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Job Description:

Job Purpose / Role Summary

The role is responsible for driving sales growth and business development for the Cleaning Workspace Safety Vertical in North India. The incumbent will promote a differentiated brand experience across Facility Management (FM) companies, Building Service Contractors, QSRs, Hotels, and Commercial Properties by engaging stakeholders across the project lifecycle-from specification and tendering to application, daily cleaning, and maintenance.

The role focuses on specification selling, channel expansion, key account management, and execution excellence, while delivering sustainable, highquality solutions in floor care, surface care, aesthetics, and safety.

Key Responsibilities

1. Specification & Concept Selling

Work closely with FM companies, QSRs, consultants, and end customers to drive incorporation of company specifications into annual tenders and contracts.
Map and influence key stakeholders and decision-makers across customer organizations.
Track competitive activity and develop counterstrategies.
Identify and align segment partners to ensure correct product specification and quotation.
Develop pricing and margin strategies across channel levels.

2. Coverage & Channel Expansion

Expand market presence in TierB and upcountry cities across North India.
Identify, appoint, and onboard new distributors and resellers in state capitals, major cities, and tourist hubs.
Strengthen distributor capability and ensure alignment with business goals.

3. Sales Execution & Operations

Own endtoend sales execution for floor care and surface care solutions in the North region.
Lead sales planning, forecasting, order management, billing, and payment collections.
Track inventory levels and ensure issue resolution for smooth customer experience.
Consistently deliver and exceed sales and collection targets.

4. Pipeline & CRM Management

Manage sales pipeline using SFDC (Salesforce):
- Account, Lead, and Opportunity management
- Revenue schedule creation
- Call logging and activity tracking
Ensure data accuracy and strong funnel visibility.

5. CrossFunctional Collaboration

Partner with Marketing and Technical teams to:
- Execute campaigns and leadgeneration programs
- Convert leads into qualified opportunities and sales
- Plan and deliver technical training and product demonstrations
Drive value selling by articulating product features, advantages, and benefits (FAB).
Identify new applications, segments, and product opportunities to drive growth.

Required Skills

Strong B2B sales and business development capability
Specification selling and concept selling expertise
Channel management (dealer/distributor handling)
Key account management
CRM proficiency (SFDC mandatory)
Commercial acumen and pricing strategy
Stakeholder influencing and negotiation skills

Preferred Skills

Experience working with Facility Management companies, Building Service Contractors, QSRs, Hotels, or Commercial Real Estate
Ability to conduct seminars, workshops, and large-scale product demonstrations
Experience launching new products or opening new market segments

Education Qualification

MBA (Sales / Marketing or equivalent)

Experience Required

5-7 years of relevant experience in core B2B sales
Proven track record in driving regional sales growth
Hands-on experience in distributor and reseller management

Key Competencies

Strategic thinking and execution excellence
Customer-centric and solution-oriented mindset
Strong communication and presentation skills
Analytical ability to identify customer pain points
Collaboration and cross-functional leadership
High ownership and result orientation

Industry Background (Preferred)

Cleaning & Hygiene Solutions
Facility Management Services
Building Services / Commercial Property Solutions
Floor Care, Surface Care, Safety, or Industrial Solutions

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Safety is a core value at 3M. All employees are expected to contribute to a strong Environmental Health and Safety (EHS) culture by following safety policies, identifying hazards, and engaging in continuous improvement.

Please note: your application may not be considered if you do not provide your education and work history, either by: 1) uploading a resume, or 2) entering the information into the application fields directly.

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Area Sales Manager - Cleaning Workspace Safety