IBMS Solution sales

Job description

Key Responsibilities Business Growth & Strategy • Lead IBMS sales (Building Automation, Fire Alarm, Access Control, CCTV Surveillance, etc.) across the region. • Develop and execute a regional business growth plan aligned with resilient and high-growth segments. • Identify, engage, and convert targeted accounts into business opportunities. Sales & Account Development • Drive key account development and market penetration. • Expand revenue through cross-selling and up-selling of integrated digital building solutions. • Establish and maintain relationships with end-users, consultants, PMCs, contractors, architects, MEP & fit-out partners. Demand Generation & Prescription • Collaborate with segment and prescription teams to build demand and influence specifications. • Strengthen engagement across stakeholders to create a strong project pipeline. Technical & Commercial Excellence • Deliver impactful technical and solution-based presentations. • Work with estimation teams to deliver accurate, competitive, and profitable proposals. • Lead responses to RFPs and tenders, ensuring technical and commercial alignment. • Negotiate contracts and commercial terms (legal, finance, payment) as per approval matrix. Execution & Collaboration • Ensure seamless transition from sales to project execution in coordination with Projects & Service teams. • Collaborate with internal BUs to win building systems and modernization opportunities. Market Intelligence & Value Creation • Track industry trends, competitor landscape, and market developments. • Analyze costs, sales performance, and value engineering opportunities. • Continuously identify ways to optimize solutions and deliver greater customer value. Key Requirements Proven experience in IBMS / BMS / Digital Building solutions sales Strong understanding of vendors, costing, and value propositions Experience managing large/complex projects and enterprise customers Excellent negotiation, presentation, and stakeholder management skills Strategic mindset with strong analytical and problem-solving abilities Education • Bachelor’s degree in Engineering (Electrical / Electronics / Instrumentation / Mechanical preferred) • MBA (Sales/Marketing/Strategy) from a reputed institute will be an added advantage