Senior Manager - Government Sales

Job Title:

Location: Guwahati, Assam

Reporting To:

About the Company

ASKA Equipment’s Pvt. Ltd. is a leading and renowned manufacturer and marketing organization in the disaster response equipment and fire & safety technologies industry. Based in Delhi with manufacturing facilities in Roorkee, Uttarakhand, we specialize in technologically advanced niche products, including fire, safety, and lighting equipment. Our client base spans government, industrial, and private sectors across India and international markets.

About the Role

Aska Group is seeking a dynamic and results-driven Sr Manager/Manager - Key Accounts to lead the development of strong relationships with key government officials and decision-makers. The ideal candidate will play a crucial role in generating tenders and securing government contracts, thus contributing to Aska Group's revenue growth. The role demands a strategic thinker with a deep understanding of government procurement processes, strong communication skills, and a proven track record in contract acquisition.

Responsibilities

Identifying Customers and Lead Generation:

• Conduct comprehensive market research to identify potential government clients and business opportunities.
• Develop targeted strategies to engage and generate leads for government contracts.

Identifying and Meeting with Key Decision-Makers:

• Build and maintain relationships with key stakeholders in government agencies and departments.
• Arrange and conduct meetings with decision-makers to understand their requirements and position Aska Group as a preferred vendor.

Developing Presentations for Decision Makers:

• Identify key decision-makers within government organizations and agencies.
• Develop and deliver persuasive presentations showcasing Aska Group’s products and solutions addressing the specific needs of government clients.

Securing Administrative and Financial Approvals:

• Navigate government administrative and financial approval processes to ensure compliance and facilitate timely contract execution.
• Coordinate with internal teams for necessary approvals during the contract negotiation phase.

Indent Generation and GeM / Tendering Process:

• Generate indents and facilitate the GeM (Government e-Marketplace) and tendering process, ensuring all specifications and procurement guidelines are followed.
• Collaborate with the procurement team to prepare competitive bids and submissions.

Managing Competitor Complaints and Securing Orders:

• Address competitors' complaints and challenges, using technical knowledge to disqualify them and secure business for Aska Group.
• Work closely with legal and compliance teams to resolve disputes and expedite order release.

Ensuring Timely Execution of Contracts:

• Oversee the timely execution of government contracts, ensuring adherence to deadlines and project deliverables.
• Work with project management and operations teams to address challenges and risks during execution.

Revenue Generation (Sales and Business Development):

• Manage the existing sales pipeline and develop new business opportunities with government agencies, PSUs, and defense organizations (e.g., State Disaster Response Forces, NDRF, DRDO, Fire Departments, Indian Army, Indian Navy, BSF, ONGC, Indian Railways, etc.).
• Create and implement strategies to generate business leads through GEM and other channels, ensuring steady business outputs.
• Take the lead in developing proposals and presentations to secure new business, promoting the unique benefits of Aska's products and services.

Strategic Business Development:

• Analyze emerging trends and government requirements to tailor Aska’s offerings in disaster management, safety, and rescue operations.
• Position Aska’s products effectively to meet the specific needs of government departments.

Frequent Travel and Client Engagement:

• Be open to traveling for up to 15 days per month, engaging with government officials, clients, and industry stakeholders to secure contracts.

Qualifications

• Educational Qualification:

  Master’s degree in Business Administration, Public Administration, or a related field.

• Experience:

  Minimum 8 years of experience in government relations, business development, or securing government contracts, preferably in the safety, disaster response, or firefighting technology sectors.

• Proven Success:

  Track record of acquiring and executing government contracts, including GeM and tendering processes.

Required Skills

• In-depth understanding of government procurement processes and contract negotiation.
• Strong networking and relationship-building skills with government officials and decision-makers.
• Exceptional communication and presentation skills, able to articulate technical concepts to non-technical audiences.
• Strategic thinking with a results-oriented approach to business growth.
• Ability to build and maintain long-term client relationships.
• Confident, persuasive, and able to influence stakeholders effectively.