Sales Manager – Safe Place to Work

British Safety Council Group; Mumbai; On-site; INR 350,000 - 750,000; Full time

Job summary

British Safety Council Group in India seeks a results-driven Sales Leader to drive Safe Place to Work initiatives nationwide. You will own growth, build strategic occupier partnerships, and lead a small team to secure flagship clients.

You will spearhead discovery, proposals and negotiations, coach 1–2 Business Development Executives, and ensure accurate pipeline management and forecasting while collaborating with Marketing and Technical teams.

Qualifications

• 8–12 years of B2B sales and business development experience.
• 2–3 years of people leadership experience.
• Proven record of exceeding revenue targets.
• Strong hunting and new business acquisition capability.
• Experience selling advisory, consulting, workplace, real-estate or enterprise solutions.
• Strong strategic planning and go-to-market capability.
• Salesforce or equivalent CRM experience.

Responsibilities

• Accelerate growth and revenue generation for Safe Place to Work across India, establishing strategic occupier relationships.
• Identify and secure opportunities across GCCs, IT/ITES, BFSI, MNCs and Corporate Headquarters.
• Build relationships with Corporate Real Estate, Workplace Experience, Facilities, EHS, Sustainability, HR and Procurement leaders.
• Generate demand through direct outreach, networking, referrals, industry events and social selling.
• Lead discovery, proposals, negotiations and contract closure.
• Secure strategic lighthouse customers and reference accounts.
• Maintain accurate pipeline management and Salesforce forecasting.
• Represent British Safety Council at conferences and industry forums.

Skills

Hunting & new business

Strategic planning

Go-to-market

CRM (Salesforce)

Leadership

Stakeholder management

Advisory/consulting sales

Enterprise solutions sales

Tools

Salesforce

CRM systems

Job description

Brief Description of Tasks

Accelerate growth and revenue generation for Safe Place to Work across India, establish strategic occupier relationships, build market partnerships, secure flagship clients, contribute to go-to-market execution and lead a small team of 1–2 business development professionals.

• Own and achieve individual sales quota and revenue targets.
• Identify and secure opportunities across GCCs, IT/ITES, BFSI, MNCs and Corporate Headquarters.
• Build relationships with Corporate Real Estate, Workplace Experience, Facilities, EHS, Sustainability, HR and Procurement leaders.
• Generate demand through direct outreach, networking, referrals, industry events and social selling.
• Lead discovery, proposals, negotiations and contract closure.
• Secure strategic lighthouse customers and reference accounts.
• Maintain accurate pipeline management and Salesforce forecasting.
• Represent British Safety Council at conferences and industry forums.

Sales Leadership, Market Development & Team Management (25%)

• Execute the national go-to-market strategy for Safe Place to Work.
• Manage and coach 1–2 Business Development Executives.
• Develop partnerships with IPCs, developers, workplace consultants, FM organisations and industry bodies.
• Support direct and channel sales programmes.
• Develop sector-specific growth plans and target account strategies.
• Drive CRM discipline, forecasting and sales process compliance.
• Provide market intelligence and competitor insights.
• Collaborate with Marketing, Delivery and Technical teams.
• Develop sales playbooks, value propositions and outreach methodologies.

Person Specification – Essential

• 8–12 years of B2B sales and business development experience.
• 2–3 years of people leadership experience.
• Proven record of exceeding revenue targets.
• Strong hunting and new business acquisition capability.
• Experience selling advisory, consulting, workplace, real-estate or enterprise solutions.
• Strong strategic planning and go-to-market capability.
• Salesforce or equivalent CRM experience.

Preferred Industry Background

• IPCs
• CBRE
• JLL
• Cushman & Wakefield
• Background in Occupier Services, Global Workplace Solutions, Corporate Solutions, Tenant Representation, Workplace Strategy or Workplace Consulting.

Desirable

• Experience with Real Estate Developers or FM organisations.
• Experience launching new propositions or market categories.
• Understanding of workplace health, safety and wellbeing frameworks.
• Experience selling into GCC, IT/ITES, BFSI and MNC sectors.

Behavioural Competencies

• Commercially astute.
• Strategic thinker with strong execution focus.
• Results-driven and target-oriented.
• Strong leadership and coaching capability.
• Excellent influencing and stakeholder management skills.

Success Measures

• Pipeline coverage and conversion.
• Growth of Safe Place to Work market presence.
• Team capability development.

Health & Safety

Understand and fulfil personal health, safety and wellbeing responsibilities in accordance with British Safety Council policies and review competence requirements with the line manager annually.