IBMS Solution sales

Key Responsibilities

Business Growth & Strategy

• Lead IBMS sales (Building Automation, Fire Alarm, Access Control, CCTV Surveillance, etc.) across the region.
• Develop and execute a regional business growth plan aligned with resilient and high-growth segments.
• Identify, engage, and convert targeted accounts into business opportunities.

Sales & Account Development

• Drive key account development and market penetration.
• Expand revenue through cross-selling and up-selling of integrated digital building solutions.
• Establish and maintain relationships with end-users, consultants, PMCs, contractors, architects, MEP & fit-out partners.

Demand Generation & Prescription

• Collaborate with segment and prescription teams to build demand and influence specifications.
• Strengthen engagement across stakeholders to create a strong project pipeline.

Technical & Commercial Excellence

• Deliver impactful technical and solution-based presentations.
• Work with estimation teams to deliver accurate, competitive, and profitable proposals.
• Lead responses to RFPs and tenders, ensuring technical and commercial alignment.
• Negotiate contracts and commercial terms (legal, finance, payment) as per approval matrix.

Execution & Collaboration

• Ensure seamless transition from sales to project execution in coordination with Projects & Service teams.
• Collaborate with internal BUs to win building systems and modernization opportunities.

Market Intelligence & Value Creation

• Track industry trends, competitor landscape, and market developments.
• Analyze costs, sales performance, and value engineering opportunities.
• Continuously identify ways to optimize solutions and deliver greater customer value.

Key Requirements

Proven experience in IBMS / BMS / Digital Building solutions sales
Strong understanding of vendors, costing, and value propositions
Experience managing large/complex projects and enterprise customers
Excellent negotiation, presentation, and stakeholder management skills
Strategic mindset with strong analytical and problem-solving abilities

Education

• Bachelor’s degree in Engineering (Electrical / Electronics / Instrumentation / Mechanical preferred)
• MBA (Sales/Marketing/Strategy) from a reputed institute will be an added advantage