Sales & Marketing Manager

JOB DESCRIPTION Sales & Business Development Manager – Government, Defence, Power & Infrastructure Projects Industry: ELV Systems Integration | Electronic Security | IT Networking | Audio-Visual Solutions

Department: Sales & Business Development

Designation: Sales & Business Development Manager – Government & Institutional Projects

Location: Zirakpur(Mohali), Punjab

Reporting To: Managing Director / Business Owner

Employment Type: Full-Time

Experience Required: 5–7 Years (Preferred)

Compensation: Fixed Salary + Performance-Based Incentives (commensurate with experience)

1. About the Company We are an ELV (Extra Low Voltage) and IT Infrastructure System Integration company specializing in the design, supply, installation, testing, commissioning, and maintenance of advanced technology solutions.

Our major solutions include:

• IP CCTV Surveillance & Video Management Systems
• Fire Detection & Fire Alarm Systems
• Public Address & Voice Evacuation Systems
• Professional Audio-Visual & Conference Room Solutions
• Data Networking, LAN, Structured Cabling & Wi-Fi Infrastructure
• Access Control & Biometric Attendance Systems
• Integrated Security & Building Technology Solutions
• Other ELV and IT Infrastructure Solutions

We are looking for an experienced, self-motivated and commercially focused Sales & Business Development Manager to expand our presence in Government, Defence, Power Generation, PSU, and large infrastructure projects.

2. Primary Objective of the Position To independently develop and manage a strong pipeline of government, institutional and industrial projects, generate new business opportunities, build relationships with key stakeholders, and achieve profitable sales growth.

The candidate will be responsible for the complete business development cycle, from opportunity identification and customer engagement to tender coordination, commercial negotiations, order acquisition, and handover to the execution team.

• Key Roles & Responsibilities A. Government & PSU Business Development Identify and develop business opportunities in Central Government, State Government, Public Sector Undertakings (PSUs), autonomous bodies and government institutions.
• Build relationships with project authorities, engineering departments, IT departments, security departments, procurement teams and authorized decision-makers.
• Track upcoming government projects, modernization programs, technology upgrades and infrastructure expansion.
• Identify relevant opportunities through GeM, CPPP, state e-procurement portals and PSU tender websites.
• Develop relationships with system consultants, project management consultants, OEMs and eligible channel partners.
• Generate opportunities before tender publication through legitimate customer engagement, requirement understanding and technical presentations.
• Maintain a department-wise opportunity pipeline and account development plan.
• B. Power Generation & Industrial Sector Develop business in thermal power plants, hydroelectric projects, renewable energy facilities, substations and associated industrial infrastructure.
• Target NTPC, NHPC, SJVN, state power utilities, generation companies and private power producers, as applicable to the company's market.
• Identify requirements for CCTV surveillance, perimeter security, fire alarm systems, networking, communication and control-room AV solutions.
• Coordinate site surveys, technical discussions and project feasibility assessments.
• Develop relationships with plant engineering, instrumentation, electrical, IT, security and procurement teams.
• Track plant modernization, renovation, expansion and annual capital expenditure opportunities.
• Develop opportunities with EPC contractors and industrial project integrators.
• Defence & Strategic Infrastructure Identify business opportunities with eligible defence establishments, defence PSUs, military engineering organizations and authorized defence infrastructure contractors.
• Develop business through applicable public tenders, approved procurement channels and legitimate vendor registration processes.
• Identify requirements for surveillance, access control, networking, communication, fire detection and command/control-room AV systems.
• Build professional relationships with authorized project stakeholders and procurement representatives.
• Coordinate with OEMs and technical teams to understand project-specific requirements.
• Ensure compliance with applicable security, confidentiality, access and procurement requirements.
• Support technical qualification, documentation and participation in eligible defence tenders.
• Tender & Bid Management Identify and qualify suitable tenders based on technical eligibility, financial criteria, project scope and business potential.
• Conduct bid/no-bid evaluations before committing company resources.
• Coordinate with the existing Tender Executive for document preparation, submission and compliance.
• Review tender specifications, BOQs, technical requirements, approved makes, OEM authorization requirements, warranties and commercial terms.
• Coordinate with OEMs, distributors and technical teams for quotations, design inputs and compliance documents.
• Support pre-bid meetings, site visits and clarification submissions.
• Coordinate commercial estimation and pricing approvals with management.
• Track bid submissions, technical evaluations, financial openings, reverse auctions where applicable, and award outcomes.
• Maintain tender participation, success-rate and lost-bid analysis reports.

