DGM - IBMS Sales

• We are looking for a dynamic Deputy General Manager - IBMS Sales to drive growth of our Digital Building solutions across the North & West regions. This role will focus on expanding our footprint across key segments such as Life Sciences, Food & Beverage, Data Centers, Real Estate, Hospitality, Healthcare, and IT/ITES, converting opportunities into strong business outcomes.
  Key Responsibilities
  Business Growth & Strategy
  
  • Lead IBMS sales (Building Automation, Fire Alarm, Access Control, CCTV Surveillance, etc.) across the region.
  • Develop and execute a regional business growth plan aligned with resilient and high-growth segments.
  • Identify, engage, and convert targeted accounts into business opportunities.
  Sales & Account Development
  
  • Drive key account development and market penetration.
  • Expand revenue through cross-selling and up-selling of integrated digital building solutions.
  • Establish and maintain relationships with end-users, consultants, PMCs, contractors, architects, MEP & fit-out partners.
  Demand Generation & Prescription
  
  • Collaborate with segment and prescription teams to build demand and influence specifications.
  • Strengthen engagement across stakeholders to create a strong project pipeline.
  Technical & Commercial Excellence
  
  • Deliver impactful technical and solution-based presentations.
  • Work with estimation teams to deliver accurate, competitive, and profitable proposals.
  • Lead responses to RFPs and tenders, ensuring technical and commercial alignment.
  • Negotiate contracts and commercial terms (legal, finance, payment) as per approval matrix.
  Execution & Collaboration
  
  • Ensure seamless transition from sales to project execution in coordination with Projects & Service teams.
  • Collaborate with internal BUs to win building systems and modernization opportunities.
  Market Intelligence & Value Creation
  
  • Track industry trends, competitor landscape, and market developments.
  • Analyze costs, sales performance, and value engineering opportunities.
  • Continuously identify ways to optimize solutions and deliver greater customer value.
  Key Requirements
  ✅ Proven experience in IBMS / BMS / Digital Building solutions sales
  ✅ Strong understanding of vendors, costing, and value propositions
  ✅ Experience managing large/complex projects and enterprise customers
  ✅ Excellent negotiation, presentation, and stakeholder management skills
  ✅ Strategic mindset with strong analytical and problem-solving abilities

Education

• Bachelor's degree in Engineering (Electrical / Electronics / Instrumentation / Mechanical preferred)
• MBA (Sales/Marketing/Strategy) from a reputed institute will be an added advantage

Professional Experience

• 12-18 years of experience in IBMS / BMS / Digital Building / Smart Infrastructure sales
• Proven track record of managing large, complex solution sales and enterprise accounts
• Experience working across key segments such as Data Centers, Real Estate, Pharma/Life Sciences, Healthcare, Hospitality, IT/ITES, etc.

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€40 billion global revenue
+9% organic growth
150 000+ employees in 100+ countries

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