Sales Manager

Job DescriptionSales Manager – Edwards Fire Detection Systems
Location: Pune, MaharashtraFunction: Sales & Business DevelopmentReporting To: Regional Sales Manager / Regional Business HeadExperience: 6–12 yearsIndustry: Fire & Life Safety / Building Solutions
1. Position Summary
The Sales Manager will be responsible for driving sales and business development of Edwards Fire Detection & Alarm Systems across the Pune region.
The role will focus on developing business through consultants, PMCs, EPC/MEP contractors, system integrators, channel partners, developers, facility owners and key end customers. The candidate will be responsible for project identification, specification, opportunity development, commercial closure and achievement of assigned sales targets.
Edwards is positioned within the fire-detection portfolio covering components such as detectors, initiating devices, annunciators and control panels, with scalable and integrated fire/life-safety solutions.
2. Key Responsibilities
A. Sales & Business Development

Achieve monthly, quarterly and annual sales targets for the Pune region.
Develop new customers and expand business with existing key accounts.
Identify upcoming projects at the early planning/specification stage.
Build and maintain a healthy sales pipeline with accurate opportunity values and probability.
Prepare monthly and quarterly sales forecasts.
Develop new business opportunities across commercial, industrial, IT/ITES, data centers, healthcare, hospitality, infrastructure and residential segments.
Drive both new project sales and replacement/retrofit opportunities.

B. Consultant & Specification Management

Develop strong relationships with fire consultants, MEP consultants, architects, PMCs and engineering consultants.
Ensure Edwards products are specified in project tender documents and technical specifications.
Conduct product presentations, technical seminars and solution demonstrations.
Track consultant-approved makes, project specifications and competitor positioning.
Influence projects from concept/design stage through tender and order closure.

C. Contractor / Channel Development

Develop relationships with EPC contractors, MEP contractors, fire contractors, system integrators and distributors.
Identify and appoint suitable channel partners where required.
Support partners with technical, commercial and sales inputs.
Monitor channel performance and ensure adequate project coverage.
Conduct regular partner meetings and market-development activities.

D. End-Customer & Key Account Management

Identify and develop key end customers in the Pune market.
Build relationships with facility heads, fire & safety heads, project managers, procurement teams and senior decision-makers.
Develop account plans for strategic customers.
Identify opportunities for expansion, retrofit, modernization and service.
Ensure high customer engagement and satisfaction.

E. Project Sales Management

Track projects from lead generation through specification, tender, negotiation and order booking.
Coordinate with application engineering / pre-sales teams for BOQ, BOM and technical proposals.
Review tender specifications and identify Edwards product requirements.
Prepare commercial proposals in coordination with internal teams.
Negotiate commercial terms within the approved authority matrix.
Maintain project-wise competitor and pricing intelligence.

F. Market Intelligence

Maintain an updated Pune-region database covering:

Consultants
PMCs
Developers / End Customers
EPC Contractors
MEP Contractors
Fire Contractors
System Integrators
Distributors / Dealers
Key Accounts

Monitor competitor products, pricing, specifications and market activities.
Identify emerging market segments and upcoming major projects.
Provide regular market intelligence to management.

G. Internal Coordination

Coordinate with engineering, estimation, operations, service, finance and supply-chain teams.
Ensure timely submission of quotations and technical proposals.
Support order conversion and smooth handover to project execution/service teams.
Resolve customer and partner issues in coordination with relevant internal functions.

3. Target Customer Segments
The candidate should develop business across:

Data Centers
IT/ITES & Technology Parks
Commercial Buildings
Industrial & Manufacturing
Warehouses & Logistics
Hospitals & Healthcare
Hotels & Hospitality
Airports & Infrastructure
Educational Institutions
Residential / High-Rise Buildings
Government & PSU Projects
Existing Building Retrofit / Modernization

4. Key Performance Indicators (KPIs)

Annual Sales Target Achievement
Order Booking / Revenue
Gross Margin / Contribution
Sales Pipeline Coverage
Forecast Accuracy
New Customer Acquisition
Key Account Development
Consultant Specification Wins
New Project Identification
Channel Partner Development
Conversion Ratio
Collection / Outstanding Management
Customer Retention

5. Candidate Profile
Education

BE / B.Tech / Diploma in Electrical, Electronics, Instrumentation, Mechanical or related engineering discipline.
MBA / PG qualification in Sales & Marketing will be an advantage.

Experience

6–12 years of relevant sales experience.
Experience in Fire Alarm / Fire Detection / ELV / Building Automation / Security / MEP / Electrical solutions preferred.
Experience dealing with consultants, PMCs, EPCs, MEP contractors and end customers is highly desirable.
Experience in project-based B2B sales is preferred.

6. Technical Knowledge
The candidate should preferably have knowledge of:

Addressable & conventional fire alarm systems
Fire alarm control panels
Smoke / heat / multi-criteria detectors
Manual call points
Notification appliances
Input/output modules
Fire alarm networking
Cause & effect
Fire alarm system integration
Basic understanding of NFPA / IS standards and local fire regulations
BOQ / BOM preparation
Tender specifications and technical compliance
Competitor products and positioning

Edwards systems are used in addressable and conventional fire-alarm applications, and current Indian specifications/tenders continue to reference Edwards/EST systems.
7. Required Competencies

Strong consultative selling skills
Excellent communication and presentation skills
Strong negotiation and commercial skills
Project and pipeline management
Customer relationship management
Market-development capability
Ability to influence consultants and decision-makers
Analytical and target-oriented approach
Strong networking capability
Self-driven and result-oriented
Ability to work independently and collaboratively

8. Preferred Market Network – Pune
The candidate should ideally have an established network with:
Consultants → PMC → Developers/End Customers → Architects → EPC/GC → MEP Contractors → Fire Contractors → System Integrators → Channel Partners
The role should particularly focus on getting involved before tender release, so that Edwards has an opportunity to influence specifications and secure the project at the design/specification stage. This approach is consistent with current fire-detection business-development roles in the West India market.
9. Travel

Regular travel within Pune and surrounding industrial / commercial markets.
Customer, consultant, contractor and project visits.
Approximately 25–40% local/regional travel, depending on project requirements.

10. Ideal Candidate
An ideal candidate will be a project-sales professional with strong knowledge of fire detection/life-safety systems and an established Pune market network, capable of independently developing opportunities from consultant specification through contractor engagement and final order closure

• Preferred background: Edwards / Johnson Controls / Honeywell / Notifier / Siemens / Bosch / Schneider / other reputed fire & life-safety, ELV or building-solutions companies.