JOB DESCRIPTION
Regional Sales & Business Development Manager - Structural Health Monitoring (SHM)
Positions: 5 Regional Sales & Business Development Managers
Business: Structural Health Monitoring / Infrastructure Intelligence / IoT / Digital Infrastructure
Headquarters: Hyderabad, Telangana
Locations:
• South Region: Chennai
• South-Central Region: Hyderabad
• West Region: Mumbai
• East Region: Kolkata
• North Region: New Delhi
Reporting to: Head - Structural Health Monitoring Business / India Business Head
1. Position Purpose
The Regional Sales & Business Development Manager will be responsible for developing the Structural Health Monitoring business in the assigned region, identifying infrastructure opportunities, creating customer relationships, developing qualified opportunities and converting them into orders and long-term SHM contracts.
The Manager will be responsible for selling a combination of:
• Structural Health Monitoring systems
• IoT-based infrastructure sensors
• Wireless sensor networks
• Structural instrumentation
• Real-time monitoring systems
• Infrastructure condition monitoring
• Corrosion monitoring
• Load and stress monitoring
• Construction-stage monitoring
• Lifecycle monitoring
• Remote infrastructure monitoring
• Infrastructure Digital Twin solutions
• Cloud-based monitoring and analytics
• Inspection and asset-management solutions
• SHM Operations & Maintenance services
The business will address both greenfield infrastructure projects-where monitoring systems can be incorporated during design/construction-and brownfield/aged infrastructure, where monitoring can provide continuous information on structural condition and deterioration.
Smart Structures, for example, describes lifecycle monitoring using embedded sensors for parameters such as strain, temperature and corrosion, with sensor data transmitted to cloud-based infrastructure-management systems. (Smart Structures)
2. Key Responsibilities
A. Regional Business Development
• Develop and execute the regional SHM sales and business-development strategy.
• Identify infrastructure projects where SHM can provide measurable technical and commercial value.
• Build a pipeline of prospective projects covering both greenfield and existing infrastructure.
• Develop relationships with:
o Government departments
o Central Government organisations
o State Government departments
o PSUs
o Infrastructure authorities
o EPC contractors
o Design consultants
o Structural consultants
o Engineering consultants
o Developers
o Infrastructure concessionaires
o Asset owners/operators
o Independent engineering firms
o Insurance/risk-management organisations
• Convert identified opportunities into technically qualified sales opportunities.
B. SHM Opportunity Identification
The Manager should proactively identify opportunities in:
Transportation
• Bridges
• Flyovers
• Viaducts
• Highways
• Expressways
• Metro infrastructure
• Railway bridges
• Railway structures
• Tunnels
• Ports
Buildings
• High-rise buildings
• Commercial buildings
• Large residential developments
• Airports
• Stadiums
• Convention centres
• Industrial structures
Water Infrastructure
• Dams
• Barrages
• Reservoir structures
• Water-treatment infrastructure
• Irrigation structures
• Flood-control structures
Energy & Industrial Infrastructure
• Power plants
• Thermal/hydro/renewable energy infrastructure
• Power transmission structures
• Industrial plants
• Large foundations
• Critical civil structures
These sectors align well with the infrastructure markets addressed by Smart Structures, including transportation, energy, high-rise and water. (Smart Structures)
3. Greenfield & Brownfield Business Development
Greenfield Projects
The Manager will identify SHM requirements before or during design and construction, rather than waiting until project completion.
Responsibilities include:
• Identifying projects during DPR/design stage.
• Engaging structural consultants and EPC contractors early.
• Influencing specifications to include SHM.
• Working with consultants to define monitoring requirements.
• Supporting preparation of technical specifications.
• Identifying sensor locations and monitoring parameters in conjunction with the technical team.
• Developing lifecycle monitoring proposals.
• Getting SHM included in tender/RFP documents.
• Supporting EPC contractors during bidding.
This is particularly important because embedded sensors can be incorporated into concrete structural elements during construction and subsequently used for long-term lifecycle monitoring. (Smart Structures)
Brownfield / Existing Infrastructure
The Manager will identify ageing or critical infrastructure requiring:
• Structural condition assessment
• Continuous monitoring
• Crack/displacement monitoring
• Vibration monitoring
• Strain monitoring
• Corrosion monitoring
• Load monitoring
• Settlement monitoring
• Temperature monitoring
• Structural movement monitoring
• Emergency/event monitoring
• Long-term asset monitoring
The objective is to move customers from periodic/manual inspection toward data-driven continuous monitoring, where technically and commercially appropriate.
