Sales Manager - MENA

MKU; Kanpur; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

MKU in Uttar Pradesh, Kanpur region seeks a seasoned Sales Leader to drive market penetration in defence and related sectors. You will own the regional sales funnel, forecast annual targets, and coordinate with the technical team to align product specs with client needs.

Strong relationship building with channel partners and end users is essential for growth. Ideal candidates have 8–12 years of relevant experience, MBA in Marketing/Sales and a background in defence/government domains.

Qualifications

• Bachelor's degree in Mechanical, Electronics & Communication, or any field; MBA in Marketing/Sales preferred.
• Experience with defence/government clients is desirable.
• Strong sales, market research and strategic planning capabilities required.

Responsibilities

• Formulate and implement a strategy for enhancing market penetration to increase business volume.
• Derive insights from market research and competitor products to support the sales strategy.
• Own and maintain the sales funnel for the region.
• Create, execute and monitor annual sales forecasts and budgets for the region; ensure targets and profitability.
• Increase brand awareness through client visits, presentations, exhibitions, tradeshows, and business meetings; participate in defence & aerospace events.
• Build relationships with clients, agents, and end users in the defence sector of the region.
• Analyze client requirements and propose specifications aligned with our products.
• Coordinate with the technical team to translate client needs into technical specs.
• Keep track of new products and technologies for future enhancements.
• Identify tenders and lead bid preparation, including specifications and cost estimates.
• Prepare and share bid participation plans with stakeholders; attend pre-bid and bid openings.
• Review closure reports and track regional sales KPIs to drive performance.
• Develop channel partner relationships to grow leads and conversions.
• Manage pre-delivery inspection activities and post-order production/delivery status.
• Act as liaison between customers and the technical team to address complaints and feedback.

Skills

Active listening

Effective communication

Interpersonal skills

Analytical thinking

Critical thinking

Leadership

Delegation

Negotiation

Coaching

Mentoring

Education

Bachelor's in Mechanical/Electronics & Communications/Any

MBA in Marketing/Sales (preferred)

Tools

MS Office

MS Project

Job description

i. Key Responsibility Areas

Execution

• Formulate and implement a strategy for enhancing market penetration to increase the business volume
• Derive insights from Market research, competitor's products information to initiate actions to support our sales strategy
• Own and maintain Sales funnel of the respective region/market.
• Create, execute and monitor Annual Sales Forecast and budget plan for the region. Ensure sales growth targets and profitability are achieved
• Increase brand awareness in the Market/Region through client visits, presentations, exhibitions, tradeshows, and business meets. Participate in defence & aerospace seminars and exhibitions
• Develop and build relationships with the Clients/Agents and specifically with end users like defense/army vertical of the respective region
• Understand and Analyze clients product requirements, needs, compare them with our standard product offerings and accordingly propose specifications
• Collaborate with technical team to convey and formulate desired technical specification based on client requirements
• Keep track of new products and latest/upcoming technologies in the market and transfer the information to technical team for future product enhancements/development
• Identify upcoming tenders, and take lead on the bid preparation for these projects, including specification, cost estimation and insights required for tender participation decision
• Prepare bid participation strategy and plan with timeline for key activities
• Communicate the tender participation plan with relevant stakeholders for effective collaboration and support
• Attend pre bid meetings to ensure clarification on queries, document and communicate the outcome
• Attend bid opening meeting, document and communicate the outcome
• Review and approve closure report of an opportunity with appropriate reason and analysis on CRM
• Track trend of regional sales KPI on regular basis and initiate actions to improve overall sales performance
• Build strong relationship with Channel Partners to ensure growth in leads generation and conversion
• Manage activities required to ensure successful Pre Delivery Inspection
• Oversee and Manage post order management activities like status of production, delivery schedule and shipment
• Become a strong liaison partner between customer and technical team to efficiently manage customer complaints and feedbacks ensuring customer satisfaction

ii. Job Specifications

Qualification

• Min. qualification required
• Bachelors in Mechanical/Electronics & Communication/Any and/or Masters degree in Marketing /Sales (MBA will be preferred)
• Other desired qualifications
• Prior experience of working with defence, government departments and agencies

Relevant Experience

• Min. no. of years of relevant experience required
• 8 to 12 years of overall experience, with 6 to 8 years in similar role

Knowledge and Skills Required

• Active listening, Effective communication, and interpersonal skills
• Analytical and Critical thinking skills
• Leadership, Delegation and Negotiations skills
• Coaching and mentoring skills
• MS Office (Word, Excel, PowerPoint), MS Project