Sales Manager

Job Description

Sales Manager Government Tender / Defense / Industrial Safety

Position: Sales Manager
Department: Sales & Business Development
Industry: Government Procurement / Defense / Industrial Safety
Location: Mumbai
Reporting To: Director / Business Head

Role Summary

The Sales Manager will drive business growth in government, PSU, defense, and industrial sectors by identifying tender opportunities, managing key customer relationships, and closing orders for industrial safety products. The role includes handling end-to-end tender coordination, market expansion, and sales target achievement.

Key Responsibilities

• Identify and track tender opportunities from government departments, PSUs, defense establishments, and large industrial clients.
• Prepare business strategy for participation in tenders, rate contracts, and direct procurement opportunities.
• Manage complete tender cycle: enquiry, documentation, bid submission, follow-up, negotiation, and order execution.
• Build relationships with purchase departments, defence units, government bodies, EPC contractors, and industrial clients.
• Develop business for industrial safety equipment, PPE, fire safety, rescue equipment, and related products.
• Achieve sales targets from institutional and government accounts.
• Coordinate with OEMs, vendors, technical teams, and internal departments for quotation and compliance.
• Monitor competitor participation, pricing trends, and awarded contracts.
• Follow up for approvals, technical evaluations, inspections, and dispatch.
• Ensure payment collection, documentation, and contract closure.
• Attend industry expos, vendor registrations, and pre-bid meetings.
• Maintain tender records, MIS, sales pipeline, and forecast reports.

Required Skills

• Strong understanding of government e-procurement portals such as Government e Marketplace and e-tender systems
• Knowledge of defence procurement process
• Tender documentation and bid preparation
• Negotiation and contract management
• Institutional sales experience
• Vendor registration process
• Team handling and reporting
• Good Excel and ERP skills
• Strong communication and follow-up capability

Qualification

• Graduate in any discipline
• MBA in Sales/Marketing preferred
• Technical background is an added advantage

Experience

• 5–10 years in government tender sales / defence sales / industrial safety sales
• Experience handling GeM, defence tenders, PSU tenders, and industrial accounts
• Proven record of winning tenders and generating institutional business

Preferred Candidate Profile

• Existing contacts in government departments, defence establishments, PSUs, and industrial buyers
• Experience in PPE, firefighting, rescue, and safety equipment sales
• Knowledge of compliance documents, certifications, and tender terms
• Able to travel for client meetings, inspections, and site visits

KPI / Performance Measurement

• Tender participation count per month
• Tender win ratio
• Order booking value
• New account acquisition
• Collection performance
• Repeat business from key accounts
• Territory growth and market coverage

More Info

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