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

Overview

Drive sales growth and market expansion for Fall Protection solutions across industrial segments, manage the Fire Protection & SCBA business, and lead National Key Accounts for the Personal Safety Division.

What you'll do

• 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.
• Ensure project delivery is as per specifications and timelines by coordinating with the customer, distributor and installers.
• Identify segment specialty channels for developing fall protection.
• Develop capabilities and coverage of installers across the country.
• Replicate successes and best practices from APAC to India customers.
• Establish connections with EHS managers, plant heads, project heads and procurement teams within the plant.
• Coordinate with the central team for replicating projects at multi-location plants in India.
• Conduct joint customer visits and business planning with channel partners.
• Drive a 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 the fall protection business plan.
• Collaborate with technical and marketing teams to design winning programs and customer engagements for driving business goals.
• Work with inventory planning and supply chain teams for material forecasting, inventory management and securing timely supplies as per committed timelines.
• Promote comprehensive fall protection solutions including horizontal lifeline systems, vertical lifelines, anchorage systems, roof safety solutions, confined space equipment, rescue systems and 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 in-house presentations for proposals to align multiple customer stakeholders.
• Conduct safety awareness programs, product demonstrations and customer training sessions.
• Participate in safety conferences, exhibitions and industry forums.
• Drive the entire personal safety division portfolio in identified key accounts and emerging segments.
• Connect with key stakeholders, build relationships and build a business plan.
• Drive short-term and long-term business plans in these customers with the support of Area Sales Managers.
• Develop annual rate contracts in coordination with corporate EHS and procurement teams for all India plants and facilities.
• Participate in industry events to position 3M as a knowledge partner and innovative solution provider in emerging markets.
• Drive SCBA business in industrial customers for firefighting and emergency purposes.
• Develop specialty channels to promote SCBA business.

What you'll need

• Bachelor's degree in engineering, safety, mechanical, civil, industrial, or a related field.
• 15-20 years of B2B industrial sales/business development experience.
• Experience in fall protection.
• Experience in PPE.
• Experience in industrial safety.
• Proven track record in project sales and specification selling.
• 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.

Nice to have

• MBA.
• Certification in occupational safety or fall protection.

Details

• Location: Bengaluru or Mumbai.
• Safety is a core value; all employees are expected to contribute to a strong EHS culture by following safety policies, identifying hazards and engaging in continuous improvement.