Job Title
Deputy Manager - Digital Control & Automation Sales & Marketing
Position Summary
The Deputy Manager - Digital Control & Automation Sales & Marketing is responsible for driving sales growth and market development for digital control systems, industrial automation solutions, Industry 4.0 technologies, and digital transformation services. The role involves identifying new business opportunities, developing strategic customer relationships, preparing techno-commercial proposals, and promoting advanced automation solutions across process and manufacturing industries.
The incumbent will work closely with customers, engineering teams, system integrators, and technology partners to deliver value-driven automation and digitalization solutions that improve operational efficiency, productivity, reliability, and sustainability.
Key Responsibilities
Sales & Business Development
- Develop and execute sales strategies to achieve revenue, order booking, and profitability targets.
- Identify and pursue new business opportunities in industrial automation, digital control systems, and smart manufacturing solutions.
- Build and maintain relationships with key decision-makers, plant managers, engineering teams, consultants, EPC contractors, OEMs, and system integrators.
- Generate and manage a robust sales pipeline through prospecting, networking, referrals, and market intelligence.
- Drive customer acquisition and account expansion within assigned territories and industry segments.
Solution Sales & Customer Engagement
- Understand customer operational challenges and digital transformation requirements.
- Promote and sell solutions related to:
- Distributed Control Systems (DCS)
- PLC, SCADA, and HMI Systems
- Industrial IoT (IIoT)
- Manufacturing Execution Systems (MES)
- Advanced Process Control (APC)
- Energy Management Systems
- Industrial Analytics and Dashboards
- Asset Performance Management (APM)
- Cloud-based Industrial Solutions
- Cybersecurity Solutions for OT Environments
- Conduct technical presentations, product demonstrations, workshops, and solution discussions.
- Develop customized solutions aligned with customer business objectives.
Marketing & Market Development
- Analyze market trends, customer needs, and competitor activities.
- Identify opportunities in Industry 4.0, Smart Factory, Digital Manufacturing, and Industrial AI initiatives.
- Support and participate in exhibitions, conferences, webinars, roadshows, and technical seminars.
- Develop marketing campaigns and customer engagement programs to enhance brand visibility and lead generation.
- Collaborate with product and engineering teams on market positioning and value propositions.
Proposal & Tender Management
- Review RFQs, RFPs, and tender specifications.
- Prepare techno-commercial proposals and solution presentations.
- Coordinate with engineering, estimation, and commercial teams for proposal development.
- Support contract negotiations, commercial discussions, and order closure activities.
- Ensure timely submission and follow-up of proposals.
Key Account Management
- Manage strategic customer accounts and long-term business relationships.
- Identify opportunities for cross-selling and up-selling digital automation solutions.
- Ensure customer satisfaction through proactive engagement and post-sales support coordination.
- Support project handover and customer success initiatives.
Reporting & Forecasting
- Maintain accurate sales forecasts, CRM updates, and pipeline reports.
- Monitor sales performance against targets and business plans.
- Prepare monthly, quarterly, and annual sales reports.
- Provide market intelligence and strategic recommendations to management.
Required Qualifications
Education
- Bachelor's Degree in Electrical Engineering, Electronics & Instrumentation Engineering, Electronics & Communication Engineering, Automation Engineering, Computer Science, Mechanical Engineering, or related discipline.
- MBA in Marketing, Sales, Business Management, or Digital Business is preferred.
Experience
- 8-12 years of experience in industrial automation sales, digital solutions sales, process control systems, or industrial software sales.
- Proven experience in managing industrial customer accounts and achieving sales targets.
- Experience selling automation and digitalization solutions to manufacturing or process industries.
Technical Knowledge
Automation & Control Systems
- PLC, SCADA, HMI
- DCS Systems
- Process Automation
- Factory Automation
- Industrial Instrumentation
- Industrial Communication Networks
Digital Technologies
- Industrial IoT (IIoT)
- Industry 4.0 Solutions
- MES/MOM Platforms
- Cloud-Based Industrial Applications
- Data Analytics and Visualization
- Predictive Maintenance
- Digital Twin Concepts
- Artificial Intelligence & Machine Learning Applications in Industry
Communication Protocols
- OPC UA
- MQTT
- Modbus
- Profinet
- EtherNet/IP
Key Skills
- Solution Selling
- Consultative Sales
- Business Development
- Key Account Management
- Technical Proposal Development
- Strategic Negotiation
- Customer Relationship Management
- Market Analysis
- Presentation and Communication Skills
- Financial and Commercial Acumen
Preferred Certifications
- Industrial Automation Certifications
- Digital Transformation Certifications
- Industry 4.0 Certification
- Sales and Negotiation Certification
- PMP or Project Management Certification
- Cloud Certifications (Azure, AWS, or similar)
Key Competencies
- Customer-Centric Approach
- Strong Technical and Commercial Understanding
- Strategic Thinking
- Relationship Building
- Leadership and Team Collaboration
- Problem Solving
- Results Orientation
- Innovation Mindset
- Business Acumen
Key Performance Indicators (KPIs)
- Sales revenue achievement against targets.
- Order intake and booking growth.
- New customer acquisition.
- Proposal conversion ratio.
- Customer retention and account growth.
- Pipeline development and forecast accuracy.
- Market share growth in target industries.
- Contribution to digital transformation business growth.