The Sales Manager will own tender opportunity selection, commercial strategy and customer engagement. The Tender Executive will remain responsible for tender documentation and administrative submission activities.

• OEM, Consultant & Partner Development Develop productive relationships with leading CCTV, fire alarm, networking, Wi-Fi, access control and AV OEMs.
• Coordinate OEM product presentations, certifications, technical support and project-specific authorizations.
• Develop relationships with ELV consultants, architects, electrical consultants and EPC contractors.
• Identify strategic partnerships and subcontracting opportunities.
• Explore approved vendor registrations and relevant OEM partner programs.
• Maintain relationships with existing partners and identify opportunities for account expansion.
• F. Sales Execution & Order Acquisition Conduct customer meetings, technical presentations and commercial discussions.
• Coordinate technical solution development with the company's engineering team.
• Prepare and submit business proposals and commercial offers.
• Negotiate commercial terms within approved company policies.
• Convert qualified opportunities into purchase orders, work orders and contracts.
• Ensure proper handover of awarded projects to the technical/project execution team.
• Support the accounts team with contractual billing milestones and commercial collection escalations.
• Identify repeat business, annual maintenance contracts and additional project opportunities.
• Sales Planning, Reporting & Forecasting Prepare monthly, quarterly and annual business development plans.
• Maintain an updated sales pipeline with opportunity value, stage, expected closing date and next action.
• Submit weekly customer visit reports, tender updates and opportunity status.
• Prepare monthly sales forecasts and order booking projections.
• Track opportunities by vertical, customer, solution category and project value.
• Identify reasons for lost opportunities and recommend corrective actions.
• Present monthly business performance reports directly to management.

Key Performance Indicators (KPIs)The candidate's performance will be measured through a combination of business generation, pipeline development, order acquisition, profitability and reporting discipline.

Key performance parameters include:

• Qualified new business opportunities generated
• Government, PSU, power and defence accounts developed
• Customer and consultant meetings completed
• Value of qualified sales pipeline
• Tender opportunities identified and evaluated
• Tender participation and order conversion rate
• New purchase orders and contracts secured
• Gross margin on orders booked
• Accuracy of monthly and quarterly sales forecasts
• Timely CRM updates and management reporting
• Business generated from new customers and strategic accounts

Sales targets will be mutually established based on the company's existing turnover, geographical coverage, project sizes, resources and market opportunities.

Required Experience & Qualifications Educational Qualification

• B.E. / B.Tech / Diploma in Electronics, Electrical, Telecommunications, IT or related engineering disciplines preferred.
• MBA in Marketing or Business Development will be an added advantage.

Professional Experience

• 5–7 years of relevant experience in ELV, electronic security, IT infrastructure, networking, AV or system integration sales.
• Demonstrated experience in Government, PSU, Power, Defence or large institutional project business.
• Practical understanding of government tendering and procurement procedures.
• Existing professional network among target customers, OEMs, consultants and EPC contractors.
• Proven ability to develop opportunities and secure project orders.
• Experience in technical solution selling and commercial negotiations.
• Ability to manage the sales cycle independently.

Technical & Commercial Knowledge The ideal candidate should possess:

• Working knowledge of IP CCTV, VMS, NVR, storage and surveillance architecture.
• Understanding of fire alarm, PA, access control and integrated ELV solutions.
• Familiarity with enterprise LAN, switching, Wi-Fi and structured cabling.
• Ability to interpret technical specifications, BOQs and compliance requirements.
• Understanding of project costing, margins, warranties, payment terms and contract conditions.
• Knowledge of GeM, CPPP and relevant e-procurement systems.
• Understanding of OEM authorization, vendor registration and tender eligibility.
• Proficiency in Excel, PowerPoint, CRM tools and professional reporting.
• Personal Competencies Strong business development and relationship-building skills.
• High level of ownership, punctuality and professional discipline.
• Ability to work independently with minimal supervision.
• Strong negotiation, communication and presentation skills.
• Structured planning and follow-up discipline.
• Commercial awareness and result orientation.
• Ability to coordinate with technical, tender and accounts teams.
• Ethical conduct and compliance with government procurement rules.
• Willingness to travel for customer meetings, site visits and project discussions.

Reporting & Accountability The Sales & Business Development Manager will report directly to the Managing Director / Business Owner.

The position requires:

• Daily updates of customer visits and important developments in CRM.
• Weekly submission of an opportunity and tender pipeline report.
• Monthly order booking and sales forecast report.
• Monthly review of sales performance against targets.
• Immediate escalation of significant commercial, technical or contractual risks.