Institutional Sales Manager (B2B / Government Sales)

• Identify and develop new business opportunities across Government Departments, PSUs and institutional customers.
• Build and maintain relationships with key decision-makers, government officials, procurement stakeholders and technical teams.
• Understand customer requirements and recommend suitable Marut Drones products and solutions.
• Develop new institutional accounts and expand business from existing customers.
• Conduct regular customer meetings, follow-ups and opportunity reviews.
• Manage opportunities from initial engagement through commercial discussion and order closure.
• Build and maintain a healthy sales pipeline aligned with assigned targets.

• Manage strategic Government and Institutional accounts within the assigned territory.
• Develop account-wise business plans and identify opportunities for repeat orders and account expansion.
• Maintain strong long-term relationships with customers and key stakeholders.
• Act as the primary sales contact for assigned institutional customers.
• Ensure regular engagement with customers throughout the sales and order lifecycle.

• Conduct product presentations, demonstrations, trials and customer meetings.
• Understand operational requirements and propose appropriate drone solutions.
• Coordinate demonstrations and Proof of Concept activities wherever required.
• Gather customer feedback and communicate relevant requirements internally.
• Work closely with technical and operational teams to address customer requirements.

• Prepare and present commercial proposals in coordination with relevant stakeholders.
• Participate in pricing discussions and commercial negotiations.
• Understand Government procurement processes, GeM and institutional purchasing requirements.
• Coordinate required commercial and procurement-related inputs for opportunities.
• Maintain visibility on opportunity value, expected closure dates and customer decision timelines.

• Coordinate with relevant teams after order confirmation to support smooth execution.
• Maintain regular communication with customers regarding order progress and commitments.
• Follow up for timely invoicing, payment realization and outstanding collections.
• Support resolution of customer issues related to order execution and commercial commitments.

• Identify emerging applications and business opportunities for drone solutions.
• Track market developments, customer requirements and competitor activities.
• Develop new institutional markets and customer segments.
• Provide regular market and customer feedback to management.
• Identify opportunities to increase Marut Drones presence within key Government and Institutional accounts.

• Maintain accurate customer and opportunity information in CRM.
• Update sales pipeline, expected order values and closure timelines regularly.
• Prepare periodic reports on customer meetings, opportunities, orders and collections.
• Maintain accurate sales forecasts and account plans.

• Bachelors degree in Engineering, Technology or a related discipline .
• MBA/PGDM in Sales, Marketing, or Business Management is preferred.
• 5-10 years of relevant experience in Government Sales, Institutional Sales, B2G Sales or Key Account Management.
• Experience dealing with Government Departments, PSUs, Defence, Police, Law Enforcement Agencies or large institutional customers is preferred.
• Experience in drones, defence/security equipment, surveillance solutions, technology products or related industries will be an advantage.
• Proven experience managing high-value institutional sales opportunities.
• Good understanding of Government procurement processes and platforms such as GeM is preferred.
• Experience managing the complete sales cycle from opportunity identification to order closure and payment realization.

• Government & Institutional Sales
• B2G Business Development
• Key Account Management
• Customer & Stakeholder Relationship Management
• Sales Pipeline Management
• Opportunity Development & Conversion
• Commercial Negotiation
• Product Presentation & Demonstration
• CRM & Sales Forecasting
• Market Development
• Cross-Functional Coordination
• Communication & Presentation Skills
• Order Closure & Payment Follow-Up

Required Skills