Sales Manager Fall Protection & National Key accounts | Personal Safety Division

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Job Description:

Role Summary

This position will be responsible for driving sales growth and market expansion for Fall Protection solutions across industries such as Construction, Infrastructure, Manufacturing, Warehousing, Oil & Gas, Power, Telecom, and Renewable Energy. The role involves developing strategic relationships with end users, consultants, EPC contractors, safety professionals, and channel partners to promote fall protection systems, height safety solutions and compliance-driven safety programs. Role also involves managing fire protection & SCBA business as well as National Key Accounts.

This position will also drive Personal Safety Division business in strategic Key accounts and emerging segments.

Key Responsibilities

Business Development & Sales Growth

·       Develop and execute business growth strategies for fall protection products and engineered safety solutions.

·       Identify and secure new business opportunities across key industrial segments.

·       Build a strong project pipeline through direct customer engagement and market intelligence.

·       Drive specification selling by engaging consultants, architects, safety managers, and project owners.

·       Achieve revenue, margin, and market share targets.

·       Ensuring that the project delivery is as per specifications and timelines by co-ordinating with the customer, distributor and installers.

·       Identify segment speciality channels for developing fall protection.

·       Developing capabilities and coverage of installers across the country.

·       Replicate successes and best practices from APAC to India customers.

·       Establish connect with EHS managers, Plant heads, Project heads and Procurement teams within the plant

·       Co-ordinate with the central team for replicating project at multi location plants in India.

·       Conduct joint customer visits and business planning with channel partners.

Team Management & Collaboration

• Drive team of regional fall protection specialists for delivering results
• Guide and improve capabilities of Area Managers reporting under regional managers of core PPE for delivering fall protection business plan
• Collaborate with technical and marketing team to design winning programs, customer engagements for driving business goals.
• Work with inventory planning and supply chain teams for material forecasting, inventory management and securing timely supplies to the customers as per the timelines committed.

Technical & Solution Selling

Promote comprehensive fall protection solutions including:

o   Horizontal Lifeline Systems

o   Vertical Lifelines

o   Anchorage Systems

o   Roof Safety Solutions

o   Confined Space Equipment

o   Rescue Systems

o   Personal Fall Arrest Systems (PFAS)

·       Conduct site surveys and identify safety risks related to working at height.

·       Develop technical proposals and solution recommendations aligned with applicable standards.

·       Conduct inhouse presentations for the proposals prepared to align multiple stakeholders at the customer.

·       Conduct safety awareness programs, product demonstrations, and customer training sessions.

·       Participate in safety conferences, exhibitions, and industry forums.

Key Performance Indicators (KPIs)

·       Revenue Growth

·       New Account Acquisition

·       Project Wins

·       Pipeline Development

·       Channel Partner Expansion

·       Safety Training Programs Conducted

National Key Account and emerging market segment Management

·       Drive entire personal safety division portfolio in identified key accounts and emerging segments.

·       Connect with key stake holders, build relationships and build a business plan

·       Driving short term and long term business plan in these customers through the support of Area Sales Managers

·       Develop annual rate contracts by co-ordination with corporate EHS & procurement team for all India plants and facilities.

·       Participate in industry events for positioning 3M as a knowledge partner, innovative solution provider with the emerging markets

Fire protection & SCBA Business

·       Drive SCBA business in industrial customers for fire fighting and emergency purposes.

·       Develop speciality channel to promote SCBA business

Desired Skills

·       Consultative and solution-selling approach.

·       Strong understanding of industrial safety regulations.

·       Excellent presentation and negotiation skills.

·       Ability to engage senior decision-makers and technical stakeholders.

·       Team management

·       Project management and channel development capabilities.

·       Proficiency in CRM tools and sales planning.

Qualifications

·       Bachelor’s degree in engineering, Safety, Mechanical, Civil, Industrial, or related field.

·       MBA preferred.

·       Certification in Occupational Safety or Fall Protection is advantageous.

Experience

15-20 years of B2B industrial sales/business development experience.

Experience in:

·       Fall Protection

·       PPE

·       Industrial Safety

·       Proven track record in project sales and specification selling.

Location

Bengaluru or Mumbai

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