The document outlines 4 different sales structures (Categories A, B, C, and D) for different types of engineering projects at Integrated Engineering Services Pvt. Ltd. Category A is for the most complex projects and involves the most roles, while Category D is for transactional projects and involves fewer roles. Key roles include Sales Director, Lead Sales, Project Engineers, and Lead Supply Chain. The job descriptions provided are for the Lead Sales and Lead Supply Chain roles.

1. SALES RESTRUCTERING
Integrated Engineering Services Pvt. Ltd

2. Category D Sales Structure
Transactional Projects

3. Sales
Director
Lead Sales
North
Sales
Engineer
Sales
Engineer
Sales
Engineer
Lead Supply
Chain
Procurement
Engineer
Procurement
Engineer
Manager
Imports
Lead Sales
South
Sales
Engineer
Sales
Engineer
Sales
Engineer

4. Category C Sales Structure
Simple Engineering Projects

5. Sales
Director
Lead Sales
North
Sales
Engineer
Sales
Engineer
Sales
Engineer
Manager
Operations
Lead Supply
Chain
Procurement
Engineer
Procurement
Engineer
Manager
Imports
Project
Engineer
Project
Execution
Team
Lead Sales
South
Sales
Engineer
Sales
Engineer
Sales
Engineer

6. Category B Sales Structure
Engineering to Order Projects

7. Sales Director
Lead Sales North
Sales Engineer
Sales Engineer
Sales Engineer
Manager
Operations
Proposal
Engineer
Planning
Engineer
Design Engineer Draftsman
QA/QC Engineer
Project Engineer
Project
Execution Team
HSE Engineer
Lead Supply
Chain
Procurement
Engineer
Manager
Imports
Lead Sales South
Sales Engineer
Sales Engineer
Sales Engineer

8. Category A Sales Structure
Complex Engineering Projects

9. Sales Director
Lead Sales North
Sales Engineer
Sales Engineer
Sales Engineer
Manager
Operations
Solution Architect
Proposal
Engineer
Planning
Engineer
Design Engineer Draftsman
QA/QC Engineer
Project Engineer
Project Execution
Team
HSE Engineer
Lead Supply
Chain
Procurement
Engineer
Manager Imports
Lead Sales South
Sales Engineer
Sales Engineer
Sales Engineer

10. Lead Sales Job Description
• Support sales executives with solution selling into prospect account base
• Partner with sales executives to plan, prepare and execute on strategic
deals in complex sales cycles
• Model the financial business case associated with each sales opportunity
• Successfully match customer pain/requirements to proposed solutions
• Create and deliver powerful presentations and demos that clearly
communicate the uniqueness of the value proposition
• Manage all technical aspects of RFP / RFI responses
• Effectively communicate client needs to the R&D teams for future product
enhancements
• Collect and document competitive intelligence

11. Lead Supply Chain Job Description
• Collaborates with other departments and stakeholders to identify and maintain resources needed to establish and provide an effective supply chain.
• Establishes performance metrics for measurement, comparison, or evaluation of factors affecting the supply chain.
• Develops and maintains detailed inventories of materials and supplies located in the company, at sites, and in the factory.
• Maintains required quantity of supplies and materials to optimize production.
• Analyzes current inventories and procedures; suggests improvements to increase efficiency of supply chain and profitability for the company.
• Develops policies to increase efficiency throughout the supply chain while ensuring quality and safety; implements subsequent changes to processes.
• Identifies optimal shipment and transportation routes with attention to consolidation of warehousing and distribution.
• Assesses the need for material-handling equipment and staffing; makes recommendations to ensure efficient loading, unloading, movement, and
storage of materials.
• Negotiates prices for raw material and delivery with suppliers, vendors, and/or shipping companies.
• Participates as an advisory member of the product development team, providing information and guidance on availability and cost of supplies and
materials.
• Acts as part of the team coordinating engineering changes, product line extension, or new product launches to ensure timely and orderly material and
production flow transitions.
• Monitors the performance of suppliers, assessing their ability to meet quality and delivery requirements; identifies and qualifies new suppliers in
collaboration with other departments.