Senior Manager Sales – Strategic Segments

1 week ago

Bengaluru, Karnataka, India Smiths Detection Full time

About Us

Smiths Detection, part of Smiths Group, is a global leader in threat detection and screening technologies for aviation, ports & borders, defense, and urban security. Our expertise is spread across 5 R&D centers, 21 Global Offices, and 7 Manufacturing Sites with 3000 Brilliant minds globally contributing for over 40 years at the frontline which enables us to deliver the solutions needed to protect our society from any threat and illegal passage of explosives, prohibited weapons, contraband, toxic chemicals, and narcotics. Every minute of every day, our technology and talented team members help to make the world a safer place.

Job Description

The Senior Manager Sales– Strategic Segments is a senior and strategic sales leadership role within Smiths Detection with the structured intent and design of grooming and developing the successor to the Sales Director. This position will work closely with the Sales Director to drive growth for the strategic core segments of Smiths Detection in India: Airports, Ports & Borders, Regulatory Bodies. These sectors significantly contribute to Smiths Detection's revenue in India and are expected to drive business growth in the upcoming years.

This role will independently manage relationships with major Key Accounts across these segments, aiming to increase the share of business with them. Moreover, this position will identify and convert new commercial opportunities in the market. It will also play a key role in spearheading and maintaining sales & sales administration processes to enhance sales effectiveness and productivity, thereby contributing to overall revenue and profitability growth.

Duties & Responsibilities

Responsibilities:

  • Work closely with the Sales Director to drive sustenance & growth of Smiths Detection's market positions across the strategic segments.
  • Contribute to the organization's sales and business development strategies and action plans.
  • Engage, liaise, and drive sustained advocacy with CXO and VP/GM levels in customer organizations.
  • Ensure strong stakeholder engagement at key accounts with keen focus on solution sales.
  • Identify and convert commercial opportunities. Achieve sales orders targets & budgets as per the assigned verticals and key accounts.
  • Contribute to the organization's sales effectiveness & productivity through efficient process management / optimization.
  • Induct systems to measure and improve sales performance.
  • Responsible for driving the entire sales cycle for products and solutions including lead generation, initiation, bid submission, contract negotiation, commercial billing, collections, and subsequent follow-on sales.
  • Manage sales pipeline & monthly / annual plans through a combination of direct selling, demonstrations, exhibitions, & channel partners. This requires coordinating with other Sales Managers and guiding the sales support staff to help achieve those goals.
  • Provide forecasting and reporting on the product pipeline of leads, opportunities, and quotations in the sales territory.
  • Work closely with Sales Director on internal opportunity management & approval processes, business planning, and sales forecasting.

The Individual

  • 15+ years of industry experience, with at least 5 to 7 years in sales leadership roles at a regional or divisional level, catering to Govt., PSUs, and private sector clients.
  • B.Tech or BE degree in circuit branches or computers or computer background.
  • Senior & strategic sales professional with strong commercial acumen and extensive solution sales experience with a consultative and value selling approach.
  • Technically strong and should bring experience in hi-tech sectors. Engineer with MBA preferred.
  • Exposure of selling to the airports and/or ports & borders sectors will be considered advantageous.
  • Strong key account management experience will be highly useful and preferable.
  • Must bring experience in managing the full sales cycle, including exposure to bid preparation and tendering.
  • Demonstrable track record of success in sales with experience of scaling up businesses and driving market penetration.
  • Keen exposure to effective sales processes as well as systems to monitor, review, and report sales performance.
  • Experience of working with high-quality multinational businesses having matrix reporting structures.
  • Must bring the potential and capability to be groomed as the successor to the Sales Director in 3-4 years.
  • Unquestionable integrity and work ethics.
  • Self-starter and motivated individual with a high level of initiative & desire to succeed.
  • Fast learner & ability to understand & sell technical products into unique and diverse operational environments.
  • Must have the ability to create unique solutions for customers.
  • Ability to handle complex situations, create solutions and drive them to closure.
  • Excellent communication skills and confidence to interact with senior officials and executives in customer organizations, with strong relationship management skills.
  • Exposure to have worked in multinational cross-markets and cross-functions environment.
  • Systems and processes driven with sound analytical, presentation, and reporting skills.
  • Ability to operate successfully in a complex, matrix organization.
  • Extremely good understanding of manufacturing/project organizations and well as their commercial models.
  • Proficiency and experience of working on ERP and CRM tools.
  • Sound negotiation, influencing and stakeholder management skills.
  • Ability to travel extensively both domestically and internationally.

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