Company Description
Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.
Smiths Detection, is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.
Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.
This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.
Job Description
Job Description
This role will be within the OE (Original Equipment) Sales Team and based out of East (preferably Kolkata) and responsible for driving sales (order intake and revenue) growth across the East and North-Eastern region of India across the Urban Security and Critical Infrastructure domains. The role encompasses customer interactions and backend processing responsibilities. The candidate will be responsible for the entire solutions sales cycle including lead generation (hunting), prospecting and qualifying opportunities, preparing costing sheets, generating quotes and bid submissions, participating in techno-commercial discussions and sales negotiations with customers and key accounts, conducting product presentations, and driving sales opportunities to closure and finalizing orders. Proficient in technical aspects and adept at tailoring solutions to local requirements when necessary. The Urban Security Asst. Sales Manager will drive business growth across the East and North-Eastern region of India in the urban security segment, focusing on government, smart cities, metro rail, critical infrastructure, premium commercials, hospitality, law enforcement, and high-risk public venues. The role requires strong consultative & value based selling skills, relationship building skills, strong commercial acumen, government liaison experience, and technical understanding of security screening solutions.
Duties & Responsibilities:
Responsibilities:
1. Business Development & Sales Growth:
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Prospecting and generate qualified sales opportunities, Manage customer interaction in assigned territories and responsible for end-to-end sales cycle of technical solutions and products.
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Responsible for generating and preparing quotations and bid proposals, tenders & RFPs, Preparing bid approval forms, quote & bid proposal submissions.
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Responsible to work with all key consultants and influencers in the industry to drive prolific technical specifications in the tenders and RFPs.
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Prepare weekly MIS reports and KPI dashboards related to assigned customers and sales targets for the region.
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Responsible for closely and harmoniously working with cross functional teams to achieve mutual success with complete ownership, with responsibility for entire sales closure cycle until cash realization.
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Exposure and experience of working closely with technology solutions system integrators.
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Develop and execute a strategic sales plan for Urban Security solutions within the assigned territory.
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Identify and pursue new business opportunities in government, homeland security, police, metro, smart city, metro rail, premium commercials, hospitality, law enforcement, high-risk public venues, critical infrastructure sectors and new emerging markets adjacencies.
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Achieve the assigned annual sales targets, revenue goals, and profitability objectives.
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Manage the complete end-to-end sales lifecycle and complete prospect-to-bid cycle — from lead generation to closure and post-sales coordination.
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Build and maintain strong relationships with senior officials, procurement heads, and decision-makers.
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Develop long-term engagement strategies for strategic and high-value accounts.
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Monitor tender pipelines and manage bid participation, proposal submission, and contract negotiations.
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Ensure compliance with public procurement norms and documentation requirements.
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Present and demonstrate security screening systems (X-ray scanners, explosives trace detectors, etc.).
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Coordinate with technical, pre-sales, service, and project teams for solution design and execution.
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Work closely cross-functional with finance, legal, OTI and supply chain teams during contract finalization.
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Demonstrate strong integrity and ensure compliance with company policies and regulatory requirements.
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Provide regular sales forecasts, pipeline updates, and performance reports to the Senior Regional Sales Manager.
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Maintain CRM updates and ensure accurate sales documentation.
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Candidate to have sound knowledge of equipments sales, Order verification with respect to commercial proposal submitted to customer vs. order received, and releasing the technically & commercially clean purchase order to the Sales Administration team for further processing to OTI team for sales order booking.
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Candidate will be responsible for ensuring proper coordination between all internal and external stakeholders and timely response & closure of the open action items.
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Candidate will also be involved in technical demonstrations and POCs to customers across various segments Smiths Detection operates in.
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Candidate will be responsible for generating and maintaining quality sales funnel 3X of the assigned sales quota at any given time.
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Responsible to build a strong CRM with mid and senior level at the customer end while develop and drive a strong rapport and relationship with working level people at customer’s organization. Drive every sales pursuit with utmost ownership and accountability and with swift responsiveness to customers.
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To ensure the Smiths Code of Corporate Responsibility and Business Ethics is upheld in all activities.
Qualifications
Skills and experience:
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Bachelor’s degree in Engineering (Electrical, Electronics, Instrumentation Engineering) (MBA preferred).
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8–10 years of proven B2G/B2B sales experience in Security Systems, Surveillance, Defence, Infrastructure, or related industries.
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Good experience and exposure of working on tenders and RFPs including govt. tenders.
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Strong Communication for negotiating deals and client interactions
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Strong analytical abilities to interpret data, track KPIs like conversion rates and forecast trends.
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Prior experience of working in SAP and CRM environment and data analysis & presentation is must.
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Technical bent of mind and sound understanding of technology driven solutions and digital offerings.
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Good relationship management skills with sound commercial acumen and the ability to orchestrate and drive sales closures with good objection handling skills.
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A go-getter with solution seeking approach and attitude.
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Sound knowledge of MS-Excel and skilful in working on cost-estimations for customer quotations.
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Demonstrates a strong focus on customer satisfaction and determination to meet assigned sales objectives and deliverables.
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Strong proficiency on PowerPoint, Excel, MS Office, AI Tools to develop content based on data to prepare various sales MIS reports.
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Hands-on experience with Salesforce CRM/module and sales funnel management.
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A passionate, self-motivated and adaptive individual with zeal to learn and grow.
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Meticulous and structured individual with consultative & value based selling approach.
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Experience of working with Govt. departments, PSUs, Premium Commercials, Corporates, EPCs, MSIs.
Additional Information
Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.
Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.
We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.
At no time during the hiring process will Smiths Detection, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website.
