PAM Projects

Job Description – Partner Account Manager / Sales Head (Projects)

Department: Sales – Projects

Location: Hyderabad

Role Purpose

To drive strategic sales growth for Fire Protection and Life Safety Projects by identifying high-value opportunities, building strong relationships with MEP Consultants, Architects, Turnkey Contractors, and End Clients, and ensuring seamless project conversion, execution coordination, and collections — while consistently achieving aggressive revenue and order booking targets.

This role is critical in expanding market presence in Industrial, Commercial, Institutional, and IT Park segments for Basic Elements.

Key Responsibilities

1. Revenue Generation & Order Booking

· Achieve and exceed monthly revenue targets starting from ₹85 Lakhs per month and upward, as defined by management.

· Generate revenue through new project acquisition in Fire Protection and Fire Fighting Systems.

· Identify, track, and convert qualified project opportunities in assigned territories and segments.

· Drive end-to-end sales cycle: Lead Generation → Proposal → Negotiation → Order Closure → PO Acquisition.

· Maintain a strong pipeline of high-value projects aligned with company growth strategy.

2. Strategic Client Acquisition & Market Expansion

· Schedule and conduct meetings with key decision-makers including Developers, Facility Heads, Project Managers, and Procurement Teams.

· Develop and expand new client relationships across:

o Industrial Facilities

o Commercial Buildings

o Institutional Projects

o IT Parks & Tech Campuses (Strategic Growth Segment)

· Present company capabilities, technical solutions, and value propositions to prospects.

· Submit structured DART (our CRM Tool) reports on:

o New markets entered

o Lead status

o Conversion progress

3. Consultant, MEP & Partner Relationship Development

· Identify and build strong working relationships with:

o MEP Consultants

o Architects

o Turnkey Contractors

o PMC (Project Management Consultants)

· Conduct regular consultant visits for empanelment and specification inclusion.

· Develop and maintain a collaboration database of consultants, contractors, and channel partners.

· Build a minimum collaboration pool of 6+ active partners per year.

· Work closely with partners for subcontracting, project execution support, and joint bidding opportunities.

4. Project Coordination & Execution Support

· Coordinate with internal departments (Projects, Operations, Marketing, and Finance) post order booking.

· Ensure smooth handover from Sales to Execution with complete technical and commercial clarity.

· Monitor project progress, timelines, and client expectations.

· Support project teams in resolving client concerns and technical clarifications.

· Ensure high customer satisfaction and long-term relationship retention.

5. Billing, Collections & Performance Tracking

· Follow up on billing milestones as per project billing plan.

· Drive consistent collections aligned with invoicing schedules.

· Achieve collection targets as defined against billed revenue.

· Maintain accurate tracking of:

o Billing status

o Collection efficiency

o Outstanding payments

· Update DART Reports and Performance Dashboards regularly with:

o Sales pipeline

o Billing vs Collection

o Order booking value

o Client engagement metrics

Key Activities

· Monthly revenue generation as per target sheet (₹85 Lakhs+ baseline).

· New client acquisition in priority sectors.

· Consultant and partner empanelment.

· IT Park segment penetration and market development.

· Billing follow-ups and collection tracking.

· Stakeholder coordination for faster project closures and execution support.

Authority

· Conduct client visits, consultant meetings, and partner discussions.

· Develop and implement customer acquisition and market penetration strategies.

· Recommend strategic partnerships and collaborations.

· Coordinate cross-functionally for project execution and client servicing.

· Campaign request to Marketing team as per the needs of the Market

Performance Metrics (KPIs)

· Monthly Target vs Achievement (%)

· Revenue Generated from New Projects

· Order Booking Value (Monthly & Quarterly)

· Number of New Clients Acquired

· Number of Active MEP/Consultant/Architect Partnerships

· IT Park Market Penetration (New Accounts Opened)

· Collection Efficiency vs Billing Plan

· Pipeline Value & Conversion Ratio

· Customer Satisfaction & Repeat Business

Required Skills & Qualifications

· Graduate / Diploma in Engineering (Electrical / Mechanical preferred).

· 2–5 years of experience in Project Sales (Fire Alarm, Fire Fighting, ELV, or MEP Solutions preferred).

· Strong network with MEP Consultants, Architects, and Contractors (Highly Preferred).

· Strong communication, negotiation, and relationship management skills.

· Understanding of Fire Safety Systems, Codes, and Project Sales Lifecycle.

· Ability to handle high-value B2B project sales with long sales cycles.

· Excellent follow-up, coordination, and dashboard reporting discipline.

Preferred Candidate Profile (For Basic Elements – Strategic Fit)

· Experience selling to IT Parks, Developers, and Large Commercial Projects.

· Exposure to Fire Protection Projects above ₹50 Lakhs ticket size.

· Strong local network in Hyderabad real estate and construction ecosystem.