The Executive - Sales is responsible for developing and executing sales and marketing strategies, identifying business opportunities, managing client relationships, and driving revenue growth through new client acquisition and expansion of existing accounts. This role focuses on building a robust sales pipeline, negotiating contracts, and ensuring seamless execution of sales processes to support the organization's growth in the Facility Management Industry, while maintaining compliance with government tendering and RFP/RFQ requirements.
Section III: Key Responsibilities and Accountabilities
Sales Strategy Development and Execution
Develop and implement sales and marketing processes to identify and pursue business opportunities in key sectors such as Banking & Financial Services, High-End Residential Towers, PSUs, and Industrial segments.
Prepare cost structures, sales proposals, and presentations to effectively pitch services to potential clients.
Negotiate contracts and close deals to secure new business and expand revenue from existing clients (20% weightage).
Lead Generation and Pipeline Management
Generate leads through databases, cold calling, and networking to build a strong sales pipeline.
Plan weekly sales calls, create target sales lists, and track progress to meet quarterly sales targets.
Understand client service requirements and align them with new business opportunities to ensure tailored solutions (20% weightage).
Client Relationship Management (CRM)
Manage client data and conduct regular follow-ups to maintain strong business relationships and foster loyalty.
Utilize CRM software to track interactions, update client information, and analyze sales performance.
Collaborate with stakeholders for smooth execution of new projects, ensuring client satisfaction and repeat business (20% weightage).
Government Tendering and RFP/RFQ Participation
Understand and navigate the Government Tendering Process, identifying opportunities based on technical qualifications.
Gain experience with various government portals such as GEM, Mahatender, BMC, PCMC, PMC, and MMRDA to submit bids effectively.
Identify and participate in RFPs/RFQs in targeted sectors, preparing necessary documentation and proposals (20% weightage).
Reporting and MIS Preparation
Prepare Management Information System (MIS) reports on sales activities, pipeline status, and revenue forecasts.
Proficiency in Microsoft Office for creating reports, proposals, and presentations.
Conduct quarterly reviews of sales performance metrics to identify areas for improvement and optimize strategies (20% weightage).
Stakeholder Interaction and Liaison
Interact with various stakeholders, including clients, vendors, and internal teams, to ensure project execution aligns with sales commitments.
Liaise with government and industry bodies to stay updated on tendering processes and compliance requirements.
Build networks in the Facility Management Industry to uncover new opportunities and partnerships.
Team Collaboration and Process Improvement
Collaborate with marketing and operations teams to align sales efforts with overall business goals.
Implement training on sales processes and CRM tools for junior team members, ensuring high performance.
Conduct performance reviews and set goals for lead conversion rates and revenue growth.
Risk Management and Compliance
Identify risks in sales processes, such as contract negotiations or tender submissions, and implement mitigation strategies.
Ensure all sales activities comply with industry regulations and ethical standards.
Standardize sales SOPs and conduct monthly reviews for adherence.
Section IV: Knowledge, Experience, and Skills
Educational Qualifications
Bachelor's degree preferably in Marketing, Sales, or a related field
Experience: Proven experience in Sales for at least 5-7 years, preferable from Facility Management Industry
Key Competencies
- Proficiency in CRM software, Microsoft Office, and MIS preparation - Excellent oral and written communication, email proficiency, and preparing/presenting sales proposals - Ability to plan weekly sales calls, create target sales lists, and build pipelines - Expertise in client data management, lead generation through databases, and understanding client requirements - Skilled in cold calling for prospective leads - Knowledge of Government Tendering Process and experience with portals like GEM, Mahatender, BMC, PCMC, PMC, MMRDA - Strong stakeholder interaction for project execution - Experience in identifying and participating in RFPs/RFQs in sectors like Banking & Financial Services, High-End Residential Towers, PSUs, and Industrial segments - Focus on client relationship management with regular follow-ups - Analytical skills for revenue growth and opportunity identification - Self-starter with a result-oriented mindset and excellent negotiation skills
Section V: Key Performance Indicators (KPIs)
Lead Generation: Achieve a minimum of 20 qualified leads per month through cold calling and database management, with a 30% conversion rate to opportunities (20% weightage).
Pipeline Building: Maintain a sales pipeline valued at 150% of quarterly targets, with weekly updates in CRM (20% weightage).
Revenue Growth: Drive a 15% year-over-year increase in revenue from new and existing clients through effective contract negotiations (20% weightage).
Tender and RFP Success: Secure participation in at least 5 RFPs/RFQs per quarter, with a 40% win rate in government tenders (20% weightage).
Client Retention: Achieve 90% client retention rate through regular follow-ups and relationship management (20% weightage).
Compliance: Ensure 100% adherence to tendering processes and portal submissions by Q4 FY26.
Team Performance: Maintain 95% accuracy in sales reporting and proposals through training and reviews by Q4 FY26.
Section VI: Typical Daily Tasks
Lead Prospecting: Conduct cold calls and database searches to generate new leads and update the sales pipeline.
Client Follow-Ups: Perform regular check-ins with existing clients via email or calls to maintain relationships and identify upsell opportunities.
Proposal Preparation: Prepare cost structures, proposals, and presentations for upcoming client meetings.
Tender Monitoring: Review government portals (e.g., GEM, Mahatender) for new tender opportunities and prepare submissions.
Sales Calls: Execute planned weekly sales calls and log outcomes in CRM software.
Reporting: Update MIS reports with daily sales activities and analyze performance metrics.
Stakeholder Meetings: Interact with internal teams or external stakeholders to discuss project execution or opportunities.
Training: Mentor junior sales staff on processes or review their performance.
Risk Review: Assess potential risks in ongoing negotiations and adjust strategies.
Strategic Planning: Collaborate with the sales head on quarterly targets and growth strategies.
Section VII: Self-Image Required
The Executive - Sales must project a professional, dynamic, and client-focused image that aligns with the organization's commitment to revenue growth and excellence in facility management services. This includes:
Professional Appearance: Maintain a polished, business-casual appearance, adhering to the organization's dress code for client meetings.
Confident Communicator: Display enthusiasm and expertise in sales pitches and negotiations.
Client-Centric Approach: Exude reliability and responsiveness in interactions with clients, stakeholders, and government bodies.
Cultural Alignment: Reflect the organization's values of integrity, innovation, and customer satisfaction in all activities.
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Section VIII: Traits
The ideal candidate for the Executive - Sales role should exhibit the following traits:
Strategic Thinker: Aligns sales strategies with business opportunities and market trends.
Analytical: Leverages data from CRM and MIS to optimize pipelines and revenue forecasts.
Leadership-Oriented: Guides junior team members and collaborates effectively across departments.
Proactive: Identifies leads and opportunities ahead of competitors through cold calling and networking.
Collaborative: Builds strong relationships with clients, stakeholders, and internal teams for seamless execution.
Detail-Oriented: Ensures accuracy in proposals, contracts, and tender submissions.
Resilient: Handles rejections and negotiation challenges with persistence and professionalism.
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