Sales & Marketing Executive

Below is a FULL-LENGTH, DETAILED & PROFESSIONAL JOB DESCRIPTION for a Field Sales Executive – Channel & Project Development, common for both group companies, written in a premium, corporate, growth-oriented tone, suitable for architect & consultant–driven businesses.

This JD is deployment-ready for:

• Job portals
• HR manuals
• Appointment letters
• Performance & incentive linkage

JOB DESCRIPTIONFIELD SALES EXECUTIVE – ARCHITECT / CONSULTANT / CHANNEL DEVELOPMENTGroup: One Umbrella – Two Powerful Brands

Companies:

• Audiovoxx
• The Automation Company

Industry: Audio-Visual | Smart Home | Automation | Smart Buildings

Reporting To: Sales Head / Business Head / CEO

Work Nature: 100% Field | Relationship-Driven | Project-Oriented

Territory: City / Multi-City (as assigned)

GROUP INTRODUCTION (FOR INTERNAL & EXTERNAL COMMUNICATION)Founded in 2019, our group operates under one unified umbrella with two specialized companies, delivering a complete technology and smart solutions ecosystem.

From immersive audio-visual experiences to intelligent automation ecosystems, we design, supply, execute, and support end-to-end technology solutions across:

• Residential
• Commercial
• Industrial
• Institutional & Infrastructure projects

Our business model spans:

• Retail
• Rental
• Wholesale
• Distribution
• Turnkey Projects

With multi-city experience centres, clients can see, feel, test, and experience live solutions before investing.

POSITION OVERVIEWThe Field Sales Executive – Channel & Project Development is a strategic frontline growth role responsible for identifying, onboarding, developing, and managing long-term relationships with:

• Architects
• Interior Designers
• Consultants
• Builders & Developers
• PMC & MEP consultants
• Contractors & System Integrators
• Business Associates & Influencers

This role is not counter sales.

It is relationship-based, specification-driven, and project-oriented sales, representing both companies together as one integrated solution ecosystem.

CORE OBJECTIVE OF THE ROLETo build a strong, sustainable ecosystem of architects, consultants, builders, and influencers who specify, recommend, and repeatedly work with our group for audio-visual and automation solutions.SCOPE OF RESPONSIBILITY – BOTH COMPANIESThe Field Sales Executive represents both brands together, positioning the group as a single, one-stop technology partner.

• COMPANY 1 RESPONSIBILITY – AUDIO VISUAL (Audiovoxx)Home theatres & media rooms
• Multi-room audio systems
• Premium speakers, amplifiers & processors
• TVs, projectors & screens
• Corporate AV, boardrooms & collaboration systems
• Digital signage & PA systems
• Auditoriums, hospitality & event venues
• Rental AV & turnkey AV projects
• COMPANY 2 RESPONSIBILITY – AUTOMATION & SMART SYSTEMS (The Automation Company)Smart lighting & curtain control
• Climate & energy management
• Smart security & surveillance
• Access control systems
• Smart offices & conference automation
• Building automation & ELV systems
• Industrial & infrastructure automation
• DETAILED JOB RESPONSIBILITIES1. ARCHITECT / DESIGNER / CONSULTANT IDENTIFICATIONIdentify top architects, interior designers, consultants, builders & PMCs
• Segment them by:
• 
  
• Residential / Commercial / Industrial
• Luxury / Mid-segment / Large-scale projects
• Build a verified, structured database of decision-makers
• 2. RELATIONSHIP BUILDING & BUSINESS DEVELOPMENTConduct regular field visits & meetings
• Present the group’s integrated AV + Automation capabilities
• Position the company as a solution partner, not a product vendor
• Build trust, credibility, and long-term engagement
• 3. SPECIFICATION & PROJECT INFLUENCINGGet the company specified in BOQs, drawings, and project designs
• Support architects & consultants with:
• 
  
