company**: 3M
**Location**: GURGAON
**Work arrangement**: onsite
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Manufacturing
**Wikidata**: https://www.wikidata.org/wiki/Q159433

**Apply**: https://3m.wd1.myworkdayjobs.com/en-US/Search/job/IND-GURGAON/Area-Sales-Manager---Industrial-Adhesives---Tapes---North_R01172487?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_0b950649-4a7

## Description

The Sales Manager is responsible for driving profitable growth within an assigned territory by acquiring new customers, expanding wallet share with existing accounts, and delivering value through application-based solutions.

**Key Responsibilities**

**Sales & Growth**

- Achieve monthly, quarterly, and annual revenue and product mix targets.

- Drive new business development through prospecting, lead conversion, and pipeline management.

- Execute account plans and opportunity strategies in alignment with Operating Plan and OLCG goals.

**Customer Engagement & Solution Selling**

- Conduct regular customer visits, technical demos, trials, and joint application development.

- Identify customer needs and recommend adhesives and tapes solutions that improve process efficiency.

- Coordinate with technical service and application engineers to ensure successful trials and adoption.

**Territory & Funnel Management**

- Manage territory coverage, call cycles, and visit frequency to maximize reach and productivity.

- Maintain a healthy opportunity funnel with accurate stage definitions, value, and probability.

- Use the designated CRM for lead tracking, meeting notes, action plans, and forecasting.

**Commercial Excellence**

- Prepare and negotiate proposals within pricing and discount guardrails.

- Ensure on-time invoicing, collections, and DSO adherence; resolve billing and payment issues proactively.

- Monitor competitor activity, market trends, and customer risks; update counter-strategy plans.

**Cross-Functional Collaboration**

- Partner with marketing for Ad Merch programs, campaigns, and promotion-led demand generation.

- Collaborate with supply chain for stock allocations, backorder mitigation, and aged inventory liquidation.

- Align with finance on credit limits, CIR impacts, and budget adherence.

**Compliance & Governance**

- Adhere to company policies on ethics, safety, EHS, trade compliance, and documentation.

- Maintain accurate records of trials, approvals, contracts, and regulatory requirements.

**Required Qualifications**

- Bachelor's degree in Engineering, Science, or Business (Mechanical, Chemical, or Production preferred) or equivalent experience.

- 3-7 years of field sales experience in industrial/B2B (adhesives, tapes, industrial consumables, or related).

- Proven track record in solution selling, negotiation, and closing.

**Preferred Qualifications**

- Experience with OEMs, converters, fabricators, and key accounts in automotive, electronics, packaging, construction, or general manufacturing.

- Hands-on exposure to process lines (e.g., lamination, assembly, gasketing, bonding); understanding of substrates and surface prep.

- Proficiency with CRM (e.g., Salesforce), Excel, and data-driven forecasting.

**Core Competencies**

- Product & Application Knowledge – Understand bonding mechanisms, test methods, and ROI/TCO.

- Consultative Selling – Diagnose problems and build value-led proposals; handle objections.

- Territory Discipline – Plan visits, optimize routes, and maintain call cadence.

- Negotiation & Margin Protection – Balance price, value, and terms within guardrails.

- Data Literacy – Use CRM and reports for pipeline, forecast accuracy, and performance tracking.

- Resilience & Ownership – Target orientation, self-motivation, and bias for action.

- Collaboration – Work seamlessly with technical, marketing, supply chain, and finance.

**Key Performance Indicators (KPIs)**

- Revenue vs OP; OLCG contribution.

- NBD wins: number/value; conversion cycle time.

- Funnel health: coverage (≥3×), stage progression, forecast accuracy.

- DSO, collection efficiency, and overdue reduction.

- Ad Merch program effectiveness (leads, trials, conversions).

- Customer retention, expansion, and satisfaction.

- Visit productivity: calls/week, qualified meetings, trial-to-adoption rate.

**Travel & Work Conditions**

- Field-intensive role; ~50-70% travel within territory.

- Customer site work may require PPE and adherence to plant safety norms.

- Early starts or late visits as per customer production schedules.

## Skills

### Required
- Solution Selling
- Negotiation
- CRM
- Excel
- Forecasting

### Nice to have
- Salesforce
- Data-Driven Forecasting
- Process Lines
- Substrates and Surface Prep

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Source: [Apply at 3m.wd1.myworkdayjobs.com](https://3m.wd1.myworkdayjobs.com/en-US/Search/job/IND-GURGAON/Area-Sales-Manager---Industrial-Adhesives---Tapes---North_R01172487?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)