Manager / Sr. Manager Sales - Industrial Sensors & Machine Building

Reporting To - Director / Managing Director

Travel Requirement

High - Domestic travel across Central India, OEM sites, customer plants

Target Segments

Industrial OEMs, System Integrators, Automotive Tier-1 & Tier-2, Process & Discrete Mfg.

Position Summary The Sales Manager - Industrial Sensors & Machine Building is a senior techno-commercial leadership role within the Machine Building Division, headquarters at Nagpur. The incumbent will be responsible for driving revenue growth through the strategic sale of industrial sensors, automation components, and custom machine-building solutions to OEM and industrial customers across Central India and assigned territories.

This role demands a combination of deep engineering domain expertise and high-impact commercial acumen. With a minimum of 15 years of industry-specific experience, the candidate is expected to function as the technical authority and commercial champion for the division.

Key Roles & Responsibilities

Business Development & Revenue Growth

• Drive sales of industrial sensors (proximity, photoelectric, inductive, capacitive, encoders, safety sensors), automation components, and machine-building solutions across assigned territory.
• Identify, qualify, & develop new OEM accounts, system integrators, EPC contractors, and end-user industrial customers.
• Develop and execute territory-specific business plans with clearly defined growth targets, customer acquisition strategies, and revenue milestones.
• Achieve & exceed annual and quarterly revenue & order booking targets with consistent contribution margin discipline.
• Track and exploit emerging opportunities in segments such as semiconductor packaging, food & beverage automation, and pharmaceutical machinery.
• Expand the division's market share in Central India; build a structured pipeline of high-value accounts.

Techno-Commercial Sales & Solution Selling

• Conduct in-depth application engineering discussions with customers to understand machine specifications, cycle parameters, environmental conditions, and sensor/automation requirements.
• Translate customer application needs into precise technical solution proposals.
• Prepare and present comprehensive techno-commercial proposals, RFQ responses, BOMs, and total cost of ownership.
• Lead commercial negotiations on pricing, payment terms, delivery schedules, and warranty/SLA provisions.
• Support customers through specification finalization, product approval processes, & engineering change management.
• Demonstrate mastery in application-level selling articulating ROI, uptime improvement, and productivity gains over competitor or conventional solutions.

Key Account Management

• Establish and sustain strategic partnerships with flagship OEM and industrial accounts; serve as the single point of contact for major relationships.
• Conduct structured quarterly business reviews, presenting performance data, roadmaps & value-delivery summaries.
• Manage escalations, quality concerns, delivery issues with urgency and professional finesse.
• Negotiate and close long-term supply agreements, frame contracts, and preferred vendor status arrangements.

Technical Pre-Sales & Application Engineering Support

• Conduct technical seminars, product demonstrations, and trials at customer facilities and R&D/testing labs.
• Collaborate with internal R&D, application engineering, and production teams to develop customized sensor or machine-building solutions for complex or non-standard customer requirements.
• Interpret and review engineering drawings, machine layouts, and electrical schematics to validate solution feasibility.
• Provide post-selection technical support during customer machine trials.
• Gather Customer inputs & document application learnings for product development feedback to the engineering team.

Sales Planning, Forecasting & CRM Discipline

• Maintain a pipeline with accurate stage-wise opportunity data, probability assessments, and expected order dates.
• Submit reliable sales forecasts; monitor order conversion ratios & take corrective action on slippage.
• Provide demand projections and capacity inputs to production planning and supply chain to ensure committed delivery timelines.
• Analyze territory performance metrics and present data-driven reviews to senior management.

Cross-Functional & Internal Coordination

• Coordinate with Production and Planning for delivery commitment accuracy; escalate critical custo