Department
Sales / Business Development
Reporting To
Business Development Head / Channel Head
Role Overview
The Channel Sales Manager will be responsible for driving sales of Building Management Systems (BMS) through channel partners across Mumbai. The role focuses on partner development, project acquisition, and revenue growth in the BMS segment, especially in commercial, institutional, and government sectors.
Key Responsibilities
1. Channel Development
– Identify, onboard, and manage channel partners (system integrators, contractors, dealers)
– Build a strong partner network across Mumbai and nearby regions
– Drive partner engagement and capability building
2. Sales & Business Development
– Drive BMS sales through channel partners
– Identify new business opportunities in commercial, infra, and government sectors
– Work on project-based selling and specifications
3. Project Tracking & Conversion
– Track key projects (builders, consultants, PMCs)
– Ensure early-stage engagement for specification inclusion
– Support partners in closing deals
4. Relationship Management
– Build relationships with consultants, architects, and key decision-makers
– Maintain strong connect with existing clients and partners
5. Coordination & Execution
– Work with design and estimation teams for proposals
– Coordinate with internal teams for pricing and delivery
– Ensure smooth order execution
6. Reporting & Forecasting
– Maintain sales pipeline and forecasts
– Track partner performance and sales metrics
Required Skills & Qualifications
Education
– Graduate in Engineering / Business (preferred)
Experience
– 4–8 years in BMS / Electrical / Automation sales
– Experience in channel sales and project sales
Technical Skills
– Understanding of BMS systems (HVAC, lighting control, IBMS)
– Project sales and specification knowledge
– CRM and MS Excel proficiency
Behavioral Skills
– Strong communication and negotiation skills
– Relationship-building ability
– Result-oriented and self-driven
– Problem-solving mindset
Preferred Experience
– Experience in Mumbai market
– Exposure to consultants and builders
– Experience with smart buildings / automation solutions
Success Profile
– Strong channel network in Mumbai
– Consistent revenue achievement
– High project conversion rate
– Strong consultant and partner relationships
