Job Description

Reference No VAS/JD/2021/12


Job Title Sales Manager- Airports & Defense Reporting Sales Director


Country India Location Delhi

POSITION SUMMARY





Sales Manager shall be reporting to Sales Director of Vardhman and he shall be responsible for sales in Airports, (Airports Authority of India, DIAL, MIAL, BIAL, CIAL, Adani and upcoming new developers) & Defense (Military and Paramilitary forces like Military Engineering Services, Air Force, Navy, Army etc.) market in India which includes airports, airbases, airstrips and helipads. He shall be working with Sales Director and Sales support team leader for sharing the responsibilities. He shall be focusing on driving sales in Airfield Ground Lighting (AGL), Airfield Lighting Control Monitoring System, Advance Visual Docking Guidance Systems (AVDGS), GOS (Gate Operating system), Photometric testing, Air Traffic Management, Communication and Navigational Equipment, Electrical low voltage systems and security systems business in India, He shall be a point of contact for all airport, defence and government customers for all related technical and commercial discussions.





Responsibilities





He shall be responsible for the following: -


• Supervision of the entire techno-commercial value chain i.e. meeting customers, understanding their requirements, working on tenders, specking the tenders, working with end customers and contractors, giving inputs to sales support team in preparing technical and price bids, attending bid meetings, finalizing technical and commercial terms and negotiating with vendors and customers to become L1.


• Cementing healthy customer relations with all departments at various levels for resolving problems or responding to enquiries with a focus on the importance of exceeding customer requirements and maintaining a satisfied customer base in India for continued business.


• Excellence in offering and optimizing a complete range of solutions and services to valued clientele, investigating new business opportunities, maximizing its competitive strength for long-term success


• Develop a pipeline by involving at a pre-bid stage before the release of tenders


• Regular visits to all stakeholders of customers, arrange presentations in Airport and Defense customers


• Influence on specifications of tenders


• Coordinate with all internal stakeholders to ensure competitive bid


• Experience in Handling Govt departments, defence personnel at various levels


• Frequent travelling within India


• Weekly / monthly /Quarterly reporting on targets to Sales director





KNOWLEDGE AND SKILLS

Education level and/or relevant experience(s) - B.E/Diploma in Electrical/ Electronics/ Computer Science Engineering

- An ideal candidate should have 5+ years of work experience in Sales of an airfield lighting system, electrical substation, Control Monitoring System, Advanced Visual Docking Guidance System (AVDGS) and constant current regulators and Extra Low Voltage (ELV) systems.



Knowledge and skills (general and technical)
- Experience in Airports and is aware of basic principles & components of Airport Terminal/Landside solutions (ELV-HVAC IBMS, CCTV, ACS, FAS, FIDS, PAVA, BHS, X-ray, Body scanners, Automatic tray retrieval systems, CUSS, CUPS, Self-check-in, Kiosks), Airside solutions (Visual Aids-Airfield lighting Systems/AGL & Advanced Visual Docking Guidance Systems/AVDGS, PBB, Crash Fire, Runway Surface Friction Tester, Runway Rubber Removal Vehicle, GPU, PCA), 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), Cityside 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)

- Sales skills to handle customers alone and final negotiations

- Knowledge of International standards and recommendations in ICAO Annex-14, Aerodrome Design and Operations and with ICAOs Aerodrome Design Manual, Part 4: Visual Aids, and Part 5: Electrical installations and Civil Aviation Requirement (CAR) of DGCA-India.

- Excellent oral and written communication

- Target oriented with a strong improvement reflex.

- Customer satisfaction oriented Committed to results.

- Self-motivated, self-learner and passionate about driving sales

- Ability to handle a team of sales team members

- Exposure to the criteria for the design of the visual aids including the airfield ground lighting (AGL) systems and AVDGS shall be an added advantage

- Demonstrates a well-developed sense of the industry and market trends in their given geography

- Depth of knowledge of our customers' businesses and drivers in Airports

- Exceptional knowledge of sales process and systems to drive consistent business results

- Knowledge of terms and conditions of tenders, contracts like GCC, SCC, LD, payment terms, PQ terms, MOU, MAF, etc

- Good Working Knowledge of Windows, Microsoft Office, CRM Tools, Collaborative tools (Microsoft teams).




Other requirements (licenses, certifications, specialized training, physical or mental abilities required)


• •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 into 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 on time 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.





•The position may require occasional travelling to customer locations for requirement gathering & meetings. •