Public

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 ARCHITECTURE BUILDER CONSULTANT 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 robust 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

o

Upcoming tenders o

Annual procurement plans o

Capex/Opex project opportunities

Public

Drive early-stage engagement to influence specifications in favour of company offerings
1. Specification & Pre-Sales Engagement

Work closely with: o

Architects o

Consultants o

Project Management Consultants (PMCs)

Ensure product inclusion in

o

BOQs (Bill of Quantities)

o

Approved vendor lists

Conduct

o

Technical presentations o

Product demos o

Site evaluations

1. Tendering & Bid Management (Core Responsibility)

Track tenders through: o

Department portals o

GeM o

Tender aggregators

Lead complete bid lifecycle

o

Tender evaluation (technical feasibility, profitability)

o

Preparation of

Technical documents

Compliance sheets

Commercial proposals

Coordinate with

o

Legal (for contracts/terms)

o

Finance (pricing, EMD, BGs)

o

Operations (delivery capability)

o

Payment Terms

Participate in

o

Pre-bid meetings o

Reverse auctions (especially on GeM)

Maintain high bid-to-win ratio

1. GeM Platform Ownership

Manage end-to-end GeM operations: o

Product onboarding and catalog optimization

Public o

Pricing strategy aligned with market benchmarks o

Bid participation and RA (Reverse Auction) strategy

Ensure

o

Timely order acceptance o

Compliance with GeM SLAs o





Issue resolution (returns, penalties, ratings)

Drive GeM as a key revenue channel

1. Relationship Management & Liaising

Build and sustain relationships with: o

Government engineers (CPWD, PWD)

o

Procurement officials o

Bank project heads o

PSU purchase teams

Act as a single point of contact for key institutional clients

Regularly engage stakeholders through

o

Site visits o

Review meetings o

Industry forums

1. Order Closure & Execution

Ensure smooth transition from: o

Order booking Supply Installation (if applicable)

Coordinate with internal teams

o

Supply chain/logistics o

Project execution teams

Monitor

o

Delivery timelines o

Site readiness o

Installation/commissioning

1. Collections & Commercial Discipline

Track billing and payment cycles for: o

Government departments o

Banks and PSUs

Follow up on

o

Pending invoices o

Payment approvals

Ensure reduction in

o

DSO (Days Sales Outstanding)

1. Compliance & Documentation

Ensure adherence to: o

Government procurement norms o

Tender documentation standards

Public o

Audit and compliance requirements

Maintain repository of

o

Tender documents o

Contracts o

Approvals

1. Market Intelligence & Reporting

Track: o

Competitor participation and pricing o

Tender trends and policy changes o

Product demand across segments

Provide regular updates on

o

Sales funnel o

Tender pipeline o

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: 510 years in

o

Government / Institutional Sales o

Project Sales / B2G (Business-to-Government)

Proven experience handling

o

CPWD / PWD / AAI / PSU accounts o

Banking infrastructure projects o

GeM and tendering ecosystem

Education

Bachelors 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

Public

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 good 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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