IBMS - Channel sales

Key Responsibilities

• Drive sales growth for Building Management Systems and allied building technologies across West India through channel partners and key market stakeholders.
• Develop and manage relationships with channel partners, distributors, system integrators, consultants, PMCs, contractors, architects, end users, and other influencers.
• Create and execute regional business plans aligned with target market segments and growth priorities.
• Identify new business opportunities, build a healthy project pipeline, track opportunities, and drive conversion into orders.
• Deliver solution presentations and articulate the technical and commercial value proposition of Schneider Electric offerings.
• Support partners on tenders, estimation, pricing, bid responses, proposals, and contract negotiations in coordination with internal teams.
• Drive cross-selling, up-selling, modernization, and digital building solution opportunities.
• Collaborate with sales, prescription, project, service, finance, and product teams to ensure successful project closure and execution.
• Monitor market trends, competitor activities, customer requirements, and partner performance to strengthen market presence and regional strategy.
• Manage key accounts and strategic customer relationships to enhance business growth.

Key Success Metrics

• Order intake and revenue growth in the West region.
• Channel partner productivity and new partner development.
• Pipeline generation, opportunity management, and conversion ratio.
• Growth in key accounts and focus segments.
• Tender win rate and project closures.

Desired Candidate Profile

The ideal candidate should have experience in channel sales, solution sales, or business development within building technologies, electrical automation, HVAC, security, fire detection, access control, consumer durables, software sales, or allied industrial segments. The role requires strong relationship-building capabilities, field sales execution, partner development, consultant engagement, and strategic sales planning.

Education

• Bachelor's degree in Engineering (Electrical, Electronics, Instrumentation, Mechanical, Automation) or Science.
• MBA in Sales/Marketing preferred.

Experience

• 5-10 years of experience in channel sales, project sales, or solution sales.
• Experience in BMS, HVAC controls, Fire Detection, Security, CCTV, Building Automation, Refrigeration Controls, Lighting Controls, Real Estate, Consumer Durables, or related industries preferred.
• Experience handling the West India market and channel ecosystem is desirable.

Skills Required

• Channel sales and partner management.