Company Profile : Prama Instruments Pvt. Ltd. is an ISO 9001:2015 certified company with extensive experience in analytical laboratory requirements. The company provides products and solutions across gas management systems, microfiltration, generators and air dryers, chromatography consumables, laboratory instruments, vacuum pumps, laboratory furniture, precision engineering and turnkey laboratory solutions.

Job Purpose: The Project Sales Manager will drive B2B sales of project-based and customised solutions, with a primary focus on turnkey analytical laboratory setup projects, gas management systems, laboratory furniture, and related laboratory / industrial equipment. The role owns the project sales cycle from market mapping and opportunity identification through requirement discovery, site visits, solution coordination, costing and proposals, commercial negotiation, order closure and handover to project execution. The position will build relationships with end users, consultants, EPC contractors, architects / laboratory designers, procurement teams and other project stakeholders to achieve revenue, margin and customer satisfaction objectives.

Responsibilities:

- Project Business Development & Lead Generation

· Develop and execute territory-wise project sales plans and maintain a pipeline of upcoming laboratory, manufacturing, expansion and modernisation projects.

· Generate leads through direct prospecting, customer references, LinkedIn, industry databases, exhibitions, conferences, consultant networks and EPC / contractor relationships.

· Identify projects at an early stage and map the end user, consultant, decision-makers, project management team, procurement function and relevant influencers.

· Build and maintain a structured database of target accounts, project consultants, laboratory planners, architects, EPC firms and industrial contractors.

· Track new plants, laboratory expansions, CAPEX plans, tenders and renovation projects in assigned markets.

- Project Identification & Customer Mapping

· Develop project opportunities in pharmaceutical, chemical, food & beverage, fragrance, biotechnology, research & development, testing, environmental and forensic laboratories, oil & gas, petrochemical, academic / government institutions and industrial manufacturing.

· Map requirements for turnkey laboratory setups, gas distribution / management systems, laboratory furniture, generators and air dryers, microfiltration, laboratory instruments, chromatography consumables, vacuum pumps and precision-engineered / customized components.

· Build relationships with consultants, project management consultants, EPC companies, plant engineering teams, laboratory designers, contractors and procurement stakeholders.

· Assess project stage, estimated value, budget, specifications, competition, buying process and expected order timeline.

- Requirement Assessment & Solution Development

· Meet customers and visit project sites to understand layouts, applications, utilities, gas requirements, equipment needs, timelines and technical / commercial expectations.

· Translate customer requirements into a clear project brief and coordinate with internal technical, design, engineering, production and service teams to develop a suitable solution.

· Arrange technical presentations, product demonstrations,



site surveys and discussions with relevant subject-matter experts.

· Coordinate preparation of layouts, technical specifications, bills of quantities (BOQ), scope of supply, exclusions, delivery schedules and other proposal inputs, as applicable.

· Ensure proposed solutions align with customer specifications, applicable project requirements and Prama's product / delivery capabilities; escalate deviations or special approvals when required.

- Proposal, Tender & Commercial Management

· Prepare or coordinate technical-commercial proposals, quotations, costing inputs and project submissions in line with approved pricing and margin guidelines.

· Review tender documents, RFQs, technical specifications, BOQs and submission requirements; coordinate timely responses with internal stakeholders.

· Track tender deadlines, pre-bid queries, clarifications, technical compliance, commercial submissions and negotiation milestones.

· Coordinate with finance, technical and management teams for pricing approvals, payment terms, credit terms, warranties, delivery commitments and other commercial conditions.

· Negotiate with customers and project stakeholders within delegated authority and pursue profitable order closure.

- Project Sales Pipeline & Order Conversion

· Manage the project funnel: Lead → Qualified Project → Requirement / Site Survey → Technical Discussion → BOQ / Proposal → Tender / Quotation → Negotiation → Purchase Order → Handover → Repeat / Referral Business.

· Maintain accurate SAP records for project value, stage, probability, next action, expected closure date, competitors, decision-makers and key risks.

