Commercial Sales Manager

Job Description: Commercial Account Manager IT Solutions Sales.
Department: Sales
Location: Bengaluru | Chennai | Hyderabad
Work Mode: Work from Office (WFO)
Experience: 5+ years of relevant B2B sales experience
Employment Type: Full-time

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Role Overview

We are looking for a commercially driven Commercial Account Manager to acquire new customers, develop business opportunities, manage existing accounts, and drive revenue growth through enterprise IT solutions sales.

The ideal candidate will have experience in B2B sales, corporate account management, business development, and consultative selling. The role involves engaging with business decision-makers, IT Heads, CXOs, procurement teams, and enterprise customers to understand their requirements and offer suitable technology solutions.

The candidate will work closely with internal pre-sales teams, technical consultants, OEMs, distributors, and delivery teams to develop proposals, negotiate commercial terms, and close business opportunities.

Key Responsibilities

1. Business Development & New Customer Acquisition

• Identify, prospect, and acquire new corporate and enterprise customers.
• Generate leads through cold calling, networking, referrals, digital outreach, and partner relationships.
• Develop and maintain a healthy sales pipeline and consistently achieve monthly, quarterly, and annual revenue targets.
• Conduct customer meetings, understand business requirements, present solutions, and drive commercial closures.
• Expand business across assigned territories and industry segments.

2. Commercial Sales & Account Management

• Manage existing customer accounts and develop long-term business relationships.
• Identify cross-selling and upselling opportunities to increase account revenue.
• Engage with CXOs, IT Heads, procurement teams, and business stakeholders.
• Prepare account plans, sales forecasts, opportunity reports, and pipeline updates.
• Ensure customer satisfaction, repeat business, and account growth.

3. IT Solutions Sales

Drive commercial sales across the following solution categories:

• Enterprise IT infrastructure and data center solutions.
• Servers, storage, and networking solutions.
• Cloud solutions and services.
• Cybersecurity solutions.
• Backup and disaster recovery.
• IT managed services, AMC, and support services.

Note: The role primarily focuses on sales and account management. Technical solution design and detailed architecture will be supported by internal pre-sales and technical teams.

4. Commercial Negotiation & Deal Closure

• Prepare commercial quotations, proposals, pricing documents, and techno-commercial offers in coordination with internal teams.
• Coordinate with OEMs and distributors for pricing, discounts, product availability, and deal registration.
• Manage RFIs, RFQs, and RFP responses with support from relevant teams.
• Negotiate pricing, payment terms, contracts, and commercial commitments.
• Maintain healthy deal margins while achieving revenue targets.

5. Sales Reporting & Collaboration

• Maintain accurate customer, opportunity, and pipeline information in CRM.
• Track sales performance, forecasts, conversion ratios, and account growth.
• Collaborate with pre-sales, technical consultants, delivery teams, OEMs, and distributors to close opportunities.
• Monitor competitor activities, market trends, and emerging customer requirements.

Required Skills & Experience

• Bachelor's degree in any discipline; MBA is an advantage.
• Minimum 4 years of experience in B2B sales, enterprise sales, commercial sales, or IT solutions sales.
• Proven experience in new customer acquisition, lead generation, and revenue generation.
• Experience managing corporate accounts and building customer relationships.
• Exposure to selling IT infrastructure, cloud, cybersecurity, networking, software, or IT services.
• Strong commercial negotiation, presentation, communication, and relationship-building skills.
• Experience coordinating with OEMs, distributors, channel partners, or internal pre-sales teams.
• Ability to manage sales pipelines, forecasts, targets, and account plans.
• Willingness to travel for customer meetings as required.

Preferred Candidate Profile

• Experience selling enterprise IT products, solutions, or services to corporate customers.
• Exposure to CXO-level selling and procurement negotiations.
• Experience in cross-selling, upselling, and expanding existing accounts.
• Strong ownership of sales targets and business development activities.
• Commercially focused, customer-oriented, and results-driven.

Key Performance Indicators (KPIs)

• Achievement of monthly, quarterly, and annual sales targets.
• New customer acquisition and revenue generation.
• Sales pipeline development and conversion.
• Growth in existing customer accounts.
• Cross-selling and upselling revenue.
• Deal closure rate and gross margin performance.
• Customer retention and relationship development.