Area Manager- Institutional/Bulk Sales

Responsibilities & Key Deliverables

Key Responsibility: 
Institutional & Corporate Sales
▪  Drive DG set sales (Diesel / Gas / CPCB-compliant) across institutional and corporate customers in the Western Zone ( Including Mumbai) 
▪  Develop and manage business from Institutional Customers like Banks, Retail Chains, Health Care, EPCs, real estate developers, hospitals, BFSI, data centers, infrastructure projects, utilities, and industrial customers.
▪  Generate new enquiries and expand business from existing key accounts.
▪ Understand customer power requirements and propose technically and commercially optimized DG set solutions.
▪ Influence project specifications, BOQs, and tender requirements through early engagement.

Key Account & Channel Management
▪Build strong relationships with key accounts, consultants, EPC contractors, electrical contractors, PMCs, and architects.
▪Act as the single point of contact for institutional customers within the region.
▪Track competitors, pricing trends, and market movements in the institutional DG segment.

Order Execution & Coordination
▪Own the end-to-end sales cycle from enquiry to order closure.
▪Timely order processing
▪Support recovery of payments and resolve commercial issues.

Key Deliverables
▪Achievement of monthly, quarterly, and annual institutional sales targets (revenue & volume).
▪New key account acquisition and sustained growth from existing accounts.
▪Healthy order pipeline from institutional, EPC, and PSU segments.
▪Timely order execution and commissioning adherence.
▪Strong presence and specification push in key Institutions and Infrastructure company across Mumbai.
▪Accurate sales forecasts, CRM updates, and management reports.
▪Competitive intelligence and market feedback to support product and pricing strategy.
▪Compliance with company processes, commercial governance, and ethical sales practices.

Experience

7-10 Years experience in DG field preferably handing corporate accounts in Mumbai

Industry Preferred

DG set, Industrial Machinery, Lift, Building Material, Interior Project, Pumps, Compressor

Qualifications

Graduate / Post‑graduate degree in Engineering, Marketing, or Business Management

Institutional & Project Sales Expertise
Technical Product Knowledge
Key Account Management
Commercial & Financial Acumen
Channel & Stakeholder Coordination
Negotiation & Communication Skills
 Market & Competitive Intelligence

General Requirements

▪Self-motivated and resilient, able to handle long sales cycles and multiple stakeholder negotiations
▪Customer-centric mindset with the ability to build trust and long-term relationships
▪Confident communicator with the maturity to interact with senior corporate, PSU, and consultant stakeholders
▪High integrity and professional ethics, especially in institutional and tender-driven environments
▪Adaptable and agile, comfortable working across dynamic project timelines and changing priorities

▪Graduate / Post‑graduate degree in Engineering, Marketing, or Business Management
▪Minimum 7–12 years of experience in institutional / project sales, preferably in DG sets, power solutions, capital equipment, or industrial products
▪Proven experience handling PSUs, EPCs, consultants, infrastructure projects, and large corporate accounts
▪Sound understanding of DG set applications, CPCB emission norms, and power backup solutions
▪Experience in managing long sales cycles, tendering, and project-based selling
▪Strong commercial knowledge including pricing, contracts, payment terms, and collections

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