Sr. Executive/Manager - Business Development (Biometrics & Access Control Sales)

Sales & Channel Development

• Own the end-to-end sales cycle: lead generation, solution pitch, negotiations, closure, and handover to account management.

• Introduce Spectra's solutions to new prospects through networking, cold calls, referrals, and targeted sales campaigns.

• Build and grow the channel partner ecosystem — appoint new dealers/SIs/distributors, enable cross- selling, and support partner-led revenue.

• Conduct client visits, product demonstrations, and C-suite presentations; manage BOQ/BOM and

bidding support for channel partners.

• Maintain accurate proposals, pipeline documentation, and ensure disciplined lead-cycle management.

Strategic Business Development & Specifier Engagement

• Engage the influencer community: Architects, Builders, ELV/Electrical teams, EPC & Construction

firms, MEP Consultants, PMCs, Design & Build firms, and Security Consultants.

• Identify, develop, and nurture ABC category business partners; provide ongoing technical and

commercial support.

• Drive tender specifications for large projects; position Spectra as the preferred make and convert

specs into qualified leads.

• Build a healthy project funnel in assigned verticals; present technical and commercial solutions to all relevant stakeholders.

• Develop region-specific business plans for strategic technology and channel partners; gather and

report competitor intelligence.

Key Account & Enterprise Development

• Expand Spectra's footprint in enterprise accounts not yet engaged; act as the Voice of Spectra

before CXOs and senior decision-makers.

• Understand key account business priorities in Physical Security & Workforce Management; build long-term relationships through direct and indirect touch.

• Organize end-user seminars, awareness briefings, and face-to-face presentations to reinforce

Spectra's role as a Trusted Partner.

• Attend industry tradeshows and events; pursue speaking and presentation opportunities to strengthen

brand presence.

Reporting & Market Intelligence

• Provide timely monthly reports on pipeline, activities, and regional progress.

• Collaborate with Marketing on whitepapers, brochures, webinars, exhibitions, and lead nurturing

campaigns.

• Stay updated on product developments, market trends, and competitive activity; support local and

national marketing initiatives.

Required Skills

• 5+ years in Sales / BD representing OEMs in ELV, CCTV, BMS, Physical Security, or IT sectors —

preferably serving enterprise, building, or construction clients.

• Demonstrated ability to manage direct and channel sales cycles from prospecting to closure.

• Strong existing network with specifiers, system integrator, consultants, and corporate decision-makers.

• Excellent communication, presentation, and negotiation skills; public speaking ability in English and local language.

• Technical education preferred: MBA + BCA / B.Sc. IT / MCA / BE (EC/CS).

• IP networking knowledge and understanding of access control / security technologies is a strong

advantage.

• Self-managed, disciplined with time, priorities, and field expenses.

Desired Personality Traits•

• Result-driven with strong self-initiative and a hunter mentality

• High work ethic, accountability, and commitment to targets

• Strong interpersonal skills – builds trust quickly with diverse stakeholders

• Thrives in a fast-paced, field-intensive environment

Key Result Areas

• Revenue generation – direct and channel-driven

• Specifier/influencer on-boarding and project pipeline health

• Channel partner development and enablement

• Enterprise client acquisition and long-term relationship management

• Clear scope-of-work closures and smooth account handovers

Key Performance Indicators

• Volume & revenue achievement (direct + indirect)

• Lead conversion ratio and average deal deviation from list price

• Number of specifiers on-boarded and demos conducted

• Project pipeline size (Spectra specified as preferred make)

• Time of initial response to client/consultant queries

• Revenue contribution from Key Accounts and SLS