Job Description

REF:
DETECTIONAPAC01405
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







The Senior Manager Sales- Strategic Segments is a senior and strategic sales leadership role within Smiths Detection which is being appointed with the structured intent and design of grooming and developing the successor to the Sales Director. This position will therefore work very closely with the Sales Director to drive growth for the strategic, core segments of Smiths Detection in India: Airports, Ports & Borders, Regulatory Bodies. Combined, these two sectors contribute substantially to Smiths Detection's India revenues and are expected to remain the key growth drivers for the business in coming years.



This role will hold accountability of independently managing the relationships with some of the major Key Accounts across these segments and focus on increasing the share of business with them. Equally, this role will be responsible for identifying and converting new commercial opportunities in the market. This position will also play an integral role in spearheading and maintaining the sales & sales administration processes to enhance sales effectiveness and productivity; thereby contributing to overall growth in revenue and profitability.
Duties & Responsibilities


Responsibilities:


• Work closely with the Sales Director to drive sustenance & growth of Smiths Detection's market positions across the strategic segments.
• Contribute to the organisation's sales and business development strategies and action plans.
• Engage, liaise and drive sustained advocacy with CXO and VP/GM levels in customer organizations.
• Ensure strong stakeholder engagement at key accounts with keen focus on solution sales.
• Identify and convert commercial opportunities. Achieve sales orders targets & budgets as per the assigned verticals and key accounts.
• Contribute to the organisation's sales effectiveness & productivity through efficient process management / optimization.
• Induct systems to measure and improve sales performance.
• Responsible for driving the entire sales cycle for products and solutions including lead generation, initiation, bid submission, contract negotiation, commercial billing, collections and subsequent follow-on sales.
• Manage sales pipeline & monthly / annual plans through a combination of direct selling, demonstrations, exhibitions, & channel partners. This requires coordinating with other Sales Managers and guiding the sales support staff to help achieve those goals.
• Provide forecasting and reporting on the product pipeline of leads, opportunities and quotations in the sales territory.
• Work closely with Sales Director on internal opportunity management & approval processes, business planning and sales forecasting.
The Individual


Skills and Experience:


• 15+ years of industry experience, with at least 5 to 7 years in sales leadership roles at a regional or divisional level, catering to Govt., PSUs and private sector clients.
• B.Tech or BE degree in circuit branches or computers or computer background
• Senior & strategic sales professional with strong commercial acumen and extensive solution sales experience with consultative and value selling approach.
• Technically strong and should bring experience in hi-tech sectors. Engineer with MBA preferred.
• Exposure of selling to the airports and/or ports & borders sectors will be considered advantageous.
• Strong key account management experience will be highly useful and preferable.
• Must bring experience in managing the full sales cycle, including exposure to bid preparation and tendering.
• Demonstrable track record of success in sales with experience of scaling up businesses and driving market penetration.
• Keen exposure to effective sales processes as well as systems to monitor, review and report sales performance.
• Experience of working with high quality multinational businesses having matrix reporting structures.
• Must bring the potential and capability to be groomed as the successor to the Sales Director in 3-4 years.
• Unquestionable integrity and work ethics.
• Self-starter and motivated individual with high level of initiative & desire to succeed.
• Fast learner & ability to understand & sell technical products into unique and diverse operational environments.
• Must have the ability to create unique solutions for customers.
• Ability to handle complex situations, create solutions and drive them to closure.
• Excellent communication skills and confidence to interact with senior officials and executives in customer organisations, with strong relationship management skills.
• Exposure to have worked in multinational cross-markets and cross-functions environment.
• Systems and processes driven with sound analytical, presentation and reporting skills.
• Ability to operate successfully in a complex, matrix organisation.
• Extremely good understanding of manufacturing/project organizations and well as their commercial models.
• Proficiency and experience of working on ERP and CRM tools.
• Sound negotiation, influencing and stakeholder management skills.
• Ability to travel extensively both domestically and internationally




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.