New Business development Manager

Brand: Electo

Company: Katyaayani Sales & Services Pvt. Ltd.

Location: Noida (HQ) — Pan-India travel as required

Department: Sales & Business Development

Reporting To: Business Head / Director (Sales & Strategy)

Role Type: Full-time, Field + Office (Hybrid)

1) Role Purpose

Own new B2B customer acquisition and strategic account opening for Electo's product lines (Thermal Pastes & TIMs, Fluxes, RTV Silicone Sealants, Potting Compounds, Adhesives). Build qualified pipeline, convert pilots to POs, and scale multi-plant deployments across electronics and allied manufacturing segments (LED, Solar PV, Consumer Electronics, EV/Auto, Cameras & Imaging, Home Appliances, Industrial Equipment, Railways/Defence as per approvals).

2) Key Outcomes (OKRs)

• Qualified Pipeline: Build and maintain a ₹X crore qualified pipeline (3–4× quarterly target) across named priority segments.
• New Accounts Opened: Win X* new logos per quarter with at least Y* multi-plant or multi-SKU adoptions.
• Trials → Conversions: ≥ 60% of technical trials converted to commercial orders within agreed timelines.
• Realisation & Margins: Maintain approved price–margin bands; drive advance/secure payment terms.
• CRM Hygiene: 100% activity logging; forecast accuracy ≥ 80%.

(X and Y to be set by management based on territory potential.)

3) Responsibilities & DeliverablesA. Market Development & Prospecting

• Map ICPs (OEMs/ODMs/EMS/Contract Manufacturers) by segment, capacity, and current materials.
• Run ABM-style outreach—LinkedIn, email, events, associations, and channel partners.
• Create weekly target lists; secure discovery calls, plant visits, and technical evaluations.

B. Solution Selling & Technical Trials

• Diagnose customer processes (e.g., reflow, wave, stringer/tabber lines, die attach, thermal management).
• Align requirements: TC values, viscosity, acid number/solids, reliability/ROHS/REACH, packaging (5 ml–250 kg).
• Coordinate with R&D/QC for samples, CoAs, TDS, MSDS, and on-line trial support.
• Define success criteria, trial windows, and post-trial corrective actions to reach 100% confidence.

C. Commercial Closure & Onboarding

• Prepare proposals, pricing, and cost–benefit cases; negotiate terms, credit days, and SLAs.
• Guide vendor registration, NDA, vendor codes, e-procurement, and GeM/OEM empanelments.
• Secure initial POs, ensure smooth first deliveries, and hand off to KAM for scale-up.

D. Forecasting, Reporting & Compliance

• Maintain weekly funnel, conversion stages, and risk flags; present accurate monthly forecasts.
• Ensure documentation compliance (GST, e-invoicing, statutory, certifications).
• Record competition intel (price, spec, service) and propose counter-strategies.

E. Cross-Functional Collaboration

• Work with Operations for capacity & lead-time commitments.
• Align with Finance on credit controls and collections plan.
• Feed Voice-of-Customer to R&D for product roadmap and custom variants.

4) KPIs & Targets (Illustrative)#KPIDefinitionMonthly TargetMeasurement1New Qualified LeadsICP-fit prospects entering Stage 1 (BANT complete)25–40CRM count & lead quality score2Meetings & Plant AuditsOn-site evaluations / deep-dive meetings12–16Calendar + visit reports3Trials InitiatedSample dispatched + approved test plan8–12Trial tracker with success criteria4Trial-to-PO Conversion% trials converting to initial PO≥60%Orders vs. trials5New Logos WonFirst PO from new accounts3–5ERP/CRM6Net New RevenueBilling from new accounts₹X / monthTally/ERP7Gross Margin %As per price band≥ ApprovedPricing sheet vs. actual8Forecast AccuracyM-1 forecast vs. actual≥80%CRM snapshot vs. billing9DSO on New AccountsDays Sales Outstanding≤ Company NormFinance report10CRM HygieneActivity logging & stage accuracy100%Weekly audits

(Actual monthly targets to be finalized by territory/city/segment.)

5) Candidate Profile

Experience: 4–10 years in B2B industrial/ electronics consumables, chemicals, adhesives, or materials sales (OEM/EMS focus). Proven new-logo hunting and technical selling.

Education: Engineering/Science (preferred) or Business with strong technical aptitude; MBA desirable.

Industry Network: Existing connects in LED, Solar PV, Consumer Electronics, EMS/ODM, Auto/EV, Railways/Defence (where applicable) is a plus.

6) Skills & Competencies

• Hunting Mindset: Prospecting, cold outreach, event networking, channel leverage.
• Technical Acumen: Ability to read TDS/CoA, process specs, and reliability requirements.
• Solution Sales: Value articulation (yield, rework reduction, throughput, thermal performance).
• Negotiation & Commercials: Price–value framing, payment terms, contracting basics.
• Data Discipline: Funnel metrics, forecast rigor, and competition analysis.
• Collaboration: Work with R&D, QC, Operations, Finance; run structured trials.
• Communication: Crisp proposals, executive reviews, and plant-level SOP write-ups.
• Tools: CRM (HubSpot/Salesforce/Zoho), Excel/Sheets, PPT, LinkedIn Sales Navigator, GeM portal.

7) Compensation & Incentives

• Competitive fixed pay + performance-linked variable.
• Quarterly incentives on new-logo wins, trial conversions, and revenue/margin realization.
• Travel reimbursement as per policy.

Day Plan (Onboarding)

First 30 Days: Territory mapping, ICP list, competitor benchmark, top-50 target sheet, schedule discovery calls/plant audits; learn product portfolio and trial playbooks.

Day 31–60: Initiate 8–12 trials; submit 3–5 business cases with projected ROI and scale plan; forecast first 2 months of new revenue.

Day 61–90: Close 3–5 new logos; convert ≥60% ongoing trials; document case studies; hand off 1–2 accounts to KAM for scale-up.

9) Work Conditions

• Pan-India travel (30–50% time) with periodic visits to Noida HQ.
• Field trials may require early/late shifts aligned to customer production schedules.

10) How to Apply

Send your CV to Electo HR with subject line: "Application – New Business Development (B2B) – [City/Territory]". Include two short case notes on:

• A technical trial you converted to a scalable order (challenge → action → result).
• A competitive displacement you executed (how you won on spec, service, or TCO).

Notes

• This JD may be tailored by territory (North/West/South/East) and by strategic segment (LED, Solar PV, Consumer Electronics, Auto/EV, Railways/Defence subject to approvals).
• All activities to align with Electo's brand promise: "Electo: Delivering Trust."

Job Types: Full-time, Permanent, Fresher

Pay: ₹25, ₹45,000.00 per month

Benefits:

• Cell phone reimbursement
• Leave encashment
• Provident Fund

Language:

• English (Preferred)

Work Location: In person