4. Government & PSU Business Development
A major responsibility will be developing business with:
• MoRTH
• NHAI
• NHIDCL
• Indian Railways
• RVNL
• DFCCIL
• RailTel
• Metro Rail organisations
• State PWDs
• Irrigation departments
• Water-resource departments
• State road-development agencies
• Municipal corporations
• Smart City organisations
• NTPC
• NHPC
• Power Grid
• State power utilities
• Ports
• Airport authorities
• Other Central and State PSUs
The Manager will:
• Track upcoming tenders and RFPs.
• Identify SHM-related procurement opportunities.
• Develop relationships with decision makers and technical influencers.
• Identify appropriate tender specifications.
• Support pre-bid meetings.
• Develop technical/commercial responses with the central technical team.
• Coordinate consortium/JV/technology-partner opportunities where required.
• Track tenders through award and execution.
5. Consultant & Specification Development
This is a critical responsibility of the position.
The Manager must develop relationships with:
• Structural consultants
• IITs/IISc/research institutions where relevant
• Engineering consultants
• PMC organisations
• Independent engineers
• Architecture and engineering firms
• EPC design teams
The objective is to ensure that SHM requirements are considered at the design/specification stage.
The Manager should be capable of explaining the commercial and technical benefits of:
Sensors → IoT connectivity → Cloud → Analytics → Digital Twin → Decision Support → Lifecycle Asset Management
Modern SHM platforms can integrate hardware, gateways, cloud computing and IoT applications, with dashboards and analytics providing lifecycle visibility of infrastructure assets. (Smart Structures)
6. Sales Responsibilities
The Manager will be responsible for the complete sales cycle:
Lead Generation → Qualification → Customer Engagement → Site Assessment → Solution Development → Proposal → Tender/Bid → Negotiation → Order → Implementation → AMC/O&M
Specific responsibilities include:
• Prepare regional sales plans.
• Establish annual and quarterly sales targets.
• Maintain a qualified sales pipeline.
• Conduct customer presentations.
• Organise technical workshops.
• Arrange demonstrations and PoCs.
• Coordinate site visits.
• Develop techno-commercial proposals.
• Participate in negotiations.
• Follow up on purchase orders.
• Maintain CRM/customer records.
• Forecast sales accurately.
• Achieve regional revenue and margin targets.
7. Solution Selling
The Manager should not sell sensors as standalone products.
The candidate must be able to position SHM as a complete infrastructure intelligence solution, comprising:
Sensors + Instrumentation + Communication + IoT + Cloud + Analytics + Dashboards + Digital Twin + Monitoring Services + O&M
For example, SHM proposals should demonstrate how continuous data can help infrastructure owners understand structural behaviour, establish baselines, identify changes and support maintenance and asset-management decisions. Smart Structures' I-395 bridge project illustrates this type of continuous real-time monitoring using multiple sensor types. (Smart Structures)
8. Mandatory Candidate Qualifications
Education
Mandatory:
• Bachelor's Degree in Civil Engineering.
Preferred additional qualifications:
• MBA - Sales/Marketing
• - Structural Engineering
• Structural Engineering qualification
• Infrastructure Management
• Construction Management
• IoT/Digital Technology exposure
9. Mandatory Professional Experience
SHM Experience - NON-NEGOTIABLE
Candidates must have prior experience in marketing/selling Structural Health Monitoring solutions or closely related structural/infrastructure monitoring services.
Candidates without actual SHM business-development/sales experience should not normally be considered, even if they have extensive general infrastructure-sales experience.
Preferred experience includes selling:
• Structural Health Monitoring
• Structural instrumentation
• Sensors
• IoT infrastructure solutions
• Structural monitoring systems
• Infrastructure digitalisation
• Infrastructure asset monitoring
• Civil instrumentation
• Bridge monitoring
• Dam monitoring
• Building monitoring
• Railway/metro monitoring
• Construction monitoring
• Infrastructure analytics
10. Infrastructure Experience
The candidate must have prior exposure to major infrastructure projects, preferably in one or more of:
• High-rise buildings
• Bridges
• Highways
• Expressways
• Dams
• Railways
• Metro
• Tunnels
• Power plants
• Industrial infrastructure
• Ports
• Airports
• Large foundations
The candidate should understand the basic project lifecycle:
Concept → Design → DPR → Tender → EPC → Construction → Commissioning → Operations → Maintenance
11. Required Technical Understanding
The Manager need not be a design engineer, but must have sufficient technical understanding to discuss SHM with engineers and infrastructure owners.
