Institutional Sales Manager (B2B / Government Sales)
About The Role
Institutional Sales Manager (Government & Institutional Sales)
Company: Marut Drones
Position: Institutional Sales Manager
Function: Government & Institutional Sales
Experience: 5–10 Years
Reporting To: Zonal Sales Manager
About The Role
Marut Drones is looking for an experienced Institutional Sales Manager to drive business with Government Departments, PSUs, Defence Organizations, Police & Law Enforcement Agencies, public institutions and other large institutional customers. The primary objective of this role is to identify business opportunities, build strong customer relationships, develop key accounts, manage the sales pipeline and convert opportunities into orders and revenue.
The candidate should have strong experience in Government or Institutional Sales, preferably in drones, agricultural equipment, defence/security solutions, surveillance systems, technology products or related sectors.
Key Responsibilities
Institutional Sales & Business Development
- Identify and develop new business opportunities across Government Departments, PSUs and institutional customers.
- Build and maintain relationships with key decision-makers, government officials, procurement stakeholders and technical teams.
- Understand customer requirements and recommend suitable Marut Drones products and solutions.
- Develop new institutional accounts and expand business from existing customers.
- Conduct regular customer meetings, follow-ups and opportunity reviews.
- Manage opportunities from initial engagement through commercial discussion and order closure.
- Build and maintain a healthy sales pipeline aligned with assigned targets.
Key Account Management
- Manage strategic Government and Institutional accounts within the assigned territory.
- Develop account-wise business plans and identify opportunities for repeat orders and account expansion.
- Maintain strong long-term relationships with customers and key stakeholders.
- Act as the primary sales contact for assigned institutional customers.
- Ensure regular engagement with customers throughout the sales and order lifecycle.
Product Presentations & Demonstrations
- Conduct product presentations, demonstrations, trials and customer meetings.
- Understand operational requirements and propose appropriate drone solutions.
- Coordinate demonstrations and Proof of Concept activities wherever required.
- Gather customer feedback and communicate relevant requirements internally.
- Work closely with technical and operational teams to address customer requirements.
Commercial & Opportunity Management
- Prepare and present commercial proposals in coordination with relevant stakeholders.
- Participate in pricing discussions and commercial negotiations.
- Understand Government procurement processes, GeM and institutional purchasing requirements.
- Coordinate required commercial and procurement-related inputs for opportunities.
- Maintain visibility on opportunity value, expected closure dates and customer decision timelines.
Order Execution & Collections
- Coordinate with relevant teams after order confirmation to support smooth execution.
- Maintain regular communication with customers regarding order progress and commitments.
- Follow up for timely invoicing, payment realization and outstanding collections.
- Support resolution of customer issues related to order execution and commercial commitments.
Market Development
- Identify emerging applications and business opportunities for drone solutions.
- Track market developments, customer requirements and competitor activities.
- Develop new institutional markets and customer segments.
- Provide regular market and customer feedback to management.
- Identify opportunities to increase Marut Drones' presence within key Government and Institutional accounts.
CRM & Sales Reporting
- Maintain accurate customer and opportunity information in CRM.
- Update sales pipeline, expected order values and closure timelines regularly.
- Prepare periodic reports on customer meetings, opportunities, orders and collections.
- Maintain accurate sales forecasts and account plans.
Required Qualifications & Experience
- Bachelor's degree in Engineering, Technology or a related discipline.
- MBA/PGDM in Sales, Marketing, or Business Management is preferred.
- 5–10 years of relevant experience in Government Sales, Institutional Sales, B2G Sales or Key Account Management.
- Experience dealing with Government Departments, PSUs, Defence, Police, Law Enforcement Agencies or large institutional customers is preferred.
- Experience in drones, defence/security equipment, surveillance solutions, technology products or related industries will be an advantage.
- Proven experience managing high-value institutional sales opportunities.
- Good understanding of Government procurement processes and platforms such as GeM is preferred.
- Experience managing the complete sales cycle from opportunity identification to order closure and payment realization.
Key Skills Required
- Government & Institutional Sales
- B2G Business Development
- Key Account Management
- Customer & Stakeholder Relationship Management
- Sales Pipeline Management
- Opportunity Development & Conversion
- Commercial Negotiation
- Product Presentation & Demonstration
- CRM & Sales Forecasting
- Market Development
- Cross-Functional Coordination
- Communication & Presentation Skills
- Order Closure & Payment Follow-Up
About Marut Drones
Marut Dronetech Pvt Ltd is a leading Indian drone technology company focused on developing and deploying advanced unmanned aerial solutions across agriculture, public safety, disaster response, logistics, and environmental restoration. With a strong emphasis on indigenous innovation and real-world problem solving, Marut Drones combines engineering excellence with field-driven insights to create scalable and reliable drone ecosystems.
Skills Required
Enterprise Sales