Senior Manager - IBMS Sales

Schneider Electric; Mumbai; Vor Ort; INR 900.000 - 1.800.000; Vollzeit

Zusammenfassung

Schneider Electric in Mumbai is seeking a results-driven Channel Sales professional to grow its Building Management Systems business across West India. You will drive channel partner development, demand generation, solution selling, and market expansion through engagement with consultants, contractors, PMCs, system integrators, branch teams, and end customers.

The role requires techno-commercial capability, strong partner management, and cross-functional collaboration to boost orders, pipeline,

Qualifikationen

• Experience in channel sales, project sales or solution sales.
• Experience in BMS, HVAC controls, Fire Detection, Security, CCTV, Building Automation or related industries.
• Experience handling West India market and channel ecosystem is desirable.

Aufgaben

• Drive sales growth for BMS across West India via channel partners and stakeholders.
• Develop and manage relationships with channel partners, distributors, system integrators, consultants, PMCs, contractors, architects, end users.
• Create and execute regional business plans aligned with target market segments and growth priorities.
• Identify new business opportunities, build a pipeline, track opportunities, and drive conversion into orders.
• Deliver solution presentations and articulate the value proposition of Schneider Electric offerings.
• Support partners on tenders, estimation, pricing, bid responses, proposals, and contract negotiations.
• Drive cross-selling, up-selling, modernization, and digital building solution opportunities.
• Collaborate with sales, prescription, project, service, finance, and product teams to close projects.
• Monitor market trends, competitor activity, customer requirements, and partner performance to strengthen market presence and regional strategy.
• Manage key accounts and strategic customer relationships to enhance business growth.

Kenntnisse

Channel sales

Partner management

Business development

Solution selling

Forecasting

Pipeline management

Opportunity tracking

Stakeholder management

Presentation skills

Market expansion

Customer-centric

Problem-solving

Communication

Ausbildung

Engineering degree

MBA in Sales/Marketing

Jobbeschreibung

Schneider Electric is seeking a results-driven Channel Sales professional to drive growth of its Building Management Systems (BMS) business across West India. The role focuses on channel partner development, demand generation, solution selling, and market expansion through strong engagement with consultants, contractors, PMCs, system integrators, branch teams, and end customers.

The position requires strong techno-commercial capability, partner management skills, and cross-functional collaboration to drive order bookings, pipeline growth, and market penetration. Extensive travel across the West region is required (approximately 15 days per month).

Key Responsibilities

• Drive sales growth for Building Management Systems and allied building technologies across West India through channel partners and key market stakeholders.
• Develop and manage relationships with channel partners, distributors, system integrators, consultants, PMCs, contractors, architects, end users, and other influencers.
• Create and execute regional business plans aligned with target market segments and growth priorities.
• Identify new business opportunities, build a healthy project pipeline, track opportunities, and drive conversion into orders.
• Deliver solution presentations and articulate the technical and commercial value proposition of Schneider Electric offerings.
• Support partners on tenders, estimation, pricing, bid responses, proposals, and contract negotiations in coordination with internal teams.
• Drive cross-selling, up-selling, modernization, and digital building solution opportunities.
• Collaborate with sales, prescription, project, service, finance, and product teams to ensure successful project closure and execution.
• Monitor market trends, competitor activities, customer requirements, and partner performance to strengthen market presence and regional strategy.
• Manage key accounts and strategic customer relationships to enhance business growth.

Key Success Metrics

• Order intake and revenue growth in the West region.
• Channel partner productivity and new partner development.
• Pipeline generation, opportunity management, and conversion ratio.
• Growth in key accounts and focus segments.
• Tender win rate and project closures.

Desired Candidate Profile

The ideal candidate should have experience in channel sales, solution sales, or business development within building technologies, electrical automation, HVAC, security, fire detection, access control, consumer durables, software sales, or allied industrial segments. The role requires strong relationship-building capabilities, field sales execution, partner development, consultant engagement, and strategic sales planning.

Education

• Bachelor's degree in Engineering (Electrical, Electronics, Instrumentation, Mechanical, Automation) or Science.
• MBA in Sales/Marketing preferred.

Experience

• 5-10 years of experience in channel sales, project sales, or solution sales.
• Experience in BMS, HVAC controls, Fire Detection, Security, CCTV, Building Automation, Refrigeration Controls, Lighting Controls, Real Estate, Consumer Durables, or related industries preferred.
• Experience handling the West India market and channel ecosystem is desirable.

Skills Required

• Channel sales and partner management.
• Business development and regional market expansion.
• Solution selling and consultative sales.
• Knowledge of Building Management Systems and allied building technologies.
• Understanding of HVAC, fire alarm systems, access control, CCTV surveillance, and integrated building solutions.
• Demand generation and prescription management.
• Sales forecasting, pipeline management, and opportunity tracking.
• Strong presentation, communication, and stakeholder management skills.
• Market intelligence, competitor analysis, and commercial orientation.
• Customer-centric approach with strong problem-solving capability.

Major Duplicates Removed

• Combined two separate "Drive sales growth for BMS in West region" statements into one.
• Merged duplicate stakeholder management lines (consultants, contractors, PMCs, architects, end users, system integrators).
• Combined pipeline creation, opportunity tracking, and order conversion responsibilities.
• Consolidated business planning, forecasting, and market strategy references.
• Merged techno-commercial discussions, solution presentations, tenders, proposals, estimation, and contract negotiation activities.
• Removed standalone skill bullets that were already covered under responsibilities and skills sections.