[Hiring] Sales Manager Fall Protection & National Key Accounts @3M

Role Description

This position will be responsible for driving sales growth and market expansion for Fall Protection solutions across industries such as Construction, Infrastructure, Manufacturing, Warehousing, Oil & Gas, Power, Telecom, and Renewable Energy. The role involves developing strategic relationships with end users, consultants, EPC contractors, safety professionals, and channel partners to promote fall protection systems, height safety solutions and compliance-driven safety programs. Role also involves managing fire protection & SCBA business as well as National Key Accounts.

This position will also drive Personal Safety Division business in strategic Key accounts and emerging segments.

Key Responsibilities

• Business Development & Sales Growth
  • Develop and execute business growth strategies for fall protection products and engineered safety solutions.
  • Identify and secure new business opportunities across key industrial segments.
  • Build a strong project pipeline through direct customer engagement and market intelligence.
  • Drive specification selling by engaging consultants, architects, safety managers, and project owners.
  • Achieve revenue, margin, and market share targets.
  • Ensure project delivery is as per specifications and timelines by coordinating with customers, distributors, and installers.
  • Identify segment specialty channels for developing fall protection.
  • Develop capabilities and coverage of installers across the country.
  • Replicate successes and best practices from APAC to India customers.
  • Establish connections with EHS managers, Plant heads, Project heads, and Procurement teams within the plant.
  • Coordinate with the central team for replicating projects at multi-location plants in India.
  • Conduct joint customer visits and business planning with channel partners.
• Team Management & Collaboration
  • Drive a team of regional fall protection specialists for delivering results.
  • Guide and improve capabilities of Area Managers reporting under regional managers of core PPE for delivering fall protection business plan.
  • Collaborate with technical and marketing teams to design winning programs and customer engagements for driving business goals.
  • Work with inventory planning and supply chain teams for material forecasting, inventory management, and securing timely supplies to customers as per committed timelines.
• Technical & Solution Selling
  • Promote comprehensive fall protection solutions including:
    • Horizontal Lifeline Systems
    • Vertical Lifelines
    • Anchorage Systems
    • Roof Safety Solutions
    • Confined Space Equipment
    • Rescue Systems
    • Personal Fall Arrest Systems (PFAS)
  • Conduct site surveys and identify safety risks related to working at height.
  • Develop technical proposals and solution recommendations aligned with applicable standards.
  • Conduct in-house presentations for the proposals prepared to align multiple stakeholders at the customer.
  • Conduct safety awareness programs, product demonstrations, and customer training sessions.
  • Participate in safety conferences, exhibitions, and industry forums.
• Key Performance Indicators (KPIs)
  • Revenue Growth
  • New Account Acquisition
  • Project Wins
  • Pipeline Development
  • Channel Partner Expansion
  • Safety Training Programs Conducted
• National Key Account and Emerging Market Segment Management
  • Drive entire personal safety division portfolio in identified key accounts and emerging segments.
  • Connect with key stakeholders, build relationships, and create a business plan.
  • Drive short-term and long-term business plans in these customers through the support of Area Sales Managers.
  • Develop annual rate contracts by coordinating with corporate EHS & procurement team for all India plants and facilities.
  • Participate in industry events for positioning 3M as a knowledge partner and innovative solution provider in emerging markets.
• Fire Protection & SCBA Business
  • Drive SCBA business in industrial customers for firefighting and emergency purposes.
  • Develop specialty channels to promote SCBA business.

Qualifications

• Bachelor’s degree in engineering, Safety, Mechanical, Civil, Industrial, or related field.
• MBA preferred.
• Certification in Occupational Safety or Fall Protection is advantageous.

Experience

• 15-20 years of B2B industrial sales/business development experience.
• Experience in:
  • Fall Protection
  • PPE
  • Industrial Safety
  • Proven track record in project sales and specification selling.

Desired Skills

• Consultative and solution-selling approach.
• Strong understanding of industrial safety regulations.
• Excellent presentation and negotiation skills.
• Ability to engage senior decision-makers and technical stakeholders.
• Team management.
• Project management and channel development capabilities.
• Proficiency in CRM tools and sales planning.

Location

• Bengaluru or Mumbai