Sales Manager

Job Title: Sales Manager

Reporting To: Channel Partner Principal / Channel Manager Name (Indirectly)

Role Overview

The Sales Manager is a critical field-based role responsible for driving sales growth and market share for Gunnebo's security solutions within the assigned region operating directly under our authorized Channel Partner. This role requires a strong focus on strategic account management within key segments (Banking NBFCs Jewelers) and proficiency in end-to-end sales processes including collection and specialized solution selling.

Key Responsibilities

1. Business Development & Account Management (Core Focus)

• Key Customer Focus: Develop and maintain strong relationships with key accounts specifically focusing on Public Sector Banks Private Banks Non-Banking Financial Companies (NBFCs) and high-value Jewelers (Chains and Standalone stores).
• Pipeline Management: Generate and manage a robust sales pipeline actively prospecting new business opportunities and driving sales cycles from lead generation to closure.
• Segment Penetration: Execute targeted sales strategies to increase the penetration of Gunnebo products (especially safes vaults and specialized locks) within the mandated customer segments.

2. Solution Selling and Product Expertise

• Consultative Sales: Transition from product-based selling to solution selling. Act as a trusted advisor to customers understanding their physical security challenges and proposing tailored solutions that integrate Gunnebo products.
• Modular Safe & Locks: Become the subject matter expert on key product lines including the Modular Safe and various locking systems. Conduct compelling product demonstrations and technical presentations.
• Cross-Selling: Identify opportunities to cross-sell and up-sell the entire Gunnebo product portfolio to existing Channel Partner customers.

3. Financial Management and Collections

• Timely Collection: Ensure proactive follow-up and timely collection of outstanding payments from customers in coordination with the Channel Partner’s finance team maintaining strict adherence to credit terms.
• Forecasting and Reporting: Provide accurate weekly and monthly sales forecasts collection updates and detailed reports on market activities to the Channel Partner and the Gunnebo Channel Manager.

4. Channel Support & Execution (General Responsibilities)

• Training and Support: Assist the Channel Partner’s internal team with product knowledge sales techniques and understanding Gunnebo's compliance requirements.
• Market Intelligence: Monitor local market conditions competitor activities and industry trends (especially in regulatory changes affecting banks/NBFCs) to inform sales strategies.
• Compliance: Ensure all sales activities and documentation adhere to Gunnebo’s internal policies and all relevant industry regulations.
• Target Achievement: Consistently meet or exceed assigned sales targets (value and volume) and collection targets.

Candidate Requirements

Qualifications

• with MBA.
• 3-5 years of experience in institutional sales.

Skills & Competencies

• In-depth understanding of the sales cycle particularly within B2B/Institutional segments (Banks/NBFCs/Jewelers).
• Proven ability to handle collections and manage customer credit risk.
• Excellent presentation negotiation and communication skills.
• Self-motivated results-driven and capable of working independently under the Channel Partner's guidance.
• Proficiency in local language(s) and English.
• Must be willing to travel extensively within the assigned territory.