AGM/DGM - Sales - Process Equipment

Job Description

Role Objective:

- To drive sustainable business growth by leveraging technical expertise and market insights across Fertilizer, Refinery, Petrochemical, and allied sectors, identifying new opportunities, developing strategic sales plans, and ensuring alignment of organizational capabilities with market needs.

Key Responsibilities:

Sales & Business Development:

- Lead sales efforts for process equipment such as Reactors, Pressure Vessels, and Heat Exchangers, ensuring a strong understanding of technical requirements.
- Maintain and strengthen relationships with key customers and consultants in the Fertilizer, Refinery, and Petrochemical sectors.
- Strategize and implement customer engagement plans to maximize market share and brand positioning.

Technical and Commercial Expertise:

- Deeply understand and interpret technical and commercial specifications of major customers and consultants.
- Prepare final technical and commercial proposals, aligning with client expectations and company profitability goals.
- Provide techno-commercial clarifications during the bidding and negotiation phases.

Strategic Market Expansion:

- Understand the company's existing manufacturing strengths and product portfolio for process equipment.
- Identify potential new product areas (e.g., Nuclear, Petrochemicals, Pollution Control, Fertilizers, Chemicals, Thermal Power).
- Conduct gap analysis between current organizational capabilities and those required for the new identified product lines.
- Develop and execute a structured, objective marketing plan for entering new markets and making business breakthroughs.

Customer Insight & Buying Behavior:

- Analyze and understand the buying behavior of target customers across sectors.
- Tailor marketing pitches and offerings to align with customer procurement patterns, decision-making processes, and pain points.

Order Booking & Revenue Generation:

- Achieve assigned order booking targets through proactive market development, strong proposal management, and strategic negotiations.
- Monitor market trends and competitive landscape to continuously refine sales strategies.

Strategic Responsibilities:

- Market Intelligence: Gather, analyze, and disseminate actionable market intelligence on emerging opportunities, competitor activities, and customer preferences.
- Relationship Management: Build strategic partnerships and long-term alliances with key decision-makers at customer and consultant organizations.
- Capability Building: Collaborate with internal teams to enhance technical capabilities aligned with market demands.
- Brand Development: Represent the company at trade fairs, exhibitions, and industry seminars to enhance brand visibility and build credibility in target sectors.

Key Skills & Competencies:

- Strong technical acumen in Process Equipment for Fertilizer, Refinery, and Petrochemical industries.
- Excellent customer and consultant relationship management skills.
- Good negotiation and communication skills.
- Strategic thinker with ability to translate market needs into business opportunities.
- Deep understanding of commercial terms and risk evaluation.
- Ability to collaborate cross-functionally with Engineering, Projects, and Manufacturing teams.

Qualifications & Experience:

- B.E./B.Tech (Mechanical Engineering or related field) Mandatory.
- MBA (Marketing/Strategy) Preferred.
- Experience: min 18 years, with at least 10 years in a leadership role handling sales of process equipment to Fertilizer, Refinery, and Petrochemical sectors.