Senior Sales Executive

Senior Sales Executive - Job Description

Position snapshot

Role purpose

Win and grow Dawell's government and institutional business across all its detection lines: alcohol, narcotics, counterfeit detection, CBRN/safety and FARO 3D crime-scene systems. These sales come through GeM, tenders and direct orders. As a senior commercial contact reporting to the Managing Director, you turn qualified opportunities into confirmed, deliverable orders by working across departments and coaching one direct report.

Key responsibilities

• Deliver the sales target agreed with the MD and tracked in Plan vs Actual. Keep the pipeline, forecasts and CRM records clean and current.
• Find single-line and bundled opportunities across police, forensic labs, excise, health/FDA, defence, CAPF and PSU accounts. Map each account's needs across all divisions (alcohol, narcotics, counterfeit, CBRN, 3D).
• Pass every opportunity through the CRM qualification gate (value, closing date, budget head, procurement route). Record a lost reason for every lost deal.
• Prepare a capture plan for every deal of Rs 50 lakh and above, and review it with the MD.
• Track GeM bids and tenders for your accounts. Coordinate bid submissions and documentation with the Tender & GeM team.
• Run product demos, quotations and technical presentations with the divisional Technical Heads, bringing in OEM support (Draeger, Thermo Fisher, Abbott, FARO) where needed. Keep demo devices in custody as required by POL/17.
• Follow up quotations promptly and return missed customer calls within 15 minutes.
• Raise a special-discount approval for any discount above 10%, in line with the Delegation of Authority (POL/22).
• Manage NDAs, LOIs and Indemnity Bonds through the e-signature workflow. Have contract risks reviewed before you commit.
• Hand confirmed orders over to delivery and Accounts. Follow through on POs, delivery documents and payment collection.
• Coach and review your direct report on pipeline quality, account coverage and CRM discipline.
• Work with each department to shape new solution offers. Take a proactive, "get it done" approach to customer and bid problems.

KRAs and KPIs

ERP and AI tools you use

• CRM qualification gate (value, closing date, budget head, procurement route) and compulsory lost reason
• Capture plans for deals of Rs 50 lakh+
• Plan vs Actual monthly targets
• AI deal triage and AI next action
• Daily GeM bid radar message for your accounts
• AI follow-up drafts for quotations unanswered 7 days
• 'Request approval: special discount' above 10%
• Territory ownership lock
• Delivery project auto-created when an order of Rs 1 lakh+ is confirmed
• Send for signature (NDA, LOI, Indemnity Bond) and AI contract risk review
• Missed-call callbacks within 15 minutes
• Travel plans and expense claims (AI receipt reader, POL/05)
• GPS attendance and field visits in Planning
• LinkedIn/Sales Navigator links
• WhatsApp click-to-chat
• Discuss channels: Sales & Marketing, Tenders & GeM, GeM Live Bids, Weekly Sales Scorecard

Policies you must follow

• POL/02 — Attendance & Working Hours
• POL/03 — Code of Conduct & Professional Standards
• POL/05 — Travel & Expense Reimbursement (v3.2)
• POL/07 — Data Privacy (DPDP Act 2023)
• POL/14 — Field Work & Government Interaction
• POL/17 — Company Assets & Demo-Device Custody
• POL/18 — Anti-Bribery, Gifts & Conflict of Interest
• POL/21 — Social Media & External Communication
• POL/22 — Delegation of Authority & Approvals

Qualifications and experience

• Graduate in science or engineering; MBA (Marketing) preferred.
• Typically 5 or more years in B2G or institutional instrument sales.
• Hands-on experience of GeM bidding and public tenders.
• Proven record of closing orders with police, forensic, excise, health/FDA, defence, CAPF or PSU buyers.
• Exposure to forensic, analytical, safety or detection equipment from global OEMs is an advantage.
• Experience guiding or coaching a junior sales colleague is preferred.

Skills and competencies

Technical

• Government procurement, including GeM, e-tenders, budget heads, bid qualification criteria, EMD/PBG and procurement routes.
• Consultative and solution selling across product lines, with bundled multi-division offers.
• Pipeline management and forecasting in the CRM. Disciplined use of Plan vs Actual and capture plans.
• Product understanding good enough to run first-level demos and technical presentations, for example breath-alcohol testers, narcotics detection, counterfeit screening, CBRN/safety and 3D scanning.
• Commercial documentation, including quotations, NDAs, LOIs and Indemnity Bonds, and basic contract-risk awareness.
• Professional written and spoken English, plus Hindi and/or Marathi.

Behavioural

• Ownership: a proactive, "get it done" approach to customer and bid problems.
• Teamwork: works smoothly with Technical Heads, Tender & GeM and Accounts, and coaches the direct report.
• Customer focus: quick follow-up and reliable commitments to government buyers.
• Quality and integrity: accurate records and strict compliance with anti-bribery and government-interaction rules.

Career path

Senior Sales Executive → Key Account Manager / Sales Manager (zone or segment) → Business Head (division) → Head, Strategy & Business Development. Progression depends on sustained KRA scores, completed appraisals and certifications under POL/13, in line with POL/11.

Selection process

1. Application screening against this JD (Recruitment ▸ Job Positions), under POL/25.
2. Telephone screening with HR.
3. Functional interview with a Business Head, covering GeM/tender knowledge and account mapping.
4. Case exercise: a capture plan and a quotation for a sample government opportunity.
5. Final interview with the Managing Director.
6. Reference and background checks, offer, and onboarding with probation under POL/11.

About Dawell Lifescience

Dawell Lifescience Pvt Ltd (Pune) brings proven forensic, narcotics and alcohol testing, counterfeit-medicine detection, CBRN/safety and 3D crime-scene technologies from global OEMs such as Draeger, Thermo Fisher, Abbott and FARO to police, forensic laboratories, excise, health/FDA, defence and PSU customers across India, through GeM, tenders and direct orders, with installation, training and AMC support.

JD version 2.0, updated 10 Nov 2026 to reflect current ERP processes and policies POL/00-29. Reviewed annually with the appraisal cycle.