· Track proposal ageing, pending clarifications, stalled projects and forecasted orders; ensure every qualified opportunity has a explicit next step.

· Maintain a rolling sales forecast and achieve assigned sales, order booking, gross margin and new-account targets.

· Record reasons for lost / delayed projects and recommend corrective actions.

- Internal Project Coordination & Handover

· After order confirmation, conduct a structured handover to project execution / engineering / production / procurement / service teams, including the final scope, specifications, approved drawings, commercial terms, delivery schedule and customer commitments.

· Coordinate pre-execution meetings and support resolution of scope clarifications, customer changes and commercial issues.

· Monitor project progress with internal teams and maintain communication with the customer on milestones, dispatch, installation / commissioning where applicable, and pending dependencies.

· Escalate risks relating to scope, cost, delivery, technical feasibility or customer satisfaction promptly; avoid making unapproved commitments.

· Support collections by coordinating with customers on payment milestones and outstanding invoices in partnership with the finance team.

- Account Management & Market Intelligence





· Build long-term relationships with customers and identify cross-selling, up-selling, repeat purchase and service opportunities.

· Maintain contact with key accounts during and after project execution to encourage customer satisfaction, references and future projects.

· Monitor competitor offerings, pricing, project wins, market trends and emerging customer requirements.

· Share market intelligence and feedback with management to improve product positioning, proposal quality and business development plans.

- Reporting & Review Mechanism

· Daily: customer calls / meetings, site visits, new leads, project updates, quotations / tender submissions, follow-ups and next actions.

· Weekly: project pipeline by stage, expected order bookings, proposal status, tender calendar, site visits, risks / bottlenecks and territory-wise progress.

· Monthly: sales and order booking versus target, project-wise pipeline value, new accounts, win / loss ratio, average project value, margin performance, forecast accuracy, collections status and competitor intelligence.

Requisite Skills:

Sales & Project Skills

· B2B project sales, consultative selling, lead generation, account development and opportunity management.

· Ability to understand project buying cycles, stakeholder mapping, tender, BOQs and technical-commercial proposals.

· Commercial negotiation, pricing discipline, order closure and customer relationship management.

· Project pipeline tracking, forecasting, follow-up discipline and market research.

Technical / Commercial Skills

· Ability to understand technical products and laboratory / industrial applications, and to coordinate technical discussions with specialists.

· Working understanding of laboratory layouts, gas management systems, laboratory furniture, analytical laboratory equipment and customised engineering solutions is preferred.

· Ability to review specifications, scope of supply, delivery timelines, payment terms and commercial risks.

· MS Excel, Word, PowerPoint, CRM software, email and online prospecting tools.

Behavioural Competencies

· Solid communication, presentation, influencing and negotiation skills.

· Customer-centric approach, commercial acumen and result orientation.

· Planning, ownership, persistence, analytical thinking and problem-solving.

· Cross-functional coordination, accountability and professional conduct.

· Willingness to travel for customer meetings, site surveys, project reviews and business development.

· Candidates from other technical B2B project-sales industries may be considered if they demonstrate strong project prospecting, solution selling and order conversion capability.

Education:

· Graduate in any discipline; preference for B.E. / B.Tech, Diploma, B.Sc. / M.Sc. or MBA in Sales & Marketing, Instrumentation, Mechanical, Chemical or related technical fields.

Preferred Domain:

Preferred experience in laboratory equipment, analytical / scientific instruments, gas systems, laboratory furniture, pharmaceutical / chemical projects, industrial equipment, precision engineering, turnkey projects or technical products.

JOB LOCATION IS BASED ON GUJARAT AND INTERVIEW WILL BE SCHEDULE IN RABALE

Work Location: In person

Pay: ₹42,000.00 - ₹45,000.00 per month

Work Location: In person

📌 Sales Manager (Navi Mumbai)
🏢 Prama Instruments
📍 Navi Mumbai