Zonal Sales Manager

Job Description

Zonal Sales Manager Shield IoT-BMS 4.0/Industrial Utility Monitoring Solution Who We Are At Tor.ai Limited, we are at the forefront of the industrial IoT revolution. We are India's largest industrial IoT company. As industry leaders, we empower businesses with cutting-edge IoT devices, innovative applications, and advanced analytics solutions. We believe that a data-driven world will make business more efficient, employees more engaged, and the environment more sustainable. With this purpose, we have set our mission to connect 1 billion devices across industries and drive meaningful change. Working at Tor.ai means you'll help define the future of industrial operations and be on a team that is solving core grassroots problems, e.g., IoT remote monitoring solutions for utilities that include energy, water, HVAC, backup power, etc., for manufacturing facilities. Join us to make an impact. Job Title: Zonal Manager- Sales Location: Pune/Chennai Reporting To: India sales Head-Shield About the role: Promotion of Tor Shield BMS 4.0/Industry 4.0: Promote Tor Shield offerings portfolio within assigned vertical markets and segments by encompassing both existing and new customers. This will be a solution sale, which is offered only through channel partnership engagement, which includes the process of prospect identification, assessment, installation, and commissioning support. Market segment: Manufacturing plants, food and beverages, power & energy, hospitals & building, oil & gas, public sector units, data centers, telecom, and pharma. Stakeholder Engagement: Identify, reach, and engage key decision-makers and influencers through existing relationships, networking, personal connections, client references, and industry events. Key stakeholders: MEP consultant, building consultant and contractor, energy consultant, ESG consultant, energy managers, plant maintenance heads, and digitization leaders. Channel Partners Engagement: Identify and develop suitable channel partners and system integrators as per defined guidelines to promote Tor Shield offerings. Business Strategy Development: Formulate digital sales business strategies, generate new leads, and identify and qualify opportunities for upselling and cross-selling to generate additional business. Collaboration with Technical Teams: In cases of customer-specific development needs, collaborate with the technical team to define prototypes and proofs of concept. What to sell : The primary role is to promote "solution sales." The solution sales refer to the Tor Shield industrial IoT 4.0, which offers BMS 4.0 and industrial utility monitoring. The solution offered will be a full-stack solution. (assessment to installation & commissioning). Product lin e: Tor Shield is a full-stack remote monitoring solution for BMS and industrial utilities. This application includes an industrial-grade edge computing IoT device and cloud-based application. Internal Stakeholders : Product Management, Finance, Presales & Marketing, and customer support. Key Responsibilities Client Relationship Management: Develop and nurture robust relationships with key clients in the market segment mentioned by analyzing clients' business objectives and challenges and communicating our solutions to address their unique needs effectively. Lead Generation : Proactively identify and cultivate new business opportunities within the hotel, mall, and education sectors, expanding our client base. Also, implement effective lead generation strategies to build a sustainable pipeline for potential clients. Product Knowledge : Showcase a profound understanding of our product, articulating their value propositions convincingly to clients. Stay abreast of industry developments, ensuring our offerings remain competitively positioned within the market. Negotiation and Closing: Lead negotiations and effectively close deals with clients, skillfully navigating discussions to secure agreements that are mutually advantageous. Collaboration : Foster seamless collaboration with cross-functional teams, including marketing, business development, product development, and customer support, to align strategies and exceed client expectations. Reporting and Analysis: Produce regular, comprehensive sales reports, forecasts, and analyses for the management team. Utilize data-driven insights to identify areas for improvement and implement strategic corrective actions. Essential Qualifications and Skills Required Minimum 4 years of experience in solution sales and account management, especially in the above-mentioned market segments. Knowledge and experience in selling BMS, industrial automation, SCADA, and DCS and an energy management application with an IoT ecosystem will be an added advantage. Strong understanding of o Edge Industrial IoT gateway o Field device and IO interface o Sensors and industry protocols o Power system and automation ecosystem o SaaS and software implementation processes Should have experience with process-driven organizations and hands-on experience with CRM tools. Scout for channel partnership/dealer opportunities. Excellent communication, negotiation, and problem-solving skills. Data-driven and proficient in using/developing customer success metrics. A bachelor's degree in electrical engineering or relevant educational qualification. Minimum criteria for job profile 1. Applicants should have sale experience in energy/power/industry automation. companies. 2. Domain knowledge from the power & energy/industry automation sector is a must. 3. Should have hands-on/solution selling experience with any of the building management system/energy management solution/industry SCADA or DCS systems. 4. Qualification should be from an engineering background - electrical/electronics/instrumentation. Business management would be an added advantage. 5. Familiarity with HVAC and Building Management System (BMS). Knowledge of common HVAC and electrical building codes, IoT, cloud offerings, and Industry 4.0. 6. Have a proven track record and technology expertise to drive solutions and services around digital and data-driven services, energy and asset performance services, predictive maintenance analytics, fault detection and diagnostics, system performance monitoring and reporting, and building performance optimization. 7. Have the willingness and flexibility to travel up to 50% of the time, domestically as required. 8. Sales Funnel Development: Develop a sales funnel and consistently meet sales quotas. 9. Sales Process: Understand and follow sales processes to generate revenue and renew subscriptions. 10. Customer Relationship Management: Build and promote strong, long-lasting customer relationships by partnering with customers and understanding their needs. 11. Competition Insight: Maintain a deep understanding of markets, customers, and competitors to effectively meet target needs and drive sales. 12. Sales Forecasting: Accurately forecast annual, quarterly, and monthly sales. 13. Minimum experience: 4+ years Please apply at: https://forms.gle/fuj8sLC9F8Cig3Cy7