Sales & Marketing Manager

1. ROLE PURPOSE

The Sales & Marketing Manager (SMD-01) is responsible for leading Brilliant’s end-to-end sales engine and delivering ₹18 Crore annual revenue across all business verticals:

1.    WMS – WAREHOUSE MANAHEMENT SYSTEM

2.     AMS - ASSET MANAGEMENT SYSTEM

3.    RFID Solutions. 

4.    Factory Automation (FAS / MES) 

5.    Pick-to-Light (PTL) Hardware

6.     iPark Smart Parking

7.    Custom Software Solutions

This role drives strategy, pipeline generation, channel expansion, enterprise sales, marketing, branding, forecasting, and overall P&L performance for the sales organization.

2. KEY RESPONSIBILITIES

A. Revenue & Business Growth·     Own annual revenue target of ₹18 Crore.

·     Create yearly, quarterly, and monthly sales plans and GTM strategies.

·     Maintain a minimum 3X pipeline (₹54 Cr) across direct, channel, OEM, and inbound sources.

·     Drive margin-positive sales ensuring ≥30% gross margin.

B. Leadership & Team Management·      Lead a cross-functional team: Channel Sales, Direct Sales, Pre-Sales, Marketing, and Sales Executives.

·      Conduct weekly/monthly performance and funnel reviews.

·      Drive a culture of accountability, discipline, and CRM hygiene.

·      Recruit, train, mentor, and develop sales resources.

C. Channel & Partner Ecosystem·      Build and scale partner networks across India, GCC, UK & APAC.

·      Ensure minimum 12+ active partners and 8 new partners annually.

·      Manage OEM alliances (Delta, Zebra, Anywire, Banner, AIOI, Siemens ecosystem partners).

·      Review partner pipeline, deal support, and incentive programs.

D. Direct Enterprise Sales·      Support DSM team in large enterprise deals.

·      Participate and lead high-value negotiations.

·      Manage enterprise accounts in Manufacturing, FMCG, Retail, Auto, and Logistics sectors.

·      Ensure efficient RFP handling, BOQ approvals, and technical-commercial validations.

E. Marketing & Branding·      Oversee digital marketing, product marketing, events, webinars, and content creation.

·      Ensure a steady inbound lead flow with monthly campaigns, posts, videos, and case studies.

·      Strengthen Brilliant’s brand positioning across India & GCC.

·      Collaborate with marketing to build category-specific GTM content.

F. Process Excellence & Reporting·      Ensure complete CRM accuracy (Zoho CRM).

·      Weekly funnel review + monthly forecast review.

·      Prepare sales dashboards & board-level reporting.

·      Define sales processes, templates, SOPs, pricing frameworks.

G. Cross-Functional Coordination·      Work closely with Operations, Delivery, and Product Teams for:

o  Deployment readiness

o  Technical evaluations

o  Customer onboarding

o  Solution feasibility

o  After-sales relationships

3. KEY PERFORMANCE INDICATORS (KPIs)

Target Annual Revenue

Sales Revenue Target ₹18 Cr

Sales Pipeline ₹54 Cr (3X)

Channel Sales Contribution ₹9.9

CrDirect Sales Contribution ₹6.3 Cr

Renewals/Upsell ₹1.8

CrGross Margin≥ 30%

Win Rate≥ 25%

Forecast Accuracy ≥85%

Partner Activation 12+

active partnersNew Partners/Year 8 4.

REQUIRED SKILLS & COMPETENCIESTechnical & Functional Skills·      Strong understanding of WMS, RFID, MES, IoT, Automation, PLC/HMI, or enterprise SaaS.

·      Experience in Channel Sales & Enterprise Sales.

·      Strong pricing, solution mapping, BOQ assessment, and proposal review.

·      Hands-on familiarity with Zoho CRM / HubSpot / Salesforce.

Leadership Skills·      Ability to build and scale high-performance teams.

·      Strong decision-making and ownership mindset.

·      Excellent presentation & communication skills.

Business Skills·      Strong analytical & forecasting capability.

·      Negotiation & closure mastery.

·      Business planning & strategy development.

·      Partner relationship management.

Behavioural Competencies·      High accountability

·      Strategic thinker

·      Execution-driven

·      Strong ethical standards

·      Fast learner, adaptable, and proactive

5. QUALIFICATION & EXPERIENCEEducation·      MBA (Sales/Marketing/Strategy preferred)

·      B.E / B.Tech (optional but preferred for technical industries)

Experience·      8–15 years in Sales & Marketing

Experience in:

✔ Industrial Automation

✔ SaaS / WMS / IoT

✔ Enterprise B2B

✔ Global partner/channel-driven sales