Regional Sales Leader

Howell Protection Systems India Pvt. Ltd. · India

Job Description – Regional Sales Leader (West)

Mumbai / Maharashtra

ELV System Integration | Electronic Security | Fire & Life Safety | Smart Buildings |

Reporting To

National Sales Director

Role Summary

The Regional Sales Leader will be responsible for driving business growth, market expansion, strategic account management, and revenue generation across the Western Region. The role requires a seasoned sales professional with extensive experience in the System Integration industry, managing large-scale ELV and technology infrastructure projects across commercial, industrial, healthcare, hospitality, government, data centre, and infrastructure sectors.

The incumbent will lead regional sales operations, develop key customer relationships, collaborate with consultants and PMCs, and ensure achievement of sales and profitability targets.

Key Responsibilities

Business Development & Revenue Growth

• Develop and execute regional sales strategies to achieve annual revenue and profitability objectives.
• Generate new business opportunities for ELV and Integrated Security Solutions.
• Drive order booking targets and maintain a robust sales pipeline.
• Identify and penetrate new markets, verticals, and strategic accounts.

Strategic Account Management

• Build and maintain relationships with corporate clients, developers, consultants, architects, PMCs, EPC contractors, and government agencies.
• Engage with CXOs, project stakeholders, and decision-makers to position integrated solutions.
• Drive customer retention and account expansion initiatives.

Solution Selling

Promote and sell integrated solutions including:

• CCTV Surveillance Systems
• Access Control Systems
• Fire Detection & Alarm Systems
• Public Address & Voice Evacuation Systems
• Building Management Systems (BMS)
• Networking & Structured Cabling
• Data Centre Solutions
• Video Analytics & AI-Based Security Solutions
• Perimeter Security Systems
• Smart Building Technologies

Team Leadership

• Lead and mentor Business Development Managers, Key Account Managers, and Sales Engineers.
• Conduct regular sales reviews and performance evaluations.
• Build a high-performance sales culture focused on accountability and results.

Tendering & Commercial Management

• Collaborate with Pre-Sales and Engineering teams for solution design and proposal preparation.
• Participate in commercial negotiations and contract finalization.
• Ensure profitability and compliance with organizational policies.

Market Intelligence

• Monitor market trends, competitor activities, pricing structures, and emerging technologies.
• Develop strategic plans to enhance market share across the region.

Cross-Functional Collaboration

• Work closely with Projects, Procurement, Operations, Finance, and Service teams to ensure seamless project execution and customer satisfaction.

Educational Qualification

• Bachelor's Degree in Engineering (Electrical, Electronics, Telecommunications, Instrumentation, IT, or related discipline).
• MBA (Marketing / Sales) preferred.

Experience

• 12–18 years of experience in ELV System Integration, Electronic Security, ICT Infrastructure, or Building Technology solutions.
• Minimum 5 years in a leadership role managing regional sales operations.
• Proven experience handling annual business volumes of ₹50–100 Crores or higher.
• Strong network among consultants, PMCs, EPC contractors, developers, and enterprise clients across Western India.

Required Competencies

Technical Competencies

• ELV Systems Knowledge
• Solution Selling
• Tender Management
• Contract Negotiation
• Commercial Acumen
• CRM Management
• Project Sales

Leadership Competencies

• Strategic Thinking
• Team Building
• Customer Centricity
• Influencing & Negotiation
• Business Planning
• Decision Making
• Stakeholder Management

Key Performance Indicators (KPIs)

Financial

• Revenue Achievement (%)
• Gross Margin Achievement
• Order Booking Value
• Regional Profitability

Sales

• New Customer Acquisition
• Conversion Ratio
• Pipeline Coverage Ratio
• Forecast Accuracy
• Key Account Growth

Operational

• Collection Efficiency
• Customer Retention Rate
• Proposal-to-Order Conversion
• Project Handover Success Rate

Leadership

• Team Productivity
• Employee Retention
• Succession Readiness
• Sales Team Capability Development

Preferred Candidate Profile

• Strong understanding of the System Integration business model.
• Experience working with leading ELV/System Integration organizations.
• Proven ability to manage large and complex solution sales cycles.
• Excellent communication, presentation, and negotiation skills.
• Willingness to travel extensively across the Western Region.

Compensation

Best-in-industry fixed compensation along with performance-linked incentives, leadership bonus, medical insurance, travel reimbursement, and other benefits as per company policy.