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 Sales Manager will be responsible for generating new business opportunities through systematic outbound sales activities, identifying prospective customers, establishing contact with key decision-makers, understanding technical requirements, generating qualified leads and converting prospects into customers.
The role will focus primarily on B2B sales of Prama's laboratory, gas management, analytical and industrial products and solutions across pharmaceutical, chemical, food, fragrance, forensic, environmental, oil & gas, research and other industrial sectors. The position will be responsible for achieving sales targets through cold calling, email campaigns, LinkedIn prospecting, database development, customer visits, lead nurturing, quotation follow-up and relationship building.
Responsibilities:
1. Outbound Lead Generation
- Develop and execute daily, weekly and monthly outbound sales plans.
- Generate new B2B leads through:
- Cold calling
- Email campaigns
- LinkedIn
- Industry databases
- Online research
- Existing customer references
- Industry directories
- Exhibitions and conferences
- Dealer/distributor references
- Build and continuously update a database of prospective customers.
- Identify companies having potential requirements for laboratory equipment, gas systems, generators, analytical instruments and related solutions.
- Conduct systematic follow-ups with prospects until conversion or closure.
2. Prospect Identification & Customer Mapping
Identify and map potential customers in sectors such as:
- Pharmaceutical
- Chemical
- Food & Beverage
- Fragrance
- Biotechnology
- Research & Development
- Testing Laboratories
- Environmental Laboratories
- Forensic Laboratories
- Oil & Gas
- Petrochemical
- Academic & Research Institutions
- Government laboratories
- Industrial manufacturing companies
3. Sales Development
- Understand customer requirements and identify appropriate Prama products/solutions.
- Qualify leads based on requirement, budget, authority, timeline and application.
- Conduct initial product presentations over phone/video meetings.
- Coordinate with technical/product teams for detailed technical discussions.
- Arrange customer meetings and product demonstrations wherever required.
- Prepare and send quotations in coordination with the sales/technical team.
- Follow up on quotations systematically.
- Negotiate commercially within approved company guidelines.
- Convert qualified opportunities into orders.
- Maintain a healthy sales pipeline.
4. Business Development
- Identify new geographical markets and customer segments.
- Develop new accounts and increase penetration in existing accounts.
- Identify cross-selling and up-selling opportunities.
- Generate opportunities for customized and turnkey solutions.
- Identify opportunities for annual/repeat purchases such as chromatography consumables and other recurring requirements.
- Develop relationships with consultants, EPC companies, laboratory designers and project consultants.
- Explore dealer/distributor opportunities in assigned territories.
- Monitor competitor activities, pricing and market trends.
- Provide regular market intelligence to management.
- Prama also provides turnkey laboratory solutions and has experience in laboratory setup projects, including gas management and laboratory furniture solutions.
5. Sales Pipeline Management
The manager will be responsible for maintaining a clearly defined sales funnel:
Lead → Contacted → Qualified → Requirement Identified → Meeting → Technical Discussion → Quotation → Follow-up → Negotiation → Order → Repeat Business
Responsibilities include:
- Maintain accurate CRM records.
- Update lead status on a daily basis.
- Track quotation ageing.
- Identify stalled opportunities.
- Prepare weekly pipeline reports.
- Maintain forecast for expected orders.
- Ensure no qualified lead is left unattended.
- Track lost opportunities and record reasons for loss.
6. Customer Relationship Management
- Develop long-term relationships with customers and prospects.
- Conduct regular follow-ups with existing customers.
- Identify additional product requirements from existing accounts.
- Coordinate with service and technical teams to resolve customer concerns.
- Ensure smooth handover of confirmed orders to the execution/service team.
- Collect customer feedback and share it with management.
- Generate references and repeat business from satisfied customers.
7. Reporting: The Sales Manager will submit:
Daily Reports
- Calls made
- New leads generated
- Customers contacted
- Meetings scheduled
- Quotations generated
- Follow-ups completed
- New opportunities created
Weekly Reports
- Lead generation
- Lead-to-opportunity conversion
- Opportunity pipeline
- Quotation status
- Expected orders
- Lost opportunities
- Customer meetings
- Territory-wise performance
Monthly Reports
- Sales achieved vs target
- New customers acquired
- Conversion ratio
- Pipeline value
- Average order value
- Sales forecast
- Product-wise sales
- Customer/industry-wise sales
- Outstanding opportunities
- Market/competitor intelligence
Requisite Skills:
1. Sales Skills
- B2B sales
- Outbound sales
- Cold calling
- Lead generation
- Consultative selling
- Negotiation
- Closing techniques
- Customer relationship management
- Pipeline management
2. Technical/Commercial Skills
- Ability to understand technical products
- Ability to understand laboratory/industrial applications
- Ability to explain product benefits in commercial terms
- Quotation and commercial proposal understanding
- Competitor analysis
- Market research
3. Digital Skills
- CRM software
- MS Excel
- MS Word
- PowerPoint
- Email marketing
- LinkedIn prospecting
- Internet-based lead generation
4. Behavioural Competencies
- Strong communication skills
- High energy and initiative
- Result orientation
- Strong follow-up discipline
- Commercial acumen
- Customer-centric approach
- Persuasive communication
- Negotiation ability
- Analytical thinking
- Persistence
- Ability to work with targets
- Ability to work independently
- Team collaboration
- Professional telephone etiquette
Desired Skills:
Education:
Graduate in any discipline (Preferred B.E./B.Tech, B.Sc., M.Sc., MBA – Sales & Marketing), Diploma/degree in instrumentation, mechanical, chemical or related technical fields, Candidates with technical education combined with B2B sales experience will be preferred.
Relevant Experience:
4–8 years of relevant experience in B2B sales development.
Preferred experience in:
- Laboratory equipment
- Analytical instruments
- Scientific instruments
- Pharmaceutical equipment
- Industrial equipment
- Gas systems
- Chemical industry
- Engineering products
- Industrial consumables
- Technical products
Pay: ₹50,000.00 - ₹80,000.00 per month
Work Location: In person
