Sales Manager

Overview

???? Job Opportunity: Sales Manager – Airports & Defense
Company: Vardhman
Location: Delhi, India
Reference No: VAS/JD/2021/12
Reports to: Sales Director
Job Type: Full-time

✈️ Position Summary

The Sales Manager – Airports & Defense will report directly to the Sales Director and play a key role in driving sales across Airport and Defense sectors throughout India. This includes working with key clients such as Airports Authority of India, DIAL, MIAL, BIAL, CIAL, Adani, and military/paramilitary forces (e.g., MES, Air Force, Navy, Army). The role encompasses sales of advanced airport systems and defense-related infrastructure across airbases, airstrips, and helipads.

???? Key Responsibilities

• Oversee the complete techno-commercial sales process:

  • Customer meetings

  • Requirement gathering

  • Tender participation and specification

  • Bid preparation support

  • Attending bid meetings

  • Finalizing terms and negotiating to become L1

• Customer Relationship Management across various departments and levels

• Develop and maintain a robust sales pipeline, engaging from the pre-bid stage

• Conduct regular visits and technical/commercial presentations to clients

• Influence tender specifications and coordinate competitive bids

• Manage stakeholders and vendor/customer negotiations

• Submit weekly/monthly/quarterly reports to the Sales Director

• Frequent travel across India as needed

???? Knowledge & Skills

Educational Qualification:

• B.E. or Diploma in Electrical, Electronics, or Computer Science Engineering

Experience:

• Minimum 5 years in sales of:

  • Airfield Lighting Systems

  • Control Monitoring Systems

  • Advanced Visual Docking Guidance Systems (AVDGS)

  • Electrical Substations

  • ELV Systems

Technical Knowledge:

• Familiarity with:

  • Airport Terminal & Landside systems (HVAC, IBMS, CCTV, FAS, PAVA, etc.)

  • Airside systems (AGL, AVDGS, Crash Fire, GPU, PCA, etc.)

  • ATM solutions (ATFMS, ASR/MSSR/SMR, VCS, DVTR, Nav-Aids, etc.)

  • Cityside & Security systems (UVSS, Bollards, Parking, Cargo Handling, etc.)

• Deep understanding of ICAO Annex-14, DGCA CAR, Aerodrome Design Manuals (Parts 4 & 5)

• Expertise in tender terms and conditions (GCC, SCC, PQ, LD, MOU, MAF, etc.)

Soft Skills:

• Excellent communication (written & verbal)

• Strong negotiation and presentation skills

• Team leadership and coaching abilities

• Customer-focused and results-driven

• Self-motivated, proactive, and adaptable

Tools & Platforms:

• Proficient in Microsoft Office Suite, CRM tools, MS Teams, and collaboration platforms

⚙️ Additional Competencies

• Operational Analysis & Decision-Making

• Execution & Risk Management

• Customer Relationship Development

• Influencing & Persuasion

• Effective Communication

• Drive for Results

Note: Occasional travel required for client meetings and requirement gathering.

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