Institutional Sales Manager

Position Summary: Manager- Institutional Business

General Job Purpose

The Manager Institutional Business will be responsible for developing and scaling Makers hives

institutional business across premier educational, technical and research institutions in India.

The role will focus on identifying, developing and converting business opportunities for Industrial

Robots, Robotics & Automation Solutions, AI-enabled technologies, training systems and related

solutions across IITs, NITs, IISERs, IISc, leading engineering colleges, universities, technical institutions,

research centres and other educational institutions across both public and private sectors.

The individual will be expected to build a strong institutional opportunity pipeline by proactively

engaging with faculty, researchers, Heads of Departments, laboratory heads, procurement teams, project

investigators, institutional leadership and other decision-makers; understand upcoming laboratory,

research, skill-development and automation requirements; influence specifications; and drive

opportunities from initial identification through demonstration, proposal, procurement and closure.

Reporting to: VP- Sales & Marketing

A. Job Responsibilities:

1. Institutional Business Development

• Develop and execute a focused institutional sales strategy for the education, research and

technical institution segment.

• Build and maintain a comprehensive target-account universe covering IITs, NITs, IISc, IISERs,

central/state universities, leading engineering colleges, private universities, technical

institutes and research institutions.

• Identify new institutions, departments, laboratories, centres of excellence and research

programs that could benefit from Makers hive’s robotics and automation solutions.

• Proactively scout for upcoming projects, laboratory setups, modernization programs, research

grants, technology centres, incubation centres, skill-development initiatives and institutional

capex opportunities.

• Develop new accounts while expanding business within existing institutional customers.

2. Opportunity Scouting & Pipeline Creation

• Establish a systematic process for identifying institutional opportunities well ahead of formal

RFQs/tenders.

• Map upcoming projects, funded research programs, new laboratories, faculty research

initiatives and institutional technology requirements.

• Identify the right stakeholders and decision-makers within each institution and establish early

engagement.

• Build and maintain a qualified opportunity pipeline with clear opportunity size, stage,

probability, timeline, stakeholders and next actions.

• Track opportunities from lead identification need discovery technical engagement

demonstration specification budget approval RFQ/tender negotiation order

closure.

Address: Address: 2nd floor, Yash Shree Tech Park, 11 Huda Techno Enclave Rd, HUDA Techno Enclave,

Hyderabad, Telangana - 500081, India. Contact: [phone removed], Email: [email removed]

Website: www.makershive.io

Makers Hive Innovations Pvt. Ltd., An ISO 13485:2016 Certified Company

CIN: U74999TG2018PTC122995

3. Strategic Account Mapping

• Develop detailed account plans for priority institutions.
• Map key stakeholders including:
• Directors / Deans
• HODs
• Professors and faculty members
• Principal Investigators
• Research Scientists
• Laboratory Heads
• Centre of Excellence leaders
• Procurement teams
• Purchase Officers
• Finance / Administration teams
• Industry Partnership / Innovation teams
• Build strong, long-term relationships with academic, technical and commercial stakeholders.
• Identify multiple departments and use cases within the same institution to maximize account

potential.

4. Solution Selling & Technical Engagement

• Understand customer requirements and translate them into appropriate Makershive robotics

and automation solutions.

• Conduct product presentations, technical discussions, demonstrations and proof-of-concept

engagements in collaboration with internal technical teams.

• Position Makers hive solutions around industrial automation, robotics education, research,

AI, advanced manufacturing, skilling and Industry 4.0 applications.

• Work closely with faculty and researchers to understand their research and training

requirements and propose relevant solutions.

• Influence technical specifications and solution architecture wherever appropriate and ethically

permissible.

5. Institutional Procurement & Tender Management

• Monitor institutional procurement portals, GeM, e-procurement platforms, university

procurement notices and other relevant sources for opportunities.

• Identify and qualify relevant RFQs, RFPs, tenders and institutional procurement opportunities.
• Coordinate preparation of technical and commercial proposals with internal teams.
• Ensure timely submission of quotations, technical documents, compliance documents and

tender responses.

• Track the complete procurement cycle from RFQ/RFP through evaluation, negotiation,

purchase order and closure.

• Develop an understanding of procurement processes followed by IITs, NITs, universities,

government institutions and private educational institutions.

6. Government & Public Institution Opportunities

• Identify opportunities arising from government-funded education, research, skilling, technology

and laboratory modernization programs.

• Develop relationships with relevant government-funded institutions and public-sector

educational bodies.

• Track government grants, institutional funding programs and major capex initiatives that could

Address: Address: 2nd floor, Yash Shree Tech Park, 11 Huda Techno Enclave Rd, HUDA Techno Enclave,

Hyderabad, Telangana - 500081, India. Contact: [phone removed], Email: [email removed]

Website: www.makershive.io

Makers Hive Innovations Pvt. Ltd., An ISO 13485:2016 Certified Company

CIN: U74999TG2018PTC122995

create demand for robotics and automation solutions.

