Job Description – Regional Sales Leader (West)

Mumbai / Maharashtra

ELV System Integration | Electronic Security | Fire & Life Safety | Smart Buildings |

Reporting To
National Sales Director

Role Summary
The Regional Sales Leader will be responsible for driving business growth, market expansion, strategic account management, and revenue generation across the Western Region. The role requires a seasoned sales professional with extensive experience in the System Integration industry, managing large-scale ELV and technology infrastructure projects across commercial, industrial, healthcare, hospitality, government, data centre, and infrastructure sectors.
The incumbent will lead regional sales operations, develop key customer relationships, collaborate with consultants and PMCs, and ensure achievement of sales and profitability targets.

Key Responsibilities
Business Development & Revenue Growth
Develop and execute regional sales strategies to achieve annual revenue and profitability objectives.
Generate new business opportunities for ELV and Integrated Security Solutions.
Drive order booking targets and maintain a robust sales pipeline.
Identify and penetrate recent markets, verticals, and strategic accounts.
Strategic Account Management
Build and maintain relationships with corporate clients, developers, consultants, architects, PMCs, EPC contractors, and government agencies.
Engage with CXOs, project stakeholders, and decision-makers to position integrated solutions.
Drive customer retention and account expansion initiatives.
Solution Selling
Promote and sell integrated solutions including:
CCTV Surveillance Systems
Access Control Systems
Fire Detection & Alarm Systems
Public Address & Voice Evacuation Systems
Building Management Systems (BMS)




Networking & Structured Cabling
Data Centre Solutions
Video Analytics & AI-Based Security Solutions
Perimeter Security Systems
Smart Building Technologies
Team Leadership
Lead and mentor Business Development Managers, Key Account Managers, and Sales Engineers.
Conduct regular sales reviews and performance evaluations.
Build a high-performance sales culture focused on accountability and results.
Tendering & Commercial Management
Collaborate with Pre-Sales and Engineering teams for solution design and proposal preparation.
Participate in commercial negotiations and contract finalization.
Ensure profitability and compliance with organizational policies.
Market Intelligence
Monitor market trends, competitor activities, pricing structures, and emerging technologies.
Develop strategic plans to enhance market share across the region.
Cross-Functional Collaboration
Work closely with Projects, Procurement, Operations, Finance, and Service teams to ensure seamless project execution and customer satisfaction.

Educational Qualification
Bachelor's Degree in Engineering (Electrical, Electronics, Telecommunications, Instrumentation, IT, or related discipline).
MBA (Marketing / Sales) preferred.

Experience
12–18 years of experience in ELV System Integration, Electronic Security, ICT Infrastructure, or Building Technology solutions.




Minimum 5 years in a leadership role managing regional sales operations.
Proven experience handling annual business volumes of ₹50–100 Crores or higher.
Strong network among consultants, PMCs, EPC contractors, developers, and enterprise clients across Western India.

Required Competencies
Technical Competencies
ELV Systems Knowledge
Solution Selling
Tender Management
Contract Negotiation
Commercial Acumen
CRM Management
Project Sales
Leadership Competencies
Strategic Thinking
Team Building
Customer Centricity
Influencing & Negotiation
Business Planning
Decision Making
Stakeholder Management

Key Performance Indicators (KPIs)
Financial
Revenue Achievement (%)
Gross Margin Achievement
Order Booking Value
Regional Profitability
Sales
New Customer Acquisition
Conversion Ratio
Pipeline Coverage Ratio
Forecast Accuracy
Key Account Growth
Operational
Collection Efficiency
Customer Retention Rate
Proposal-to-Order Conversion
Project Handover Success Rate
Leadership
Team Productivity
Employee Retention
Succession Readiness
Sales Team Capability Development

Preferred Candidate Profile
Strong understanding of the System Integration business model.
Experience working with leading ELV/System Integration organizations.
Proven ability to manage large and complex solution sales cycles.
Excellent communication, presentation, and negotiation skills.
Willingness to travel extensively across the Western Region.

Compensation
Best-in-industry fixed compensation along with performance-linked incentives, leadership bonus, medical insurance, travel reimbursement, and other benefits as per company policy.

📌 Regional Sales Leader (Mumbai)
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