Website:
08world.com
Job details:
Senior Manager – Technical Sales & Business Development
Product: PSA Nitrogen Generators – TriEquion™
Location: Chennai, Tamil Nadu
Territory: Pan-India
Experience: 8+ years
Engagement: Full-time
About the Opportunity
We are looking for a commercially driven and technically proficient professional to lead sales and market development for industrial PSA Nitrogen Generator systems across India.
The role is suited to an experienced Technical Sales professional who understands engineered industrial products and can translate technical specifications into practical customer solutions and business outcomes.
The successful candidate will be responsible for identifying new business opportunities, developing customer relationships, understanding application requirements, presenting technical solutions, preparing commercial proposals and converting opportunities into orders.
In addition to individual sales ownership, the role will involve supervising and mentoring a junior team member, strengthening sales processes and contributing to the expansion of the business across relevant industrial segments.
About the Product
The role focuses on PSA (Pressure Swing Adsorption) Nitrogen Generator systems, including the TriEquion™ product range.
These systems generate nitrogen on-site for industrial applications where customers require a dependable nitrogen supply with specific purity, flow and pressure requirements.
The candidate should be capable of explaining the technology, understanding the customer's process requirements and demonstrating the commercial and operational value of on-site nitrogen generation.
Key Responsibilities
1. Technical Sales & Business Development
- Drive end-to-end sales of PSA Nitrogen Generator systems across India.
- Identify, qualify and develop new business opportunities across relevant industrial segments.
- Understand customer requirements relating to nitrogen purity, flow capacity, pressure, consumption and application.
- Translate technical requirements into appropriate product configurations and commercially viable solutions, working with engineering teams wherever required.
- Conduct customer meetings, technical presentations, product demonstrations and solution discussions.
- Manage the complete sales cycle, from lead generation and requirement assessment through proposal submission, negotiation and order closure.
- Develop and maintain a healthy sales pipeline to support business growth and revenue targets.
2. Market Development & Industry Engagement
- Develop a strong understanding of the Indian market for industrial nitrogen generation systems.
- Identify target customers, high-potential industries, geographic opportunities and new application areas.
- Build relationships with plant heads, engineering teams, operations leaders, procurement stakeholders, consultants, OEMs and system integrators.
- Explore opportunities across industries such as food processing and packaging, pharmaceuticals, electronics, metal processing and laser cutting, chemicals, petrochemicals and other nitrogen-intensive manufacturing applications.
- Monitor competitor offerings, market trends, customer expectations and pricing dynamics.
- Participate in industry exhibitions, technical seminars, customer events and other relevant marketing initiatives.
- Develop territory-level sales and market-development plans to improve market penetration.
3. Technical Solutioning & Commercial Proposals
- Develop a sound understanding of PSA technology, nitrogen generation, compressed-air requirements, system capacity, gas purity and operating economics.
- Explain product functionality, technical advantages, operational benefits and application suitability to prospective customers.
- Work closely with engineering and technical teams to validate customer specifications and recommend suitable solutions.
- Prepare and present technical and commercial proposals, quotations, cost estimates and supporting documentation.
- Develop customer-specific business cases covering operating costs, potential savings, total cost of ownership and return on investment.
- Support technical clarifications, commercial negotiations and solution validation throughout the sales process.
- Ensure that proposed solutions are aligned with customer requirements, product capabilities and commercial objectives.
4. Customer Relationship Management
- Establish and maintain long-term relationships with existing and prospective customers.
- Understand customer operating challenges and position solutions based on business value rather than price alone.
- Maintain regular engagement with key accounts and track opportunities for additional systems, upgrades and repeat business.
- Coordinate with engineering, project execution and service teams during order handover and project delivery.
- Support customer satisfaction and long-term account development.
- Resolve commercial and pre-sales queries in coordination with relevant internal stakeholders.
5. Sales Strategy, Planning & Reporting
- Develop and execute annual, quarterly and monthly sales plans.
- Track sales pipeline, order bookings, revenue, conversion rates and forecast performance.