• Technical inputs
• Budgetary estimates
• Concept-level solution planning
• Ensure early involvement at design & planning stage
• 4. EXPERIENCE CENTRE ENGAGEMENTInvite architects, designers & clients to experience centres
• Coordinate demos, presentations & walkthroughs
• Ensure solution alignment with project requirements
• Convert experience into project discussions
• 5. LEAD GENERATION & PROJECT PIPELINEGenerate qualified project leads (not random enquiries)
• Track:
• 
  
• Project stage
• Budget
• Decision timeline
• Stakeholders involved
• Coordinate with internal sales & technical teams for closure
• 6. INTERNAL COORDINATIONWork closely with:
• 
  
• Sales team
• Technical & design team
• Estimation & projects team
• Ensure smooth handover from relationship → proposal → execution
• 7. MARKET INTELLIGENCE & COMPETITOR TRACKINGTrack competitor brands & pricing trends
• Understand market expectations & upcoming developments
• Share actionable intelligence with management
• 8. REPORTING & DISCIPLINEMaintain daily visit reports
• Weekly relationship & pipeline updates
• Monthly performance & conversion review
• CRM / reporting compliance mandatory
• PRE-REQUISITES & ELIGIBILITYEducational BackgroundGraduate / Diploma / Equivalent experience in sales or projects
• Engineering or design exposure is a plus (not mandatory)
• Experience2+ years in:
• 
  
• AV sales
• Automation sales
• Electrical / ELV / Building systems
• Architect / consultant-driven sales
• Skills & CompetenciesStrong communication & presentation skills
• Relationship-building mindset
• Ability to explain technology in simple language
• Confidence in professional meetings
• Negotiation & persuasion ability
• Solution-oriented thinking
• Mandatory RequirementsOwn two-wheeler / car
• Willingness to travel daily
• Field-oriented personality
• Comfortable with targets & accountability
• PERFORMANCE METRICS (KRAs)Number of architects / consultants onboarded
• Quality of relationships (repeat interactions)
• Project leads generated
• Projects converted
• Specification wins
• Revenue contribution (direct & indirect)
• Experience centre visits driven

WHAT THIS ROLE IS NOT❌ Not desk-based

❌ Not walk-in retail sales

❌ Not cold calling only

❌ Not short-term transactional selling

• CAREER GROWTH PATHField Sales Executive
• → Senior Channel Manager
• → Regional Sales / Business Development Head
• → Strategic Partnerships / Key Accounts
• WHY JOIN OUR GROUPTwo strong brands under one umbrella
• Access to complete AV + Automation ecosystem
• High-value, design-led projects
• Strong experience centres & technical backing
• Long-term growth, not one-time sales
• Professional working culture

FINAL BRAND STATEMENT (TO CLOSE JD)Two Specialized Companies.One Umbrella Vision.Infinite Technology Possibilities.

Below are TWO CRITICAL, DEPLOYMENT-READY DOCUMENTS designed specifically for your Field Sales Executive – Architect / Consultant Channel Role, aligned to both companies under one umbrella.

These are written in a VERY STRICT, PERFORMANCE-DRIVEN, BOARDROOM-APPROVED FORMATsuitable for:Offer lettersHR policy manualsIncentive governanceMonthly / quarterly reviewsPART

1KRA (KEY RESULT AREAS) & INCENTIVE STRUCTUREField Sales Executive – Architect / Consultant ChannelA. KRA FRAMEWORK (100-POINT SCORECARD)Incentives are paid ONLY if discipline & base KRAs are met.Sales alone does NOT guarantee incentive.

1️⃣ ARCHITECT / CONSULTANT ONBOARDING – 25 POINTSObjective: Build a strong, active ecosystem of influencers.MetricTargetScoreNew architects / designers onboarded6–10 / month10Active consultants generating leadsMinimum 510Quality of engagement (repeat meets, site visits)Measured

5❌ No incentive if onboarding is fake / inactive.

2️⃣ PROJECT LEAD GENERATION (QUALIFIED) – 25 POINTSObjective: Generate serious, executable projects.MetricTargetScoreQualified project leads4–6 / month10Leads with drawings / BOQ / budgetsMin 60%10Early-stage design involvementMandatory5❌ Random enquiries do not count.

