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Job Title: Manager / Senior Manager Govt., Infrastructure Projects & Institutional Sales

Function: Sales Government / Public Sector / Institutional

Location: Delhi NCR

Reporting To: Regional Head / National Sales Head

Role Purpose:

To drive sustainable revenue growth from government departments, public sector organizations, and banking institutions by managing end-to-end sales cycles, including lead generation, specification, tendering, GeM transactions, order execution, and collections. The role requires strong domain expertise in government procurement systems and deep relationship management within institutional ecosystems.

Key Account Coverage:

Government & Infrastructure

- CPWD (Central Public Works Department)

- PWD (State Public Works Department)

- State & Central Government Departments

- Smart City / Urban Development Authorities

Aviation & Infrastructure

- Airports Authority of India (AAI)

- Airport contractors and consultants

Banking Segment

- PSU Banks (SBI, PNB, etc.)

- Private Banks (branch expansion / retrofit projects)

Public Sector Units (PSUs)

- Energy, Railways, Defence-linked organizations

- Other Central & State PSUs

Digital Procurement

- GeM (Government e-Marketplace)

Detailed Responsibilities:

1. Strategic Business Development

- Develop and execute a government sales strategy aligned with regional and national targets

- Map key departments, influencers, and decision-makers across CPWD, PWD, AAI, Banks, and PSUs

- Identify:

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Upcoming tenders

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Annual procurement plans

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Capex/Opex project opportunities

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- Drive early-stage engagement to influence specifications in favour of company offerings

2. Specification & Pre-Sales Engagement

- Work closely with:

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Architects

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Consultants

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Project Management Consultants (PMCs)

- Ensure product inclusion in:

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BOQs (Bill of Quantities)

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Approved vendor lists

- Conduct:

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Technical presentations

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Product demos

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Site evaluations

3. Tendering & Bid Management (Core Responsibility)

- Track tenders through:

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Department portals

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GeM

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Tender aggregators

- Lead complete bid lifecycle:

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Tender evaluation (technical feasibility, profitability)

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Preparation of:

Technical documents

Compliance sheets

Commercial proposals

- Coordinate with:

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Legal (for contracts/terms)

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Finance (pricing, EMD, BGs)

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Operations (delivery capability)

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Payment Terms

- Participate in:

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Pre-bid meetings

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Reverse auctions (especially on GeM)

- Maintain high bid-to-win ratio

4. GeM Platform Ownership

- Manage end-to-end GeM operations:

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Product onboarding and catalog optimization

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Pricing strategy aligned with market benchmarks

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Bid participation and RA (Reverse Auction) strategy

- Ensure:

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Timely order acceptance

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Compliance with GeM SLAs

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Issue resolution (returns, penalties, ratings)

- Drive GeM as a key revenue channel

5. Relationship Management & Liaising

- Build and sustain relationships with:

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Government engineers (CPWD, PWD)

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Procurement officials

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Bank project heads

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PSU purchase teams

- Act as a single point of contact for key institutional clients

- Regularly engage stakeholders through:

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Site visits

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Review meetings

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Industry forums

6. Order Closure & Execution

- Ensure smooth transition from:

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Order booking Supply Installation (if applicable)

- Coordinate with internal teams:

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Supply chain/logistics

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Project execution teams

- Monitor:

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Delivery timelines

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Site readiness

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Installation/commissioning

7. Collections & Commercial Discipline

- Track billing and payment cycles for:

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Government departments

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Banks and PSUs

- Follow up on:

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Pending invoices

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Payment approvals

- Ensure reduction in:

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DSO (Days Sales Outstanding)

8. Compliance & Documentation

- Ensure adherence to:

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Government procurement norms

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Tender documentation standards

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Audit and compliance requirements

- Maintain repository of:

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Tender documents

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Contracts

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Approvals

9. Market Intelligence & Reporting

- Track:

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Competitor participation and pricing

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Tender trends and policy changes

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Product demand across segments

- Provide regular updates on:

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Sales funnel

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Tender pipeline

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Forecast vs achievement

Key Performance Indicators (KPIs):

- Government / Institutional revenue achievement

- Tender participation vs win ratio

- GeM revenue contribution

- Specification conversion rate

- New account acquisition (Banks, PSUs, Govt Depts)

- Collection efficiency (DSO reduction)

- Pipeline visibility and forecast accuracy

Candidate Profile:

Experience: 5–10 years in:

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Government / Institutional Sales

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Project Sales / B2G (Business-to-Government)

- Proven experience handling:

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CPWD / PWD / AAI / PSU accounts

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Banking infrastructure projects

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GeM and tendering ecosystem

Education:

- Bachelor’s Degree (Engineering preferred)

- MBA (Sales/Marketing)

Core Competencies:

- Government Sales Strategy

- Tendering & Bid Management

- GeM Platform Expertise

- Relationship & Stakeholder Management

- Negotiation & Commercial Acumen

- Project Execution Understanding

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Behavioural Skills:

- High ownership and accountability

- Strong follow-up and persistence





- Ability to navigate complex government systems

- Ethical and compliance-driven approach

Preferred Industry Background:

- Building Materials

- Electricals / Lighting

- HVAC / Infrastructure Solutions

- Security / Surveillance Systems

- Any project-oriented B2G industry

Success Profile (What Good Looks Like):

- Strong network across CPWD/PWD/PSUs

- Consistent tender wins and GeM order flow

- Ability to influence specifications early

- High credibility with government stakeholders

- Strong control over collections and execution

Experience & skills

- Extensive experience in Sales / Business Development.
- Should have hands-on experience of creating specifications with architects, lighting consultants and Govt officials. Also driving approvals.
- Extremely Good communication skills and ability to manage team for complete cycle from Lead generation to collection.
- Should possess commendable & proven networking ability.
- Should have handled Key Accounts and must be familiar with equity mgmt in KAM at all levels.
- Should have worked on long terms / long drawn opportunities. Thus should have a proven experience of ground work on enquiries to happen now onwards untill orders matures in two quarters later. Which means effective working on long sales cycle projects.
- Experience preferably in Lighting or allied industry essentially B2B / projects centrics. Pref must be from an engg BD background should be able to handle the subject technically.

Primary Function

Managing the set objectives of revenue management, collections, team management and other disciplines.

Responsibilities:

- Do or Die : Achieve Business Plan for Specifications in the specified area of operation / customer markets
- Should have valuable experience in making Specifications with Architect and / or Govt Deptt officials. Either by way of technical pre tender specs, or driving strong preference by way of relationships.
- Work closely with Sales team and Marketing teams.
- Performance Management - To drive the business and plan assigned to vertical.
- Achieve Business Plan for the specified area of operation / customer markets
- Use CRM for effectively sales data management.
- Ensuring market development
- formulating & implementing Promotional Plan for defined area of operation
- Networking & building relations with key specifiers (Architects, Electrical Consultants, CPWD and other Govt officials and customer of this Area)

- Mapping and evaluating - Lead Generation & conversion
- Drive customer acquisition & Large deals
- Handing over the baton to Sales, once a complete ground work for the

Authorities (empowered to take decisions)

- Suggest new accounts on which he / she can work.
- Sales promotion programmes with necessary approvals.

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