DGM - Equipment Segment Sales

Job Role – Sr. Manager / DGM -Equipment Segment Sales Kolkata

Business Unit: Lauritz Knudsen – Electrical & Automation (LK‑EA)

Segment Sales & Business Development – Digital Solutions (SAS / EMCS / PMS / EMS / CRP) , Industrial Automation  & Power Quality Solutions.

We are seeking an experienced Sr. Manager / Deputy General Manager – Segment Sales & Business Development to drive growth of Electrical Automation Solutions, including Substation Automation Systems (SAS), Electrical Monitoring & Control Systems (EMCS), Power Monitoring Systems (PMS), Energy Management Systems (EMS), Control & Relay Panels (CRP), and E-SCADA solutions along with Expertise in Industrial Automation & Power Quality Solution (APFC , Soft Starter ,VFD )

The role focuses on market development, strategic sales, solution positioning, customer engagement, and order conversion across E&C, utilities, industries, infrastructure, renewable energy, MMM, and data center segments. The incumbent will act as a solution evangelist, bridging customer requirements with engineering, delivery, and product teams to close profitable business.

Key Responsibilities

1. Segment Sales & Business Development

• Own sales growth and order booking for SAS / EMCS / PMS / EMS / CRP/IA /PQS digital solutions within assigned segments and geographies.
• Identify, qualify, and develop new business opportunities with utilities, EPCs, industries, infrastructure developers, renewable energy players, and large campuses.
• Drive account planning for key customers, including opportunity mapping, pipeline development, and long-term engagement strategy.
• Track and achieve annual and quarterly sales targets, order intake, and margin objectives.
• Monitor market trends, competitor offerings, pricing strategies, and emerging digital solutions.

2. Techno-Commercial Solutioning & Pre-Sales

• Understand customer requirements, tender specifications, and pain points, and translate them into optimized, value-driven digital solutions with the help of proposal team.
• Participate in technical discussions, clarifications, pre-bid meetings, and negotiations with customers and consultants.

3. Customer Engagement & Relationship Management

• Serve as the primary interface for customers during the pre-order and pursuit stages.
• Build strong relationships with customer decision-makers, consultants, EPCs, and influencers.
• Conduct solution presentations, demos, and workshops on SAS, EMCS, EMS, PMS, and digital solutions.
• Support contract finalization, scope clarity, commercial negotiations, and order closure.
• Ensure smooth handover from sales to execution teams post order receipt.

4. Technical & Domain Expertise (Sales Enablement)

• Maintain strong working knowledge of:
• Substation Automation and Digital Power Systems
• PLC / RTU / IED / SCADA / HMI architectures
• Communication protocols: IEC 61850, IEC 101/103/104, Modbus TCP/IP, DNP3, OPC, MQTT
• Network architectures: HSR, PRP, RSTP
• Cybersecurity concepts: IEC 62443, IEC 62351
• Industrial Automation
• Power Quality Solutions
• Understand application use cases such as:
• Energy monitoring & optimization
• Load management, load shedding & CRP schemes
• Utility EMS / E-SCADA integration
• Exposure to platforms such as Zenon, Schneider Electric EcoStruxure, M580, T500/Saitel, or equivalent is an added advantage.

5. Internal Coordination, Governance & Reporting

• Work closely with sales, engineering, execution, product management, SCM, and finance teams to ensure bid accuracy and delivery feasibility.
• Provide sales forecasts, pipeline reviews, win/loss analysis, and management reports.
• Ensure compliance with internal approval processes, delegation of authority, and pricing guidelines.
• Support strategic initiatives such as new solution launches, reference development, and partner engagement.
• Travel up to 50–60% for customer meetings, presentations, bid discussions, and industry events.

B.E. / B.Tech - Electrical/ Electronics - 8- 12 Years of Relevant experince

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150 000+ employees in 100+ countries
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