Knowledge of some of the following is desirable:
• Strain gauges
• Accelerometers
• Tilt sensors
• Displacement sensors
• Temperature sensors
• Corrosion sensors
• Load cells
• Vibration monitoring
• Crack monitoring
• Piezometers
• Settlement monitoring
• Data acquisition systems
• Wireless sensors
• IoT
• Cloud platforms
• Remote monitoring
• Data analytics
• AI/ML applications
• Digital Twins
• Structural instrumentation
Smart Structures' published SHM applications include accelerometers, displacement sensors, GPS displacement sensors, load cells, strain gauges, tilt sensors, weather stations and corrosion sensors. (Smart Structures)
12. Business Development Skills
The candidate should demonstrate:
• Strong consultative selling ability
• Excellent relationship-building skills
• Ability to identify new markets
• Ability to identify projects at an early stage
• Ability to generate leads independently
• Ability to develop CXO-level relationships
• Government/PSU sales experience
• Tender/RFP understanding
• Negotiation skills
• Presentation skills
• Technical proposal understanding
• Commercial awareness
• Strong communication skills
• Ability to work with technical teams
• Ability to work independently
13. Regional Responsibilities
Location Primary Region Important Opportunity Areas
Chennai South Tamil Nadu, Kerala, Karnataka, Andhra Pradesh
Hyderabad South-Central Telangana, Andhra Pradesh, Karnataka, Central/South India
Mumbai West Maharashtra, Gujarat, Goa, Rajasthan
Kolkata East West Bengal, Odisha, Jharkhand, Bihar, North-East
New Delhi North Delhi NCR, Uttar Pradesh, Uttarakhand, Haryana, Punjab, Rajasthan, Himachal Pradesh, J&K
Note: Regional boundaries can be adjusted depending on the size and concentration of the opportunity pipeline.
14. First 90-Day Expectations
First 30 Days
• Understand complete SHM technology portfolio.
• Understand sensor and IoT solutions.
• Understand Digital Twin proposition.
• Study existing projects/case studies.
• Map major infrastructure owners in the region.
• Identify top 50 target organisations.
• Identify major ongoing and upcoming infrastructure projects.
31-60 Days
• Establish initial customer meetings.
• Meet infrastructure owners and consultants.
• Meet EPC contractors.
• Identify SHM opportunities.
• Establish project pipeline.
• Identify tender/RFP opportunities.
• Conduct technical presentations/workshops.
61-90 Days
• Develop qualified opportunities.
• Submit initial proposals.
• Develop consultant specifications.
• Identify pilot/PoC opportunities.
• Establish regional sales funnel.
• Secure initial orders/LOIs/PoCs where feasible.
15. Key Performance Indicators - KPIs
Performance should be measured not merely on the number of customer visits but on qualified SHM business development and conversion.
Primary KPIs
1. Regional revenue generated
2. Gross margin
3. Qualified sales pipeline
4. New SHM projects identified
5. New customers acquired
6. Government/PSU opportunities developed
7. Consultant relationships established
8. SHM specifications influenced/developed
9. Tenders/RFPs identified
10. Tender conversion rate
11. PoCs/pilot projects converted
12. Annual/long-term monitoring contracts secured
Strategic KPIs
• Number of greenfield projects entering SHM pipeline
• Number of brownfield assets identified
• Number of strategic infrastructure owners engaged
• Number of EPC/consultant partnerships developed
• Recurring revenue/AMC/O&M opportunities created
16. Candidate Profile
Ideal Candidate
A successful candidate would ideally be:
A Civil Engineer with 8-15+ years of infrastructure business-development experience, including meaningful experience in marketing and selling Structural Health Monitoring/instrumentation/IoT-based infrastructure solutions, with established relationships with infrastructure owners, EPC companies, consultants and Government/PSU organisations.
The candidate should be commercially driven but technically comfortable enough to discuss SHM applications with Structural Engineers, Project Directors, EPC executives, consultants and Government engineering departments.
