Regional Sales Manager

Regional Sales Manager - Job Description

Position snapshot

Role purpose

Grow Dawell's business in the assigned region by building a qualified, multi-division pipeline across alcohol testing, narcotics, toxicology, counterfeit detection, CBRN/safety and FARO 3D crime-scene solutions. The role converts police, forensic, excise, health/FDA, defence, CAPF and PSU demand into GeM, tender and direct orders. It also gives the Managing Director a reliable regional forecast and market view.

Key responsibilities

• Own the regional sales plan and monthly targets, and review Plan vs Actual with the Managing Director every month.
• Map each government and institutional account's needs across all Dawell divisions. Identify bundled, multi-OEM solution opportunities (Draeger, Thermo Fisher, Abbott, FARO) within your territory ownership lock.
• Qualify every opportunity through the CRM qualification gate (value, closing date, budget head and procurement route) and record a lost reason on every lost deal. Use AI deal triage and AI next action to prioritise follow-ups.
• Prepare and maintain capture plans for all deals of Rs 50 lakh and above, in coordination with Business Heads and the Tender & GeM team.
• Act on the daily GeM bid radar for your accounts. Support specification inputs, bid preparation and submission with the Tender & GeM team through the Tenders & GeM and GeM Live Bids channels.
• Arrange product demos and technical presentations with Technical Heads. Ensure demo devices are issued and returned under POL/17.
• Issue quotations and follow up promptly, using AI follow-up drafts for quotations unanswered after 7 days. Raise 'Request approval: special discount' for any discount above 10%, in line with POL/22.
• Manage NDAs, LOIs and indemnity bonds through Send for signature. Use the AI contract risk review and escalate contract risks before commitment.
• Return missed customer calls within 15 minutes. Log GPS attendance, field visits and travel plans accurately, and submit expense claims under POL/05.
• Hand over confirmed orders cleanly to delivery and service; a delivery project is auto-created for orders of Rs 1 lakh and above. Support collection of POs, delivery documents and payments with Accounts.
• Feed regional market intelligence to the Managing Director and the Weekly Sales Scorecard channel, covering competitor activity, budget cycles, upcoming procurements and new-segment openings.
• Deal with government officials strictly within POL/14 and POL/18, with no gifts, inducements or conflicts of interest. Protect customer data under POL/07.

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. An MBA (Marketing) is preferred.
• 7-12 years in B2G or institutional instrument sales, including at least 2 years handling a region or key government accounts.
• Proven record with GeM, e-tenders and government procurement routes for police, forensic laboratories, excise, health/FDA, defence, CAPF and PSU customers.
• Exposure to forensic, safety, analytical or detection equipment is a strong advantage. Experience with OEM brands such as Draeger, Thermo Fisher, Abbott or FARO is desirable.
• Working knowledge of a CRM or ERP system for pipeline, quotation and forecast management.
• Willingness to travel regularly across the region. A valid driving licence is preferred.
• Fluency in English and Hindi. Marathi or another regional language is an advantage.

Skills and competencies

Technical

• Government procurement: GeM listings and bids, e-tender portals, budget heads, technical specifications, EMD/PBG and L1/QCBS evaluation.
• Solution selling across multiple divisions and OEMs, including the ability to frame bundled proposals.
• Pipeline qualification, capture planning and accurate monthly forecasting against Plan vs Actual.
• Quotation, pricing and discount discipline within delegated authority.
• Basic contract awareness for NDAs, LOIs, indemnity bonds and tender terms.
• Confident, everyday use of CRM, AI assistants, e-signature and mobile ERP tools.

Behavioural

• Customer Focus: responsive, credible and patient with long government buying cycles.
• Ownership: takes full accountability for territory results, data accuracy and follow-through.
• Teamwork: works smoothly with Business Heads, Technical Heads, the Tender & GeM team and Accounts.
• Quality: produces clean bids, correct documents and complete CRM records.
• Integrity: maintains ethical conduct with officials, with zero tolerance for inducements.
• Resilience, self-discipline and structured planning when working independently in the field.

Career path

• Probation and confirmation under POL/11, based on quarterly scorecard results and demonstrated ownership of the territory.
• Progression to Senior Regional Sales Manager with a larger territory or key national accounts.
• Further progression to a Zonal or National Sales role, or to Business Head for a division, based on sustained KRA performance and appraisal outcomes.
• Development is supported through OEM product certifications and eLearning courses under POL/13. Strong performers are recognised under POL/12.

Selection process

1. Application and CV screening by HR against this JD (POL/25). Candidate data is handled under POL/07.
2. Telephonic or video screening covering experience, territory knowledge and mobility.
3. Functional interview with a Business Head and the Tender & GeM team, covering GeM, tenders and solution selling.
4. Case exercise: a 90-day territory plan or a capture plan for a sample government opportunity, presented to the panel.
5. Final interview with the Managing Director.
6. Reference and background checks, then a written offer.
7. Onboarding under POL/25, including ERP, CRM and policy induction and the issue of demo devices under POL/17.

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.