AM/Sales Support Manager-Airports

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New Delhi, India

Full-time

Sales

8+ years

The Sales Support Manager will report to the Sales Director for Airports Business. He would be responsible for the provision of support for any airside (visual aids, etc), ATM (nav aids, etc.), landside (ELV system, etc) and City Side (PIDS, integrated security, etc.) solutions at airports from a Bid Preparation, Estimation, Proposal writing, collateral, bid analysis, director's approval's perspective from bids of value from 1 Cr to 30 Cr. You will be responsible of the delivery of the high quality Solutions and Bid Proposals on time, and in line with Vardhman standards of quality.

• Estimating Support / Monitoring: will manage the estimation/sales support team for Airport vertical and support Sales Manager in Airport Business bid process, bid/no bid, OEM identification, solution design, estimation, review, competitive comparison, review accurate estimate, compliance statements from OEMs, quotes from 3rd party vendors, contractual obligations, interfaces with procurement for obtaining negotiated quotes, ensures completeness of bid document, e-bid preparation and submission (uploading and downloading documents), reverse auction bidding for customers (Airport Authorities, Airport developers) like AAI, DIAL, MIAL, BIAL, CIAL, LSTK and Electrical Contractors, etc.
• Facilitating competitive strategy planning to management, drive key initiatives with sales professional network effectively to ensure Vardhman response is accurate, identifies Vardhman's value proposition.
• To be successful you will need to be very well organized, with sound project management skills, able to work within a team.

• B.tech/B.E/Diploma in Electrical/Electronic / Computer Science Engineering
• Eight (8) + years of related experience.
• Experience on Airports and is aware of basic principles & components of
• Airport Airside solutions (Visual Aids-Airfield lighting Systems/AGL & Advanced Visual Docking Guidance Systems/AVDGS, PBB, Crash Fire, Runway Surface Friction Tester, GPU, PCA, Runway maintenance equipment.
• Terminal/Landside solutions- ELV-CCTV, ACS, FAS, FIDS, PAVA, BHS, X ray, Body scanners, Automatic tray retrieval systems, CUSS, CUPS, Self checkin, Kiosks
• ATM solutions- ATFMS, ASR/ MSSR/SMR, VCS, AMHS, AFIS, ASMGCS, VHF Tx/Rx (Radio), Digital Voice Tape Recorder (DVTR), Nav-Aids – DME, ILS, D-VOR , NDB.
• City side solutions (Perimeter intrusion detection systems, Parking solutions, Automatic Storage & Retrieval System, Cargo Handling Solutions, Gate management systems, UVSS, Bollard, Tyre Killers, Wedge barriers and integrated security solutions.
• Experience giving proposals to end customers/LSTK/electrical contractors as per target price levels and meeting company's minimum margins with value of bids from 1 Cr to 30 Cr.
• Knowledge of terms and conditions of tenders, contracts like GCC, SCC, LD, payment terms, PQ terms, MOU, MAF, etc.
• Ability to write technical specifications in the tenders
• Proven ability to work on multiple bids/ opportunities at one time
• Ability to handle a team of sales support team members
• Excellent Contacts with global and local Suppliers in the market
• Exposed to Standards and Recommendations of ICAO Annex 14, Aerodrome Design and Operations, ICAO´s Aerodrome Design Manual, Part 4: Visual Aid, ICAO Service Manual and FAA.
• Depth of knowledge of our customers' businesses and drivers in Airports
• Proactive approach and provide customers value engineered solutions and products that help meet the budget of the customers
• Financial and business acumen; capable of creating unbudgeted opportunities funded from value of the solution or offering
• Good Working Knowledge on Windows, Microsoft Office, CRM Tools, Collaborative tools like Microsoft teams, etc.
• Good verbal and written communications skills
• The position may require occasional traveling (50%) to customer location for requirement gathering & meetings.

• Operational Analysis – The ability to obtain relevant information on operational issues from multiple sources, think broadly about those issues and recognize trends/possible cause-effect relationships.
• Decision Making – The ability to make considered and effective decisions and take clear action to address issues.
• Execution – The ability to mobilize resources and develop and implement action plans / control mechanisms to achieve desired results and deliver on commitments.
• Risk Management – The ability to understand the implications and assess the appropriate degree of acceptable risk and take actions to minimize risk.
• Customer Relationship Management – The ability to build and maintain effective relationships with customers based on trust and mutual understanding.
• Coaching and Developing Others – The ability to enhance the performance of individuals and teams through setting challenging performance standards, providing constructive feedback on performance and collaboratively discussing improvement strategies.
• Influencing/Persuasion – The ability to gain other people's buy in to a course of action by communicating ideas with conviction, selling the benefits of the proposal and using compelling logic.
• Communication – The ability to engage employees by providing relevant information in a timely manner using clear and compelling messages and by listening to and valuing input from employees.
• Drive for Results – The ability to demonstrate energy and determination to achieve results and improvement by overcoming obstacles, remaining effective despite setbacks and challenging current thinking.