Job Description

REF:
DETECTIONAPAC01360
DIVISION:
Smiths Detection
JOB FUNCTION:
Sales
About Us


Smiths Detection , part of Smiths Group , is a global leader in threat detection and screening technologies for aviation, ports & borders, defense, and urban security. Our expertise is spread across 5 R&D centers, 21 Global Offices and 7 Manufacturing Sites with 3000 Brilliant minds globally contributing for over 40 years at the frontline which enables us to deliver the solutions needed to protect our society from any threat and illegal passage of explosives, prohibited weapons, contraband, toxic chemicals, and narcotics. Every minute of every day, our technology and talented team members help to make the world a safer place - https://youtu.be/JmcKLJTrHLc







This role will be within the OE (Original Equipment) Sales and based out of West Region and responsible for managing sales from West India. The role encompasses customer interactions and backend processing responsibilities. The candidate will be responsible for the entire solutions sales cycle including lead generation (hunting), prospecting and qualifying opportunities, generating quotes and bid submissions, participating in techno-commercial discussions and sales negotiations with customers and key accounts, conducting product presentations, and driving sales opportunities to closure and finalizing orders and meeting the given sales targets consistently.



Proficient in technical aspects and adept at tailoring solutions to local requirements when necessary.
Duties & Responsibilities


Responsibilities: -


• Prospecting and generate qualified sales opportunities, manage customer interaction in assigned territories and responsible for end-to-end sales cycle of technical solutions and products.
• Responsible for generating and preparing quotations and bid proposals, tenders & RFPs, Preparing bid approval forms, quote & bid proposal submissions.
• Candidate to have sound knowledge of equipments sales, Order verification with respect to commercial proposal submitted to customer vs. order received, and releasing the technically & commercially clean purchase order to the Sales Administration team for further processing to OTI team for sales order booking.
• Candidate will be responsible for ensuring proper coordination between all internal and external stakeholders and timely response & closure of the open action items.
• Candidate will also be involved in technical demonstrations and POCs to customers across various segments Smiths Detection operates in.
• Candidate will be responsible for generating and maintaining quality sales funnel 3X of the assigned sales quota at any given time.
• To drive every sales pursuit with utmost ownership and accountability and with swift responsiveness to customers.
• Responsible to build a strong CRM with mid and senior level at the customer end while develop and drive a strong rapport and relationship with working level people at customer's organization.
• Responsible to work with all key consultants and influencers in the industry to drive prolific technical specifications in the tenders and RFPs.
• Prepare weekly MIS reports and KPI dashboards related to assigned customers and sales targets for the region.
• Responsible for closely and harmoniously working with cross functional teams to achieve mutual success with complete ownership.
• Responsible for entire sales closure cycle until cash realization.
• Strong focus on payment collection and reduce AR.
• Exposure and experience of working closely with technology solutions system integrators.
• Manage and drive profitable growth from Key Customer Accounts in Western Region.
• Manage strong business relationship with key national level Master System Integrators in enterprise and physical & electronic security domain.
The Individual


Skills and Experiences:-

• Bachelor of Engineering in electrical, electronics, mechatronics, instrumentation (MBA would be added advantage).
• 10+ years of commercial experience in directly involved front end technical sales of technology products and solutions, with good exposure to enterprise and govt. sales.
• Good experience and exposure of working on tenders and RFPs including govt. tenders.
• Prior experience of working in SAP environment and data analysis & presentation is must.
• Technical bent of mind and sound understanding of technology driven solutions and digital offerings.
• Good relationship management skills with sound commercial acumen and the ability to orchestrate and drive sales closures with good objection handling skills.
• A go-getter with solution seeking approach and attitude.
• Sound knowledge of MS-Excel and skillful in working on cost-estimations for customer quotations.
• Demonstrates a strong focus on customer satisfaction and determination to meet assigned sales objectives and deliverables.
• PowerPoint, Excel & MS Office skills to develop content based on data to prepare various sales MIS reports.
• Hands-on experience with Salesforce CRM/module and sales funnel management.
• A passionate, self-motivated and adaptive individual with zeal to learn and grow.
• Meticulous and structured individual with consultative selling approach.
• Experience of working with govt. departments and PSUs and large value tenders.
• Experience of closing technical sales with large enterprise customers like Hotels, Hospitality, Corporates etc. would be added advantage.
• Ability to work with demanding customers.
• Experience of consultative technical sales in aviation and ports & borders industry will be an added advantage.
• Sound negotiation, influencing and stakeholder management skills.
• Ability to collaborative on complex sales cycle.




Join us for a great career and competitive compensation & benefits whilst keeping the world a safer place.


Diversity & Inclusion:



We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.



At no time during the hiring process will Smiths Detection, Smiths Group, nor any of our recruitment partners ever request payment to enable participation - including, but not limited to, interviews or testing.