• Coordinate with the Government Business team wherever opportunities overlap with

government procurement or national/state programs.

7. Private Institutional Business

• Identify and develop opportunities across leading private engineering colleges, universities,

deemed universities and technical institutions.

• Build relationships with trustees, promoters, management, Directors, Deans and Heads of

Departments.

• Identify opportunities for setting up robotics laboratories, automation labs, centres of

excellence, innovation labs and advanced manufacturing facilities.

• Develop repeat-business opportunities through expansion across departments, campuses and

institutions.

8. Partnerships & Ecosystem Development

• Identify potential partnerships with universities, technology institutes, incubation centres,

industry associations, skill-development organizations and technology partners.

• Develop opportunities for joint technology labs, Centres of Excellence, training programs,

research collaborations and industry-academia partnerships.

• Participate in relevant conferences, exhibitions, seminars, faculty workshops and industry

events to generate institutional leads.

• Build a strong network within the engineering education and research ecosystem.

9. Market Intelligence

• Monitor competitor activities, pricing, product positioning and institutional presence.
• Track robotics, automation, AI, Industry 4.0 and advanced manufacturing trends within the

education and research ecosystem.

• Identify emerging technologies and institutional requirements that can create new business

opportunities.

• Provide regular market intelligence and customer feedback to the Product, Marketing and

Leadership teams.

10. Sales Planning & Performance Management

• Own the institutional sales target for the assigned geography / accounts.
• Develop monthly, quarterly and annual sales plans.
• Maintain accurate sales forecasts and opportunity pipelines.
• Track key performance indicators including:
• New institutional accounts opened
• Qualified opportunities generated
• Pipeline value
• Demonstrations conducted
• RFQs / tenders identified
• Proposals submitted
• Orders won
• Revenue generated
• Average deal size
• Conversion rate
• Repeat business

Address: Address: 2nd floor, Yash Shree Tech Park, 11 Huda Techno Enclave Rd, HUDA Techno Enclave,

Hyderabad, Telangana - 500081, India. Contact: [phone removed], Email: [email removed]

Website: www.makershive.io

Makers Hive Innovations Pvt. Ltd., An ISO 13485:2016 Certified Company

CIN: U74999TG2018PTC122995

• Maintain CRM discipline and provide regular business reviews to the VP – Sales & Marketing.

11. Cross-Functional Collaboration

• Work closely with Sales, Marketing, Product, Engineering, Application, Finance, Operations and

Government Business teams.

• Coordinate technical demonstrations, site visits, solution design, commercial proposals and

order execution.

• Ensure smooth handover from opportunity development to order fulfilment and customer

success.

• Provide market feedback to help Makers hive strengthen its institutional product and solution

portfolio.

Qualification

• Bachelor’s degree in Engineering, Technology, Science, Business or a related discipline; MBA /

PGDM in Sales & Marketing will be an added advantage.

• 5–10 years of experience in B2B / institutional sales, preferably selling industrial

automation, robotics, laboratory equipment, scientific instruments, engineering

solutions, capital equipment, technology solutions or similar products.

• Experience in selling to IITs, NITs, universities, engineering colleges, research institutions,

government-funded institutions or large private educational institutions will be strongly

preferred.

• Proven track record of identifying and converting complex institutional / capital-equipment

opportunities.

• Strong understanding of institutional procurement and tender processes.
• Existing relationships / network within premier engineering and technical institutions will be a

significant advantage.

• Ability to engage confidently with professors, researchers, HODs, Deans, Directors,

procurement teams and senior institutional leadership.

• Strong consultative and solution-selling capability.
• Excellent presentation, negotiation and communication skills.
• Strong commercial understanding and ability to manage long sales cycles.
• Highly proactive, entrepreneurial and comfortable with extensive field travel.
• Strong analytical and market-mapping capabilities.
• Ability to work independently and create business opportunities rather than relying only on

inbound leads.

• Comfortable working in a fast-paced environment with ambiguity and evolving product

offerings.

Address: Address: 2nd floor, Yash Shree Tech Park, 11 Huda Techno Enclave Rd, HUDA Techno Enclave,

Hyderabad, Telangana - 500081, India. Contact: [phone removed], Email: [email removed]

Website: www.makershive.io

Makers Hive Innovations Pvt. Ltd., An ISO 13485:2016 Certified Company

CIN: U74999TG2018PTC122995

Key Competencies

• Institutional Business Development
• Strategic Account Management
• Consultative / Solution Selling
• Opportunity Scouting
• Stakeholder Mapping & Management
• Capital Equipment Sales
• Tender & Institutional Procurement
• Technical Presentation & Demonstration
• Negotiation & Commercial Acumen
• Pipeline Management
• Market Intelligence
• Relationship Building
• Ownership & Execution
• Collaboration
• High Energy & Field Orientation

Job Description

Role: Manager – Institutional Business

Reporting: VP – Sales & Marketing

Location: Hyderabad

Direct Reports: Individual Contributor Role