Sales Manager Fall Protection & National Key accounts | Personal Safety Division

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Role Summary

This position will be responsible for driving sales growth and market expansion for Fall Protection solutions across industries such as Construction, Infrastructure, Manufacturing, Warehousing, Oil & Gas, Power, Telecom, and Renewable Energy. The role involves developing strategic relationships with end users, consultants, EPC contractors, safety professionals, and channel partners to promote fall protection systems, height safety solutions and compliance-driven safety programs. Role also involves managing fire protection & SCBA business as well as National Key Accounts.

This position will also drive Personal Safety Division business in strategic Key accounts and emerging segments.

Business Development & Sales Growth

· Develop and execute business growth strategies for fall protection products and engineered safety solutions.

· Identify and secure new business opportunities across key industrial segments.

· Build a strong project pipeline through direct customer engagement and market intelligence.

· Drive specification selling by engaging consultants, architects, safety managers, and project owners.

· Achieve revenue, margin, and market share targets.

· Ensuring that the project delivery is as per specifications and timelines by co-ordinating with the customer, distributor and installers.

· Identify segment speciality channels for developing fall protection.

· Developing capabilities and coverage of installers across the country.

· Replicate successes and best practices from APAC to India customers.

· Establish connect with EHS managers, Plant heads, Project heads and Procurement teams within the plant

· Co-ordinate with the central team for replicating project at multi location plants in India.

· Conduct joint customer visits and business planning with channel partners.

Team Management & Collaboration

• Drive team of regional fall protection specialists for delivering results
• Guide and improve capabilities of Area Managers reporting under regional managers of core PPE for delivering fall protection business plan
• Collaborate with technical and marketing team to design winning programs, customer engagements for driving business goals.
• Work with inventory planning and supply chain teams for material forecasting, inventory management and securing timely supplies to the customers as per the timelines committed.

Promote comprehensive fall protection solutions including

o Horizontal Lifeline Systems

o Vertical Lifelines

o Anchorage Systems

o Roof Safety Solutions

o Confined Space Equipment

o Rescue Systems

o Personal Fall Arrest Systems (PFAS)

· Conduct site surveys and identify safety risks related to working at height.

· Develop technical proposals and solution recommendations aligned with applicable standards.

· Conduct inhouse presentations for the proposals prepared to align multiple stakeholders at the customer.

· Conduct safety awareness programs, product demonstrations, and customer training sessions.

· Participate in safety conferences, exhibitions, and industry forums.

Key Performance Indicators (KPIs)

· Revenue Growth

· New Account Acquisition

· Project Wins

· Pipeline Development

· Channel Partner Expansion

· Safety Training Programs Conducted

National Key Account and emerging market segment Management

· Drive entire personal safety division portfolio in identified key accounts and emerging segments.

· Connect with key stake holders, build relationships and build a business plan

· Driving short term and long term business plan in these customers through the support of Area Sales Managers

· Develop annual rate contracts by co-ordination with corporate EHS & procurement team for all India plants and facilities.

· Participate in industry events for positioning 3M as a knowledge partner, innovative solution provider with the emerging markets

Fire protection & SCBA Business

· Drive SCBA business in industrial customers for fire fighting and emergency purposes.

· Develop speciality channel to promote SCBA business

Desired Skills

· Consultative and solution-selling approach.

· Strong understanding of industrial safety regulations.

· Excellent presentation and negotiation skills.

· Ability to engage senior decision-makers and technical stakeholders.

· Team management

· Project management and channel development capabilities.

· Proficiency in CRM tools and sales planning.

Qualifications

· Bachelor’s degree in engineering, Safety, Mechanical, Civil, Industrial, or related field.

· MBA preferred.

· Certification in Occupational Safety or Fall Protection is advantageous.

Experience

15-20 years of B2B industrial sales/business development experience.

Experience in

· Fall Protection

· PPE

· Industrial Safety

· Proven track record in project sales and specification selling.

Location

Bengaluru or Mumbai

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