Sales Manager

Sales Manager – Edwards Fire Detection Systems Location: Pune, MaharashtraFunction: Sales & Business DevelopmentReporting To: Regional Sales Manager / Regional Business HeadExperience: 6–12 yearsIndustry: Fire & Life Safety / Building Solutions 1. Position Summary The Sales Manager will be responsible for driving sales and business development of Edwards Fire Detection & Alarm Systems across the Pune region. The role will focus on developing business through consultants, PMCs, EPC/MEP contractors, system integrators, channel partners, developers, facility owners and key end customers. The candidate will be responsible for project identification, specification, opportunity development, commercial closure and achievement of assigned sales targets. Edwards is positioned within the fire-detection portfolio covering components such as detectors, initiating devices, annunciators and control panels, with scalable and integrated fire/life-safety solutions. 2. Key Responsibilities A. Sales & Business Development Achieve monthly, quarterly and annual sales targets for the Pune region. Develop new customers and expand business with existing key accounts. Identify upcoming projects at the early planning/specification stage. Build and maintain a healthy sales pipeline with accurate opportunity values and probability. Prepare monthly and quarterly sales forecasts. Develop new business opportunities across commercial, industrial, IT/ITES, data centers, healthcare, hospitality, infrastructure and residential segments. Drive both new project sales and replacement/retrofit opportunities. B. Consultant & Specification Management Develop strong relationships with fire consultants, MEP consultants, architects, PMCs and engineering consultants. Ensure Edwards products are specified in project tender documents and technical specifications. Conduct product presentations, technical seminars and solution demonstrations. Track consultant-approved makes, project specifications and competitor positioning. Influence projects from concept/design stage through tender and order closure. C. Contractor / Channel Development Develop relationships with EPC contractors, MEP contractors, fire contractors, system integrators and distributors. Identify and appoint suitable channel partners where required. Support partners with technical, commercial and sales inputs. Monitor channel performance and ensure adequate project coverage. Conduct regular partner meetings and market-development activities. D. End-Customer & Key Account Management Identify and develop key end customers in the Pune market. Build relationships with facility heads, fire & safety heads, project managers, procurement teams and senior decision-makers. Develop account plans for strategic customers. Identify opportunities for expansion, retrofit, modernization and service. Ensure high customer engagement and satisfaction. E. Project Sales Management Track projects from lead generation through specification, tender, negotiation and order booking. Coordinate with application engineering / pre-sales teams for BOQ, BOM and technical proposals. Review tender specifications and identify Edwards product requirements. Prepare commercial proposals in coordination with internal teams. Negotiate commercial terms within the approved authority matrix. Maintain project-wise competitor and pricing intelligence. F. Market Intelligence Maintain an updated Pune-region database covering: Consultants PMCs Developers / End Customers EPC Contractors MEP Contractors Fire Contractors System Integrators Distributors / Dealers Key Accounts Monitor competitor products, pricing, specifications and market activities. Identify emerging market segments and upcoming major projects. Provide regular market intelligence to management. G. Internal Coordination Coordinate with engineering, estimation, operations, service, finance and supply-chain teams. Ensure timely submission of quotations and technical proposals. Support order conversion and smooth handover to project execution/service teams. Resolve customer and partner issues in coordination with relevant internal functions. 3. Target Customer Segments The candidate should develop business across: Data Centers IT/ITES & Technology Parks Commercial Buildings Industrial & Manufacturing Warehouses & Logistics Hospitals & Healthcare Hotels & Hospitality Airports & Infrastructure Educational Institutions Residential / High-Rise Buildings Government & PSU Projects Existing Building Retrofit / Modernization 4. Key Performance Indicators (KPIs) Annual Sales Target Achievement Order Booking / Revenue Gross Margin / Contribution Sales Pipeline Coverage Forecast Accuracy New Customer Acquisition Key Account Development Consultant Specification Wins New Project Identification Channel Partner Development Conversion Ratio Collection / Outstanding Management Customer Retention 5. Candidate Profile Education BE / B.Tech / Diploma in Electrical, Electronics, Instrumentation, Mechanical or related engineering discipline. MBA / PG qualification in Sales & Marketing will be an advantage. Experience 6–12 years of relevant sales experience. Experience in Fire Alarm / Fire Detection / ELV / Building Automation / Security / MEP / Electrical solutions preferred. Experience dealing with consultants, PMCs, EPCs, MEP contractors and end customers is highly desirable. Experience in project-based B2B sales is preferred. 6. Technical Knowledge The candidate should preferably have knowledge of: Addressable & conventional fire alarm systems Fire alarm control panels Smoke / heat / multi-criteria detectors Manual call points Notification appliances Input/output modules Fire alarm networking Cause & effect Fire alarm system integration Basic understanding of NFPA / IS standards and local fire regulations BOQ / BOM preparation Tender specifications and technical compliance Competitor products and positioning Edwards systems are used in addressable and conventional fire-alarm applications, and current Indian specifications/tenders continue to reference Edwards/EST systems. 7. Required Competencies Strong consultative selling skills Excellent communication and presentation skills Strong negotiation and commercial skills Project and pipeline management Customer relationship management Market-development capability Ability to influence consultants and decision-makers Analytical and target-oriented approach Strong networking capability Self-driven and result-oriented Ability to work independently and collaboratively 8. Preferred Market Network – Pune The candidate should ideally have an established network with: Consultants → PMC → Developers/End Customers → Architects → EPC/GC → MEP Contractors → Fire Contractors → System Integrators → Channel Partners The role should particularly focus on getting involved before tender release, so that Edwards has an opportunity to influence specifications and secure the project at the design/specification stage. This approach is consistent with current fire-detection business-development roles in the West India market. 9. Travel Regular travel within Pune and surrounding industrial / commercial markets. Customer, consultant, contractor and project visits. Approximately 25–40% local/regional travel, depending on project requirements. 10. Ideal Candidate An ideal candidate will be a project-sales professional with strong knowledge of fire detection/life-safety systems and an established Pune market network, capable of independently developing opportunities from consultant specification through contractor engagement and final order closure. Preferred background: Edwards / Johnson Controls / Honeywell / Notifier / Siemens / Bosch / Schneider / other reputed fire & life-safety, ELV or building-solutions companies.