3️⃣ SPECIFICATION & INFLUENCE WINS – 20 POINTSObjective: Get specified, not just quoted.MetricTargetScoreAV / Automation specified in drawingsMin 3 / month10Dual-brand specification (AV + Automation)Min 15Consultant alignment & recommendationVerified5

4️⃣ REVENUE CONTRIBUTION (DIRECT + INDIRECT) – 20 POINTSObjective: Convert influence into business.MetricTargetScoreProject value contributed₹XX lakh / month10Conversion ratio≥30%5Cross-selling (AV + Automation)Measured5

5️⃣ DISCIPLINE, REPORTING & BRAND CONDUCT – 10 POINTSObjective: Maintain professional governance.MetricRequirementScoreDaily visit reports100%5CRM & pipeline updatesOn time3Behaviour, grooming, ethicsNo complaints

2❌ If discipline < 80%, incentives are blocked regardless of sales.B. INCENTIVE STRUCTURE (STRICT & CLEAN)1️⃣ INCENTIVE ELIGIBILITYMinimum 70 / 100 KRA score requiredZero tolerance for:Fake reportingBypassing companySide dealings2️⃣ INCENTIVE SLABS (MONTHLY)Performance LevelKRA ScoreIncentive

❌ Below Standard<70NIL🟡 Acceptable70–79₹X,000

🟢 Strong Performer80–89₹XX,000

🔥 Top Performer≥90₹XXX,000 + Bonus

3️⃣ PROJECT VALUE INCENTIVE (OPTIONAL ADD-ON)Project SizeIncentive₹10–25 Lakh0.5%₹25–50 Lakh0.75%₹50 Lakh+1% (Approval based)⚠ Paid only after payment realisation.

4️⃣ PENALTY & BLOCK CONDITIONSFake architect names → Incentive cancelledRepeated non-reporting → Salary holdDirect dealing with vendors → TerminationPART 2ARCHITECT-SPECIFIC SALES SOP(MANDATORY EXECUTION GUIDE)A.

PURPOSE OF THIS SOPArchitects & consultants do not buy products.

They recommend partners.This SOP ensures trust, specification, and repeat business.B. STEP-BY-STEP ARCHITECT SALES SOPSTEP

1: IDENTIFICATION & QUALIFICATIONIdentify top 20 architects / designers per territoryClassify by:Residential / Commercial / IndustrialLuxury / Mid / MassVerify:Ongoing projectsDecision influence

❌ Do not chase everyone.STEP 2: FIRST MEETING (NO SELLING)Goal: Relationship, not quotation.Agenda:Understand their design philosophyUnderstand typical client profileIntroduce one-umbrella AV + Automation ecosystemShare experience centre value

❌ No price discussion unless asked.

STEP 3: EXPERIENCE CENTRE ENGAGEMENTInvite architect for private walkthroughDemonstrate:AV experienceAutomation intelligenceIntegration advantagePosition as design support partner

STEP 4: DESIGN & SPECIFICATION SUPPORTAssist with:Budget planningTechnology zoningUse-case mappingGet specified in:DrawingsBOQsTender documentsThis is the conversion point.

STEP 5: PROJECT TRACKING & INFLUENCETrack:Client meetingsSite progressDecision timelinesCoordinate internally for proposals & executionSTEP

6: LONG-TERM RELATIONSHIP MANAGEMENTRegular check-insInvite to launches & demo daysShare technology updatesCelebrate project completionsC.

DO’s & DON’Ts (VERY IMPORTANT)✅ DO✔ Speak solution language✔ Respect architect’s design intent✔ Protect pricing integrity✔ Position company as long-term partner❌ DON’T✖ Undercut company pricing✖ Bypass management✖ Promise delivery without approval✖ Push products blindlyD.

ARCHITECT SALES GOLDEN RULEIf an architect trusts you, sales follow automatically.If they don’t, no discount will save you.FINAL NOTE (MANAGEMENT MESSAGE)

This role is high power + high accountability.We reward serious, disciplined, relationship builders.