Manager - Marketing & Sales

Role & XBIS Salesperson Marketing Criteria

1. Product Knowledge

Understand technical specs: tunnel sizes, resolution, penetration depth, image processing capabilities, etc.

Be able to explain the difference between single-view, dual-view, and multi-view XBIS models.

Know how XBIS compares with competitors’ offerings (e.g., Smiths, Rapiscan, Astrophysics).

2. Target Customer Segments

Focus marketing efforts on key verticals:

Airports / Aviation (AAI, Private airports)

Railways / Metro

Courts / Police / Home Ministry

Hotels / Malls / Exhibition Centers

Govt. Institutions / Public Sector Units

Corporate Offices / Critical Infrastructure

3. Decision-Maker Mapping

Identify key contacts: Security Heads, Facility Managers, Procurement Heads, Govt. tender officers.

Build rapport with system integrators or sales partners (like Godrej, CMS, etc.) who may float tenders.

4. Demonstration Readiness

Be ready to arrange demo units or site visits to working installations.

Provide clear brochures, datasheets, and use-case demos.

Prepare answers for technical and operational FAQs.

5. Compliance Awareness

Ensure the buyer knows the product is:

AERB certified

Compliant with local radiation laws

Suitable for NSG/MHA/AAI norms

Highlight that AMC, installation, and training are as per govt. standards.

6. Value Proposition Messaging

Frame the pitch in terms of:

Security enhancement

Operational efficiency (less manpower, faster screening)

User-friendly interface

Strong after-sales service network (local offices, 24-48hr SLA)

Budget-friendly options (rental, outright sale, CAMC)

7. Tender and Pricing Strategy

Keep track of GeM portal, AAI, Railway, and Judicial tenders.

Maintain up-to-date documentation: PAN, GST, OEM certificates, EMD, work orders.

Prepare price breakup sheets, AMC terms, and rental options as per client need.

8. Client Relationship & Feedback Loop

Regularly follow up with existing clients for AMC renewals.

Collect feedback or testimonials that can support future pitches.

Keep in touch for upcoming projects or infra expansions.

9. CRM & Reporting Discipline

Maintain proper sales pipeline in CRM or Excel trackers.

Share daily/weekly visit reports and status updates with sales head.

Log client queries and coordinate with technical team for closure.