Sales Manager

Job Description

Job Title:

BDM – Government Sales

Department:

Sales / Government Business

Location:

Mumbai

Job Purpose:

To lead and drive the Government Sales team by developing business opportunities across Government Departments(State & Central), PSUs,. The role is responsible for achieving revenue targets, managing key government accounts, mentoring the sales team, and ensuring successful execution of the complete sales cycle, including tenders, bids, and strategic partnerships.

Key Responsibilities:

• Develop and execute sales strategies to expand business across Government Departments, PSUs.
• Build and maintain strong relationships with key government officials, OEMs, consultants, and strategic partners.
• Drive end-to-end government sales activities, including lead generation, opportunity qualification, proposal preparation, pricing, negotiation, and order closure.
• Monitor government tenders, RFPs, GeM, NIC, and other eProcurement portals to identify new business opportunities.
• Work closely with the Pre-Sales, Technical, Delivery, and Bid Management teams to prepare competitive and compliant proposals.
• Ensure timely submission of bids, compliance documentation, and contract requirements.
• Review sales pipelines, monitor forecasting accuracy, and provide regular business updates to senior management.
• Analyze market trends, competitor activities, and government policies to identify new business opportunities.
• Support strategic account planning and customer retention initiatives.
• Ensure high levels of customer satisfaction through effective account management and post-sales coordination.

Key Skills & Competencies:

• In-depth understanding of Government procurement, tendering, and bidding processes.
• Excellent relationship management and stakeholder engagement skills.
• Strong knowledge of Government Sales, PSU business, and System Integrators (SIs).
• Knowledge of ICT, IT Infrastructure, Cloud, Networking, Cybersecurity, and Digital Transformation solutions.
• Strategic planning and business development capabilities.
• Excellent communication, presentation, negotiation, and decision-making skills.
• Strong analytical and problem-solving abilities.

Qualifications & Experience:

• Bachelor's degree in engineering, IT, Electronics, or an equivalent discipline.
• MBA in Marketing or Sales is preferred.
• 4–12 years of experience in Government Sales/Business Development, preferably with System Integrators (SIs), OEMs, or IT Infrastructure companies.
• Proven track record of achieving sales targets and successfully closing large Government and PSU projects.

Key Performance Indicators (KPIs):

• Achievement of assigned revenue and gross margin targets.
• Number of new Government accounts.
• Tender/RFP conversion ratio.
• Growth in Government business pipeline.
• Forecast accuracy and sales pipeline management.
• Customer satisfaction and account retention.
• Timely and successful submission of bids and compliance documentation.