Institutional Sales Manager

Role & responsibilities

Job Title: Regional Manager - Government Sales (South India)
Department: Sales & Marketing

Key Responsibilities:

Sales & Business Development

• Drive sales of Test Lanes, Washing Equipment, Garage and Service Equipment to state and central government departments including State Transport Undertakings (STUs), Public Works Departments, Police, and Transport Departments.
• Regularly visit transport depots, RTOs, STU workshops, and government maintenance facilities to understand requirements and identify sales opportunities.
• Conduct competitor analysis and position company products effectively based on unique selling points and customer needs.

Tender Management

• Actively participate in the entire tendering process from lead generation, pre-bid meetings, document preparation, to final submission and follow-up.
• Track upcoming tenders via government portals and proactively coordinate for specification approvals and inclusion of company products.
• Collaborate with internal tendering and legal teams to ensure compliance and accurate documentation.

Stakeholder Coordination

• Work closely with local dealers and their sales/service teams to ensure smooth customer engagement and product demonstrations.
• Liaise with internal departments including factory, logistics, and finance for timely supply and installation of equipment.
• Ensure prompt resolution of technical or commercial issues with the support of technical teams.
• Develop and maintain strong working relationships with key decision-makers within STUs and other government bodies to support business development and long-term growth.

Post-Sales Support

• Monitor installation, commissioning, and training at customer sites.
• Strictly follow up on outstanding payments, ensuring adherence to commercial terms and minimizing receivables.
• Maintain long-term customer relationships for repeat business and reference sales.

Reporting & Strategy

• Prepare monthly and quarterly sales reports, visit logs, competitor intelligence, and project updates.
• Develop region-specific strategies to improve market share and win rate in government business, with a specific focus on increasing penetration within STUs.

Key Requirements

• Experience: 12+ years in government sales, preferably in the automotive or capital equipment industry, with direct experience in dealing with State Transport Undertakings being a significant advantage.
• Education: Diploma or bachelors in mechanical / Automobile Engineering or related discipline.

Skills

• Strong understanding of government procurement processes and e-tendering platforms (e.g., GeM, eProcurement portals).
• Excellent communication, negotiation, and interpersonal skills.
• Willingness to travel extensively across South India.
• Self-motivated with strong follow-up and closure skills.

If interested, kindly share your updated cv to Srinivas.rajappa@ats-elgi.com