WAE LIMITED JOB DESCRIPTION Position: AVP -Government & Institutional Sales Business: Water Systems, Equipment & Treatment Projects Location: To be specified Coverage: Assigned territories, with travel across India as required Reporting to: Head Sales / Business Head Recommended experience: 8–12 years, including at least 5 years of relevant government and institutional sales Role Purpose Develop and grow WAE’s business with government departments, public institutions and public sector organisations through the sale of water treatment equipment, drinking water systems and associated engineering solutions. The role will primarily drive product and equipment sales, while developing opportunities for WTP, STP, wastewater recycling and reuse projects, with particular emphasis on modular, packaged, prefabricated and containerised treatment systems. The incumbent will own the commercial cycle—from opportunity development and technical engagement to bidding, order closure, execution coordination and payment realisation. Business Scope The portfolio will include: * Drinking water purification, dispensing and hydration systems. * Commercial and institutional RO systems, filtration units, softeners and associated equipment. * Drinking water fountains, water coolers and institutional water supply solutions. * Water Treatment Plants and Sewage Treatment Plants. * Modular, packaged, prefabricated, skid-mounted and containerised treatment systems. * Wastewater recycling, reuse, retrofit and upgrade solutions. * Associated installation, commissioning, AMC and O&M; offerings, where applicable. Key Responsibilities 1. Government Account Development * Develop a territory-wise business plan identifying priority departments, institutions, projects and procurement opportunities. * Build and manage accounts within CPWD, state PWDs, PHEDs, Jal Nigams, Jal Boards, municipal bodies, MES, PSUs and other relevant agencies. * Develop opportunities in government hospitals, educational institutions, research establishments, administrative campuses and public infrastructure facilities. * Map the roles of end users, engineering departments, consultants, procurement teams, approving authorities and project contractors. * Establish professional relationships that support repeat business and sustained account development. 2. Product and Equipment Sales * Generate enquiries and secure orders for WAE’s water equipment and institutional drinking water portfolio. * Conduct presentations, product demonstrations and site assessments with support from technical teams. * Explain product performance, operating costs, maintenance requirements, service support and lifecycle value. * Develop opportunities for standardisation, approved product listings and rate contracts, where applicable. * Build sales through direct government procurement and supply to contractors executing government projects. * Identify replacement, expansion and upgrade requirements within installed facilities. 3. WTP/STP and Modular Systems Sales * Identify opportunities for new treatment plants, capacity expansion, rehabilitation and water reuse. * Assess customer requirements, including plant capacity, source-water characteristics, sewage load, available space, end-use requirements and operating constraints. * Work with engineering teams to propose suitable treatment configurations and commercially viable solutions. * Present the advantages of modular and prefabricated systems, including installation speed, compact footprint, scalability and ease of deployment, where supported by the proposed design. * Develop relationships with project consultants, EPC companies, MEP contractors and civil contractors involved in government projects. 4. Tendering and Bid Management * Monitor relevant opportunities on GeM, CPPP, departmental portals and state eProcurement platforms. * Evaluate eligibility criteria, technical specifications, commercial conditions, delivery obligations and execution risks. * Prepare opportunity assessments and recommend bid/no-bid decisions. * Coordinate technical offers, compliance statements, supporting credentials, commercial bids and internal approvals. * Attend pre-bid meetings and submit technical queries and clarification requests. * Track corrigenda, submission deadlines, evaluation stages and award status. * Manage reverse-auction participation and negotiations within approved pricing and margin limits. * Coordinate bid securities, performance guarantees and associated documentation with Finance. 5. Consultant and Contractor Engagement * Present WAE’s technical capabilities to engineering departments and consultants before procurement, through permitted and transparent channels. * Support accurate specifications and objective technical evaluation with product data, drawings, performance information and reference installations. * Secure vendor or product approvals where required. * Develop qualified contractor and channel relationships with clear commercial responsibilities. * Maintain direct understanding of the end user’s requirements throughout the sales process. 6. Commercial Ownership and Collections * Deliver assigned order-booking, revenue, margin and collection targets. * Negotiate commercial terms within the company’s approval framework. * Assess payment milestones, retention, warranty obligations, guarantees and potential liquidated damages before committing. * Maintain accurate sales forecasts and opportunity records in the company’s CRM/SAP systems. * Coordinate invoicing, inspection documentation, acceptance certificates and payment follow-up. * Track overdue receivables, retention release and guarantee expiry or release. 7. Execution Coordination * Provide a complete sales-to-execution handover covering scope, specifications, commitments, delivery schedules and payment conditions. * Coordinate with Engineering, PPC, Procurement, Projects, Service and Finance. * Support customer communication during supply, installation, testing and commissioning. * Escalate changes in scope, site readiness, delivery conditions or customer requirements promptly. * Identify follow-on equipment, service and treatment opportunities within completed accounts. 8. Governance and Professional Conduct * Follow WAE’s approval processes and applicable procurement requirements. * Maintain accurate records of meetings, submissions, commitments and commercial decisions. * Ensure transparent dealings with government officials, consultants, contractors and intermediaries. * Avoid unauthorised commitments, misrepresentation and conflicts of interest. Candidate Requirements Essential * Demonstrated success in selling equipment, engineered products or water treatment solutions to government departments and institutions. * Substantial working exposure to CPWD/PWD and other relevant public engineering or procurement organisations. * Experience in government account development, tender participation, commercial negotiation and order conversion. * Working knowledge of GeM and relevant government tendering platforms. * Ability to explain technical products and coordinate credible solutions with engineering teams. * Experience managing inspection, acceptance, billing and payment follow-up. * Strong written communication, presentation and negotiation skills. * Willingness to travel regularly. Preferred * BE/BTech or Diploma in Mechanical, Civil, Chemical, Environmental or Electrical Engineering; a relevant management qualification is an advantage. * Experience selling WTP/STP systems alongside equipment. * Exposure to packaged, modular, prefabricated or containerised treatment plants. * Experience in OEM approvals, consultant engagement and contractor-led sales. * Familiarity with RO, filtration, disinfection, MBBR, MBR and water reuse applications. Candidates from adjacent engineered-equipment sectors may be considered if they demonstrate solid government sales results and the ability to learn water treatment applications.