Smiths Group

Company Description

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.

Smiths Detection, is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Job Description

This role will be within the Aftermarket Sales Team and based out of Gurgaon and responsible for driving Aftermarket sales (order intake and revenue) growth across the assigned region of India across the Aviation, Urban Security and Critical Infrastructure domains. The role encompasses customer interactions and backend processing responsibilities. The candidate will be responsible for driving aftermarket service sales solutions (AMC’s, Spares/Consumbales, Training, Digital,Upgrades Etc.) while managing customer relationships and backend commercial operations. The role involves end-to-end sales cycle management, SAP based order processing, contract administration, data analysis, and KPI reporting. The incumbent will work closely with customers and internal stakeholders to ensure timely execution of commercial activities, maximize service revenue, and deliver an exceptional customer experience.

Duties & Responsibilities:

Sales & Customer Management

• Manage customer interactions across assigned territories through customer visits, telephone, email, and virtual meetings.
• Drive the complete aftermarket sales cycle, including Annual Maintenance Contracts (AMC), spare parts, consumables, upgrades, training, digital solutions, and other value-added services.
• Achieve assigned sales targets, with a strong focus on on-time AMC renewals, warranty-to-AMC conversions, and aftermarket revenue growth.
• Build and maintain long-term customer relationships to improve customer satisfaction and business retention.
• Support account management activities by proactively identifying sales opportunities and following up on customer requirements.

Commercial Operations & SAP Processing

• Generating and preparing commercial quotations, proposals, tenders & RFPs and bid approvals using SAP and Excel-based tools.
• Process customer purchase orders, contracts, and service maintenance orders in SAP while ensuring compliance with company policies and financial guidelines.
• Verify customer orders against approved commercial proposals and issue formal order acknowledgement letters.
• Ensure accuracy and completeness of all commercial documentation and system transactions.

Business Analysis & Reporting

• Perform detailed analysis of aftermarket business data using SAP and Excel.
• Develop and maintain dashboards, MIS reports, and KPI trackers for management review.
• Generate weekly and monthly reports covering key performance indicators, including:
• Opportunity Pipeline & Forecast
• On-Time AMC Renewals
• Warranty-to-AMC Conversion
• Attach Rate
• Revenue Performance
• Order Booking
• Other business performance metrics
• Prepare management presentations and business insights to support strategic decision-making.

Coordination & Stakeholder Management

• Coordinate effectively with Sales, Service, Finance, Operations, Supply Chain, and other cross-functional teams to ensure timely execution of customer requirements.
• Ensure prompt closure of open action items and maintain effective communication with both internal and external stakeholders.
• Support Accounts Receivable (AR) activities by monitoring outstanding payments and coordinating collections for assigned customers and territories.

Compliance

• Ensure all business activities are conducted in accordance with the company's Code of Corporate Responsibility, Business Ethics, and applicable compliance requirements.
• Maintain accurate documentation and records for all commercial transactions and customer interactions.
• To ensure the Smiths Code of Corporate Responsibility and Business Ethics is upheld in all activities.

Skills and experience:

• Bachelor’s degree in Engineering (Electrical, Electronics, Mechanical or Instrumentation Engineering) (MBA preferred).
• 7–10 years of proven B2G/B2B sales experience in Security Systems, Surveillance, Defence, Infrastructure, or related industries.
• Good experience and exposure of working on tenders and RFPs including govt. tenders.
• Strong Communication for negotiating deals and client interactions
• Strong analytical abilities to interpret data, track KPIs like conversion rates and forecast trends.
• Prior experience of working in SAP and CRM environment and data analysis & presentation is must.
• Technical bent of mind and sound understanding of technology driven solutions and digital offerings.
• Good relationship management skills with sound commercial acumen and the ability to orchestrate and drive sales closures with good objection handling skills.
• A go-getter with solution seeking approach and attitude.
• Sound knowledge of MS-Excel and skilful in working on cost-estimations for customer quotations.
• Demonstrates a strong focus on customer satisfaction and determination to meet assigned sales objectives and deliverables.
• Strong proficiency on PowerPoint, Excel, MS Office, AI Tools to develop content based on data to prepare various sales MIS reports.
• Hands-on experience with Salesforce CRM/module and sales funnel management.
• A passionate, self-motivated and adaptive individual with zeal to learn and grow.
• Meticulous and structured individual with consultative & value based selling approach.
• Experience of working with Govt. departments, PSUs, Premium Commercials, Corporates, EPCs, MSIs.

Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.

Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Detection, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website.