Overview

Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions. Our technology provides threat detection and screening solutions for customers in aviation, ports and borders, defence, and urban security markets. With 21 global offices, seven manufacturing sites, five R&D centres, and 3,000 colleagues, we have been at the frontline of safety and security for over 40 years.

Role Summary

This role sits within the OE (Original Equipment) Sales Team, based in East India (preferably Kolkata). The Urban Security Assistant Sales Manager is responsible for driving sales growth across the East and North-Eastern region of India in the Urban Security and Critical Infrastructure domains. The candidate will manage the full end-to-end sales cycle and build strong relationships across government, smart cities, metro rail, critical infrastructure, premium commercials, hospitality, law enforcement, and high-risk public venues.

Responsibilities

Business Development and Sales Growth

• •Prospect and generate qualified sales opportunities; manage customer interactions across assigned territories.
• •Own the end-to-end sales cycle from lead generation to closure and post-sales coordination, including cash realization.
• •Generate and prepare quotations, bid proposals, tenders, and RFPs; prepare bid approval forms and submit proposals.
• •Work with key consultants and influencers in the industry to drive technical specifications in tenders and RFPs.
• •Develop and execute a strategic sales plan for Urban Security solutions within the assigned territory.
• •Identify and pursue new business opportunities in government, homeland security, police, metro, smart city, metro rail, premium commercials, hospitality, law enforcement, high-risk public venues, critical infrastructure, and adjacent emerging markets.
• •Achieve assigned annual sales targets, revenue goals, and profitability objectives.
• •Maintain a quality sales funnel of at least 3X the assigned sales quota at any given time.
• •Monitor tender pipelines and manage bid participation, proposal submission, and contract negotiations.
• •Ensure compliance with public procurement norms and documentation requirements.
• •Present and demonstrate security screening systems such as X-ray scanners and explosives trace detectors.
• •Build and maintain strong relationships with senior officials, procurement heads, and decision-makers.
• •Develop long-term engagement strategies for strategic and high-value accounts.
• •Build rapport with working-level contacts at customer organizations alongside mid and senior level relationships.

Cross-Functional Coordination

• •Coordinate with technical, pre-sales, service, and project teams for solution design and execution.
• •Work closely with finance, legal, OTI, and supply chain teams during contract finalization.
• •Ensure proper coordination between all internal and external stakeholders and timely closure of open action items.
• •Verify orders against commercial proposals submitted to customers and release technically and commercially clean purchase orders to the Sales Administration team for OTI processing.
• •Conduct technical demonstrations and proof-of-concept exercises for customers across various segments.
• •Work with technology solutions system integrators.

Reporting and CRM

• •Prepare weekly MIS reports and KPI dashboards related to assigned customers and sales targets.
• •Provide regular sales forecasts, pipeline updates, and performance reports to the Senior Regional Sales Manager.
• •Maintain accurate CRM updates and sales documentation.
• •Uphold the Smiths Code of Corporate Responsibility and Business Ethics in all activities.

Skills and Experience

• •Bachelor's degree in Engineering (Electrical, Electronics, or Instrumentation Engineering); MBA preferred.
• •8 to 10 years of proven B2G/B2B sales experience in Security Systems, Surveillance, Defence, Infrastructure, or related industries.
• •Good experience working on tenders and RFPs including government tenders.
• •Strong communication skills for negotiating deals and client interactions.
• •Strong analytical abilities to interpret data, track KPIs such as conversion rates, and forecast trends.
• •Prior experience working in SAP and CRM environments; data analysis and presentation skills are required.
• •Technical understanding of technology-driven solutions and digital offerings.
• •Good relationship management skills with sound commercial acumen and strong objection handling skills.
• •Sound knowledge of MS Excel and experience preparing cost estimations for customer quotations.
• •Strong proficiency in PowerPoint, Excel, MS Office, and AI tools for developing data-driven sales MIS reports.
• •Hands-on experience with Salesforce CRM and sales funnel management.
• •Experience working with government departments, PSUs, premium commercials, corporates, EPCs, and MSIs.
• •Consultative and value-based selling approach with a solution-seeking attitude.
• •Self-motivated, adaptive, meticulous, and structured individual with a passion to learn and grow.