- Maintain accurate CRM records, customer information and opportunity-stage updates.
- Prepare periodic sales reports and business forecasts for leadership review.
- Evaluate the effectiveness of sales initiatives and identify opportunities to improve sales productivity.
- Contribute market intelligence and customer feedback to product, pricing and business strategy discussions.
6. Team Management & Mentoring
- Manage and guide a junior sales resource with approximately 3–5 years of experience.
- Allocate and review leads, customer follow-ups and sales activities.
- Provide technical guidance, product knowledge and coaching on consultative selling.
- Conduct periodic pipeline reviews and monitor individual and team sales performance.
- Support joint customer visits, proposal development and opportunity conversion.
- Establish disciplined processes for CRM updates, sales reporting and customer follow-up.
- Contribute to building a productive, accountable and customer-focused sales team.
Required Qualifications & Experience
- Minimum 8 years of experience in technical sales, industrial equipment sales, capital equipment sales or industrial business development.
- Demonstrated experience selling technically complex products or engineered industrial solutions.
- Proven ability to understand technical requirements and convert them into customer solutions and commercial opportunities.
- Experience managing the full sales cycle, including prospecting, solution discussions, proposals, negotiations and order closure.
- Strong customer engagement and relationship-management capabilities.
- Experience in sales planning, opportunity management, forecasting and reporting.
- Demonstrated ability to mentor or supervise junior sales professionals.
- Willingness and ability to travel extensively across India.
- Strong verbal and written communication, presentation and negotiation skills.
Preferred Technical & Industry Experience
Candidates with experience in one or more of the following areas will be preferred:
- PSA Nitrogen Generators or industrial gas-generation systems.
- Industrial gases and gas-handling solutions.
- Compressed-air systems and associated equipment.
- Process equipment, industrial machinery or capital equipment.
- Industrial automation and process technologies.
- Engineering solutions sold to manufacturing and industrial customers.
Familiarity with PSA technology, Carbon Molecular Sieve (CMS), nitrogen purity specifications, flow rates, operating pressure, compressed-air consumption and relevant industrial applications will be an advantage.
Direct experience selling PSA Nitrogen Generator systems would be particularly valuable.
Key Skills & Competencies
- Technical product understanding and consultative selling.
- Industrial market development and lead generation.
- Customer requirement analysis and solution positioning.
- Technical proposal and commercial quotation preparation.
- Negotiation and order closure.
- Pipeline management, sales forecasting and CRM discipline.
- Customer relationship and key-account development.
- Commercial awareness, including costing, margins and return on investment.
- Team supervision, mentoring and performance management.
- Planning, prioritization, communication and cross-functional collaboration.
Key Performance Indicators (KPIs)
Performance in this role will be evaluated against agreed business targets, including:
Sales & Commercial Performance
- Sales revenue and order bookings against target.
- Gross margin and commercial profitability.
- Qualified pipeline value and pipeline coverage.
- Proposal-to-order conversion rate.
- Sales forecast accuracy.
Market Development
- New customer acquisition.
- Qualified opportunities generated across target industrial segments.
- Growth in strategic accounts and geographic coverage.
- Development of effective customer, consultant, OEM and channel relationships.
Sales Execution
- Timeliness and quality of proposals.
- Opportunity progression and sales-cycle effectiveness.
- Accuracy of CRM data and reporting.
- Customer feedback and successful handover of orders to delivery teams.
Team Effectiveness
- Productivity and performance of the junior sales resource.
- Quality of pipeline reviews, coaching and follow-up discipline.
- Achievement of agreed team objectives.
Targets and weightages will be defined in line with business priorities and the annual sales plan.
Ideal Candidate Profile
The ideal candidate is a technically strong, commercially minded professional who can engage confidently with both engineering teams and business decision-makers.
They should be comfortable discussing technical specifications, identifying customer applications, demonstrating measurable business value and leading negotiations through to order closure.
They must also have the maturity to manage a junior resource, establish sales discipline and independently drive market development across India.
We are looking for a professional who can understand the technology, communicate its value and turn that understanding into sustainable business growth.
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