Sales Manager

Reporting To

Head of Sales, India

Role Purpose

The Sales Manager - Safe Place to Work will lead the commercial growth of British Safety Council Indias Safe Place to Work assessment and certification solution. This is a 75% individual contributor and 25% sales leadership and market development role focused on revenue growth, strategic account acquisition, market penetration and ecosystem development.

Brief Description of Tasks

Accelerate growth and revenue generation for Safe Place to Work across India, establish strategic occupier relationships, build market partnerships, secure flagship clients, contribute to go-to-market execution and lead a small team of 12 business development professionals.

Individual Contributor Responsibilities (75%)

• Own and achieve individual sales quota and revenue targets.
• Identify and secure opportunities across GCCs, IT/ITES, BFSI, MNCs and Corporate Headquarters.
• Build relationships with Corporate Real Estate, Workplace Experience, Facilities, EHS, Sustainability, HR and Procurement leaders.
• Generate demand through direct outreach, networking, referrals, industry events and social selling.
• Lead discovery, proposals, negotiations and contract closure.
• Secure strategic lighthouse customers and reference accounts.
• Maintain accurate pipeline management and Salesforce forecasting.
• Represent British Safety Council at conferences and industry forums.

Sales Leadership, Market Development & Team Management (25%)

• Execute the national go-to-market strategy for Safe Place to Work.
• Manage and coach 12 Business Development Executives.
• Develop partnerships with IPCs, developers, workplace consultants, FM organisations and industry bodies.
• Support direct and channel sales programmes.
• Develop sector-specific growth plans and target account strategies.
• Drive CRM discipline, forecasting and sales process compliance.
• Provide market intelligence and competitor insights.
• Collaborate with Marketing, Delivery and Technical teams.
• Develop sales playbooks, value propositions and outreach methodologies.

Person Specification Essential

• 8–12 years of B2B sales and business development experience.
• MBA or equivalent qualification.
• 2–3 years of people leadership experience.
• Proven record of exceeding revenue targets.
• Strong hunting and new business acquisition capability.
• Experience selling advisory, consulting, workplace, real-estate or enterprise solutions.
• Strong strategic planning and go-to-market capability.
• Salesforce or equivalent CRM experience.

Desirable

• Experience with Real Estate Developers or FM organisations.
• Experience launching new propositions or market categories.
• Understanding of workplace health, safety and wellbeing frameworks.
• Experience selling into GCC, IT/ITES, BFSI and MNC sectors.

Behavioural Competencies

• Entrepreneurial mindset.
• Commercially astute.
• Strategic thinker with strong execution focus.
• Results-driven and target-oriented.
• Strong leadership and coaching capability.
• Excellent influencing and stakeholder management skills.

Health & Safety

Understand and fulfil personal health, safety and wellbeing responsibilities in accordance with British Safety Council policies and review competence requirements with the line manager annually.