17. Experience Range
Preferred: 8-15 years
Minimum: 5-7 years may be considered only for candidates with particularly strong SHM-specific experience and an established infrastructure customer network.
Senior candidates: Candidates with 15+ years may be considered for larger regional responsibilities if they have demonstrable SHM business-development experience.
18. What We Are NOT Looking For
The following profiles should generally not be considered:
• Pure FMCG/consumer sales professionals
• Generic IT/software sales professionals without infrastructure experience
• Pure civil construction engineers without sales experience
• Generic building-material sales professionals
• Candidates who have never sold SHM/instrumentation solutions
• Candidates with only academic exposure to SHM
• Candidates with only site-execution experience and no business-development experience
19. Compensation
Salary: Commensurate with experience, qualifications and demonstrated SHM business-development capability.
A suitable combination of:
• Fixed compensation
• Performance-linked variable
• Regional sales incentives
may be considered.
The compensation structure should particularly recognise candidates who bring existing SHM customers, infrastructure-owner relationships and demonstrable order-conversion capability.
20. Suggested Job Advertisement - Short Version
REGIONAL SALES & BUSINESS DEVELOPMENT MANAGERS - STRUCTURAL HEALTH MONITORING
Locations: Chennai | Hyderabad | Mumbai | Kolkata | New Delhi
Headquarters: Hyderabad
Positions: 5 Regional Managers
About the Opportunity
We are building a specialised Structural Health Monitoring (SHM) business focused on making India's critical infrastructure safer, smarter, more resilient and data-driven.
Our solutions encompass IoT-based sensors, structural instrumentation, real-time monitoring, cloud-based analytics, infrastructure Digital Twins and lifecycle asset monitoring for both new and existing infrastructure.
The Opportunity
We are looking for experienced Regional Sales & Business Development Managers to develop and convert SHM business opportunities across five regions of India.
The successful candidates will develop business with infrastructure owners, Government departments, PSUs, EPC contractors, infrastructure developers, structural consultants and other stakeholders.
Key Responsibilities
• Develop the SHM business in the assigned region.
• Identify greenfield and brownfield infrastructure projects requiring SHM.
• Develop relationships with Government organisations, PSUs, EPC companies, consultants and infrastructure owners.
• Identify and track SHM-related tenders and RFPs.
• Influence SHM specifications during the design and tender stages.
• Develop and manage the regional sales pipeline.
• Conduct customer presentations, technical workshops and solution discussions.
• Develop techno-commercial proposals in coordination with the technical team.
• Convert qualified opportunities into orders and long-term monitoring/O&M contracts.
• Develop strategic relationships with infrastructure consultants and EPC companies.
• Achieve regional sales, margin and business-development targets.
Mandatory Qualifications & Experience
• Bachelor's Degree in Civil Engineering - Mandatory.
• Prior experience in marketing/business development of Structural Health Monitoring (SHM) solutions - Mandatory.
• Proven experience in infrastructure projects.
• Experience in one or more of the following sectors is preferred:
o Bridges
o Highways
o High-rise buildings
o Dams
o Railways/Metro
o Tunnels
o Power Plants
o Industrial infrastructure
o Ports/Airports
• Good understanding of civil infrastructure project lifecycle and engineering stakeholders.
• Experience dealing with Government/PSU organisations and EPC companies will be an advantage.
• Strong communication, presentation, negotiation and relationship-management skills.
Technical Exposure
Candidates should have a working understanding of technologies such as IoT sensors, structural instrumentation, strain/vibration/displacement/corrosion monitoring, wireless data acquisition, cloud platforms, analytics, remote monitoring and Digital Twins.
Locations
Chennai | Hyderabad | Mumbai | Kolkata | New Delhi
Compensation
Salary will be commensurate with experience and qualifications, with performance-linked incentives for achieving business-development and sales objectives.
If you have hands-on experience in developing and converting SHM business and possess strong relationships within the infrastructure sector, we would like to hear from you.
This version is deliberately strict on prior SHM marketing experience, because that requirement will substantially differentiate these positions from ordinary infrastructure-sales roles. A useful next step would be to create a one-page recruiter/LinkedIn version plus a detailed interview evaluation scorecard so that all five regional managers are assessed consistently.
6 - 10 Years
2 Openings
0.8 - 20.0 Lac/Yr
Telephonic interview
Similar Jobs
