DGM - IBMS Sales

* We are looking for a dynamic Deputy General Manager - IBMS Sales to drive growth of our Digital Building solutions across the North & West regions.

This role will focus on expanding our footprint across key segments such as Life Sciences, Food & Beverage, Data Centers, Real Estate, Hospitality, Healthcare, and IT/ITES, converting opportunities into strong business outcomes.
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

Professional Experience


* 12-18 years of experience i...